Are Wall Street Wolves Actually High Sales Performers?
G. Woodside School of Marketing, Curtin University, Australia
John C. Crotts School of Business, College of Charleston, USA
Natalina Zlatevska School of Business, University of Technology Sydney, Australia
Abdul Aziz Department of Business Administration, Morgan State University, USA
This study defines Wall Street wolves as stockbrokers scoring high on a scale measuring Machiavellianism. The study finds that such wolves have high sales performance consistently while lambs do not–lambs are stockbrokers scoring low on the Machiavellianism scale. The study builds on prior research showing that asymmetric tests provide higher accuracy in predictive outcomes of interest than the use of the dominant logic of symmetric, variable focused, tests (e.g., correlation and multiple regression analysis). Asymmetric tests focus on predicting sufficiency of models of high scores at the case level (e.g., high sales performers among stockbrokers) versus the symmetric testing at the variable level of both low and high scores. The study uses a modified version of Aziz and Meeks’ (1990) Machiavellian Behavior Scale in a survey USA stockbrokers (n = 110); the survey included measures of self-reports on sales performance, age, and gender. The findings include superior predictive ability of identifying stockbrokers using the asymmetric tests separately for high versus low sales performances in comparison to symmetric testing.
Keywords: Asymmetric, Machiavellianism, Selling, Stockbroker, Symmetric
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