Genetic and psychological underpinnings of motivation and satisfaction of industrial salespeople

Abstract

We investigate the effects of genetic polymorphisms of salespeople on their motivation and job satisfaction. We hypothesize that psychological attachment styles (anxious, avoidance, and secure) and role conflict interact with variants of three genes (dopamine DRD4, COMT and OXTR) to influence motivation and satisfaction. Our approach follows the spirit of the emerging subfield of organizational neuroscience and biological foundations of social behavior recently introduced into the literature and is one of the first studies to uncover complex dependence of behavior on genes and to employ a large enough sample to reduce false positive inferences. Variants of the DRD4 and COMT genes are found to interact with avoidance and secure attachment style, respectively, to influence motivation, under conditions of felt role conflict. Variants of OXTR have main effects on job satisfaction, as do anxious attachment styles and felt role conflict. Hypotheses are tested on a sample of 334 salespersons selling goods and services to business customers. The role of genetic endowment represents untapped origins for research into the behavior of salespeople and has a number of managerial implications that we discuss.