Effects of Personality on Individual Earnings: Leadership Role Occupancy as a Mediator |
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Authors: | Zhen Zhang Richard D Arvey |
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Institution: | (1) Department of Management, W. P. Carey School of Business, Arizona State University, P.O. Box 37100, Phoenix, AZ 85069-7100, USA;(2) Department of Management & Organization, Business School, National University of Singapore, 1 Business Link, BIZ 2 Bldg, #04–05, Singapore, 117592, Singapore |
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Abstract: | Purpose The purpose of this study was to investigate the direct and indirect effects of personality characteristics on individual
earnings and to examine a person’s leadership role occupancy as the potential mediator in the personality–earnings relationship.
Design/Methodology/Approach Longitudinal survey data were collected from a sample of 209 individuals. Earnings were measured 6 years after the personality
variables.
Findings Two personality traits, i.e., Social Potency and Achievement, predict individual earnings longitudinally. The effects of personality
were partially mediated by the person’s occupancy of leadership roles in the workplace. For those occupying similar leadership
positions, people higher in social potency still have greater earnings.
Implications These findings lend support for personality assessment in personnel selection and have important implications for leadership
development and individual career success.
Originality/Value Previous research suggests that personality influences individual earnings beyond the effects of traditional human capital
variables. This study is among the first to distinguish personality’s direct and indirect (through leadership role occupancy)
effects on individual earnings. The findings provide direct support for the incentive-enhancing property of personality as
well as indirect support for the trait activation theory on the personality–earnings relationship.
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Keywords: | Personality Social potency Earnings Leadership Career success |
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