Is Selling in your Genes?

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contract_salesman_signature_1600_wht_5844Yes – according to a team at Michigan’s Ross School of Business led by Richard P Bagozzi.

They discovered a genetic marker ( the 7R allele of the DRD4 gene) associated with  “customer orientation”.

They found the correlation in a study of 65 salespeople.

They also found that the A1 variant of the DRD2 gene, sometimes considered to make people cognitively inflexible, is associated with “sales orientation” or the tendency to try to persuade customers to buy a given product rather than listen to their needs.

A small study but interesting.

Reported in HBR April 2013


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