Genes and Sales
将分子遗传学应用于营销领域，发现销售人员与教育程度相关的基因变异能预测销售业绩，且基因的贡献大于人格特质，适应性学习可能解释基因与销售的关系。
This paper presents one of the first marketing applications of molecular genetics. We report evidence that salespeople’s genetic variants linked to educational attainment predict sales performance. Both genetics and selling effort contribute to sales performance, whereas genetics contribute more than personality traits. We further show that adaptive learning, as captured in salespeople’s customer orientation and opportunity recognition skills, may explain the gene-sales relationship. We discuss the implications of these findings for sales management and the value of genetic research for the marketing field. This paper was accepted by Matthew Shum, marketing. Funding: S. Gong acknowledges financial support from the NSFC [Grant 71972040] and Fundamental Research Funds for the Central Universities [2022NTSS43]. Q. Li acknowledges financial support from the NSFC [Grant 72072014] and Young Talent Program of Beijing Foreign Studies University. S. Su acknowledges financial support from the NSFC [Grant 71872016]. Supplemental Material: The data files and online appendix are available at https://doi.org/10.1287/mnsc.2023.4879 .