Title: Moderating role of information technology and gender between FFM and firm's performance: empirical evidence from SMEs of Laos

Authors: Litinthong Kimixay; Cheng Liu

Addresses: School of Economics and Management, University of Science and Technology Beijing, 30 Xueyuan Road, Haidian District, Beijing, 100083, China ' School of Economics and Management, University of Science and Technology Beijing, 30 Xueyuan Road, Haidian District, Beijing, 100083, China

Abstract: Personality is an important factor where it is crucial to understand its role in distinct activities of the businesses since the five-factor model (FFM) of personality traits has widely been studied in various dimensions and contexts worldwide. This study explores the associations of FFM on sales performance (SSP) by adopting information technology (ITV) and gender (GDR) as the moderators. Data were collected from major cities of Laos and analysed by structure equation moulding and Fisher's statistical approach. The results affirmed the positive linkages of FFM, i.e., extraversion (FMETC), agreeableness (FMATC), conscientiousness (FMCTC), openness to experience (FMOTC), and emotional stability (FMSTC) toward SSP. It is further explored that ITVs' integration strengthens the relationships, while GDR did not moderate the relationship of FFM and SSP. Moreover, this study provides insights to management on how sales might be optimised considering such traits, ITV, and GDR factors. Future directions are reported for researchers.

Keywords: personality traits; five-factor model; FFM; firms' performance; integrating information technology; structure equation modelling; empirical evidence; Republic of Laos.

DOI: 10.1504/IJISCM.2018.096780

International Journal of Information Systems and Change Management, 2018 Vol.10 No.3, pp.248 - 265

Received: 15 Mar 2018
Accepted: 27 Aug 2018
Published online: 10 Dec 2018 *

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