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The purpose of this study is to examine gender differences in personality predictors of a specific form of workplace aggression: counterproductive work behaviors directed at individuals (CWB‐I).

Students (n=212) who were part‐time employees working at least 15 hours per week completed a measure of the five‐factor model (FFM) personality traits and two circumplex personality traits (Calmnesss and Pleasantness), as well as a measure of CWB‐I. Hierarchical regressions and tests of mean differences were used to examine hypotheses pertaining to gender differences in personality predictors of interpersonal aggression.

Results generally supported the hypotheses as shown by the significant interactions between gender and personality traits in predicting CWB‐I. Agreeableness and Pleasantness significantly (negatively) predicted CWB‐I among males, but not females. Emotional Stability significantly (negatively) predicted CWB‐I among females, but not males.

The use of self‐report surveys may impact the results of this study. However, as this is the first study to explore the complex interactions between gender and personality in predicting workplace aggression, it is hoped that future research tests these relationships with alternate samples and methodologies.

The results show that personality traits predict interpersonal workplace aggression differentially for males and females. Results also show that circumplex intersection traits are a useful supplement to the FFM traits in explaining interpersonal aggression in the workplace.

To the authors' knowledge, this is the first study to show that personality traits differentially predict interpersonal aggression for males and females; and to demonstrate the incremental validity of circumplex traits over FFM traits in predicting interpersonal aggression.

Factors such as globalization and market size have made India a major consideration for multinational firms and their salespeople. Despite the appeal of the market, the majority of theories and empirical studies of sales have been based on Western thought and within a Western context. This study seeks to address the issue of what interpersonal traits impel outcomes and behaviors of Indian salespeople.

A model was tested using survey data collected from salespeople and their respective sales managers within a print media company located in India. A structural equation model was used to test the hypotheses.

The results suggest an interesting interplay between interpersonal traits and pro‐social sales behaviors. Empathy proneness was positively related to helping behaviors targeted at other salespeople, while guilt proneness was positively associated with behaviors targeted at customers.

The research suggests that a salesperson's capacity for empathy does not always translate into customer‐based behaviors. Hence sales training and other interventions targeted towards building empathy may actually impact on behaviors between salespeople versus the interface between the salesperson and the customer. Theoretical and managerial applications are also discussed.

The paper combines a data collection of salesperson‐sales manager dyadic responses and examines whether the theoretical undergirding of the Western‐based pro‐social literature is appropriate to apply in Eastern cultures such as India.

This paper aims to explore the sexuality of individuals with psychopathic traits. Sexuality is not only a physiological need but also a way by which people connect to others. According to a Darwinian perspective, psychopathic traits are seen as adaptive responses to environmental conditions, and as a nonpathological and reproductively viable life history strategy, although superficial emotionality and a detached interpersonal style characterise individuals who are high on psychopathic traits.

Data from the Cambridge Study in Delinquent Development are analysed. This is a prospective longitudinal study of 411 London males, with face-to-face interviews from 8 to 48 years of age.

Men who are high on psychopathic traits were likely to drift from one relationship to another, without a particular attachment to any of them, and to be sexually promiscuous. They never used contraception, which increased their likelihood of having several children from different partners.

Findings provide an insight into the non-criminal sexual behaviour of males with high psychopathic traits; evidence on a pattern of unsafe/risky sexual relations by males with high psychopathic traits; information on targeting risk factors to prevent the intergenerational transmission of psychopathy.

These findings are significant in highlighting the impact of psychopathic traits upon interpersonal and family dynamics in community samples, as detecting the impact of problematic intimate relationships is difficult in the absence of evident criminality. Rather than completely neglecting their children, men with psychopathic traits spent time with their sons but not with their daughters.

Machiavellian, narcissistic, and psychopathic traits are often viewed as negative or undesirable personality traits. However, recent research demonstrates that individuals with these traits possess qualities that may be personally beneficial within the business contexts. In this chapter, we conceptualize a balanced perspective of these traits throughout the entrepreneurial process (opportunity recognition, opportunity evaluation, and opportunity exploitation) and discuss human resources management strategies that can be employed to enhance the benefits, or minimize the challenges, associated with Machiavellian, narcissistic, and psychopathic traits. Specifically, we propose that Machiavellian qualities are most beneficial in the evaluation stage of entrepreneurship, and Machiavellian, narcissistic, and psychopathic qualities are beneficial in the exploitation stage of entrepreneurship.

This paper aims to evaluate trends in research and clinical practice that may contribute to the limited utility of assessment and treatment modalities designed to capture and address psychopathy. It identifies a lack of consistency between the academic understanding of psychopathy and how the construct is applied in clinical contexts. The authors provide clarity and direction for a more effective application of the psychopathy construct in practical contexts.

This review first examines the etiology of important limitations to psychopathy research and practical application, and proposes the adoption of the most recent empirical conceptualization of the construct into practical contexts. It then evaluates the current functionality of psychopathy in practical contexts. The review ultimately proposes a method for designing intervention practices based on the model used in the development of dialectical behavior therapy (DBT) for borderline personality disorder, which will improve the practical utility of the construct.

The present review provides evidence that a multifaceted and dimensional perspective of psychopathy will improve the practical utility of the construct and help move the field forward. It suggests that considering independent components of the psychopathy construct along a continuous scale, as with DBT, will contribute to improvements in assessments and treatments that target psychopathy.

The current review applies relevant research to a model for developing an intervention modality particularly in forensic or correctional settings where individuals high in psychopathy are often seen. The implications outlined provide a framework that could impact practice and assessment in forensic contexts moving forward.

Previous research has not concisely outlined problems concerning the link between psychopathy research and how the construct is applied in practical settings. Few researchers have proposed plausible solutions that could improve the utility of the construct in such settings.

This article aims to describe recent research on leadership behaviour and how this relates to effective performance by those in leadership positions.

This paper takes forward the work on “dynamic leadership” already undertaken by the authors and described in previous issues of Industrial and Commercial Training.

The findings summarized in the article provide confirmation for the contingency approach central to the dynamic leader concept. In this respect the dynamic leadership concept represents a challenge to visionary or transformative leadership.

This paper is of relevance to individuals in a range of management and leadership positions, as well as professionals involved in training, developing, coaching and mentoring activities with managers and leaders.

The purpose of this paper is to review the studies of personality and negotiation and argues that the relationship between personality and negotiation is worth re‐examination and more research attention should be devoted to this area.

A cognitive model of personality and negotiation is constructed by integrating cognitive and social factors into the exploration of negotiation processes. The mediating roles of negotiator cognitions are discussed within this framework and relationships between personality and three negotiator cognitions: win–lose orientation, face‐saving and trusting are proposed.

This study provides an integrative model for studying the relationship between personality, negotiator cognition, negotiation behaviors and outcomes, and thus has impotent implications for future studies on negotiation.

The knowledge of the relationship between personality and negotiation will help organizations use personality assessment for better decisions about selection, promotion and training for improvement in negotiation skills.

This study attempts a complete exploration on the framework that integrates personality factors and negotiation behavior and outcomes, and provides potential directions for future studies on personality and negotiation.

The purpose of this study is to shed some light on an important phenomenon – how and why intra-family succession may change if millennial cohorts are considered as successors. Specifically, it aims to explore the superordinate themes that support the success of intra-family succession from perspective of two different cohort successors (X and millennial).

An interpretative phenomenological analysis (IPA) was adopted for detailed structural analysis of in-depth interview as it aims to explore meaning of participants' experiences. A total of ten individuals participated in the study.

Seventeen superordinate themes emerged from participants' personal statements and experiences. The themes are grouped into four aspects: namely, characteristics of predecessor and successor, succession process, firm and family and succession output. These aspects were found to be different between X and millennial cohort successors. They then form an empirical model of intra-family succession from both perspectives.

This study enriches the theory of family firm by considering generational effect of successors on intra-family succession.

As millennial cohort successors prefer to go directly into business (experiential learning) and are driven by non-material motives (passion-driven), predecessors are expected to utilize them in the process of nurturing and development.

This study considers the role of generation cohort in supporting the success of intra-family succession especially in relation to the characteristics of millennial cohort successors that have been shown to differ from that of X cohort.

In the last twenty years, the women’s movement has resulted in a greater representation of women in once male-dominated venues, such as the job force and higher education. Women currently represent nearly 43% of those in the United States labor market, and it is expected that four in every five women ages 25–54 will be employed by the year 2000 (Hoyt, 1988; U.S. Department of Labor, 1995). Despite women’s increasing participation in the world of work, they continue to choose occupations that represent the stereotypically feminine range of occupations, meaning less pay and less status (Betz & Fitzgerald, 1987). For example, women are still underrepresented in engineering, architecture, and the physical sciences (Eccles, 1994; U.S. Department of Labor Women’s Bureau, 1995). These gender-based occupational patterns are also evidenced in college enrollment; women continue to comprise the majority in academic majors that are considered traditionally feminine, such as early childhood, elementary, and secondary education, library science, nursing, and home economics, whereas men are the predominant majors in physics, chemistry, architecture, and engineering (Bartholomew & Schnorr, 1994; National Science Foundation, 1990).

The importance of humans to the successful delivery of construction projects has led to the emergence of research attention on construction workforce management. As such, this chapter uncovers emotional intelligence (EI) and the external environment as critical aspects of workforce management practices that have not gained substantial attention in past workforce management studies. While some theories and models (existing outside the construction domain) have considered the external environment, none of these models is specific to the construction industry. Furthermore, EI has received less attention within existing workforce management models. Through a review of related studies and theories, this chapter noted that the EI of construction workers and their senior management is crucial to the performance of these workers and the ultimate performance of their organisations. In the same vein, since construction organisations do not operate in silos, the external environment significantly influences the operations of organisations in the construction industry. The environment exact pressures that can influence workforce management practices and technological innovations construction organisations adopt.