龚诗阳、Qian Li、苏凇（通讯作者）、Juanjuan Zhang，“Genes and Sales”，Management Science(UT-Dallas 24, FT 50)，Published Online:17 Aug 2023, https://doi.org/10.1287/mnsc.2023.4879
Abstract: 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.