Customer Age as a Predictor of Contact Volume

A two stage modeling approach for modeling customer age as a predictor of contact volume was conducted using a real-world data set of approximately 2,000,000 contacts from a company call center. Two models were constructed in the first stage, one a straightforward regression and the other a series of regressions. One was selected as better performing and scaled up to predict calls received from calls answered. The second stage of the modeling included a day of the week covariate and performed the best of the models created. This model uses age bins as model effects, of which the youngest age bin had the largest effect. The model predicts the volume of calls received by the company

Personality and the performance of sales staff in a call centre environment

The objective of the study was to determine whether any relationships exist between personality and the performance of sales staff in a call centre environment. Personality type (measured by the Jung Type Indicator [JTI]) and sales personality type (measured by the Sales Preference Indicator [SPI]) were correlated with sales staff performance in an insurance call centre environment. A quantitative survey was conducted using a sample of N = 146. Correlational and inferential statistical analyses revealed statistically significant positive, although weak, relationships between personality type and the performance of call centre sales staff while statistically significant positive and negative correlations, although weak, were found between sales personality type and the performance of call centre sales staff. More female and black sales staff members were found in the higher performing clusters than in the average and poorer performing clusters. The best subset of personality scales from the JTI that predicted univariate measures of performance were the extroversion-introversion scale and the judging-perceiving scale while the best subset of predictors from the SPI personality scale were the consistent-adaptive scale and the cooperative-competitive scale. Call centre performance criteria are based mainly on quantitative performance criteria. It emerged from the literature review that the call centre sales position is synonymous with emotional labour and it is, thus, recommended that future research should emphasise the importance of emotionally intensive labour and its measurement combined with quantitative performance measures.Industrial and Organisational PsychologyM.A. (Industrial and Organisational Psychology