Polymorphisms of the OXTR gene explain why sales professionals love to help customers
Identifieur interne : 001942 ( Main/Exploration ); précédent : 001941; suivant : 001943Polymorphisms of the OXTR gene explain why sales professionals love to help customers
Auteurs : Willem Verbeke [Pays-Bas] ; Richard P. Bagozzi [États-Unis] ; Wouter E. Van Den Berg [Pays-Bas] ; Aurelie Lemmens [Pays-Bas]Source :
- Frontiers in Behavioral Neuroscience [ 1662-5153 ] ; 2013.
Abstract
Polymorphisms of the
Url:
DOI: 10.3389/fnbeh.2013.00171
PubMed: 24348351
PubMed Central: 3841759
Affiliations:
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<record><TEI><teiHeader><fileDesc><titleStmt><title xml:lang="en">Polymorphisms of the <italic>OXTR</italic> gene explain why sales professionals love to help customers</title><author><name sortKey="Verbeke, Willem" sort="Verbeke, Willem" uniqKey="Verbeke W" first="Willem" last="Verbeke">Willem Verbeke</name><affiliation wicri:level="1"><nlm:aff id="aff1"><institution>Department of Business Economics, Erasmus School of Economics, Erasmus University Rotterdam</institution><country>Rotterdam, Netherlands</country></nlm:aff><country xml:lang="fr">Pays-Bas</country><wicri:regionArea></wicri:regionArea><wicri:regionArea># see nlm:aff region in country</wicri:regionArea></affiliation></author><author><name sortKey="Bagozzi, Richard P" sort="Bagozzi, Richard P" uniqKey="Bagozzi R" first="Richard P." last="Bagozzi">Richard P. Bagozzi</name><affiliation wicri:level="1"><nlm:aff id="aff2"><institution>Department of Marketing, Ross School of Business, University of Michigan</institution><country>Ann Arbor, MI, USA</country></nlm:aff><country xml:lang="fr">États-Unis</country><wicri:regionArea></wicri:regionArea><wicri:regionArea># see nlm:aff region in country</wicri:regionArea></affiliation></author><author><name sortKey="Van Den Berg, Wouter E" sort="Van Den Berg, Wouter E" uniqKey="Van Den Berg W" first="Wouter E." last="Van Den Berg">Wouter E. Van Den Berg</name><affiliation wicri:level="1"><nlm:aff id="aff1"><institution>Department of Business Economics, Erasmus School of Economics, Erasmus University Rotterdam</institution><country>Rotterdam, Netherlands</country></nlm:aff><country xml:lang="fr">Pays-Bas</country><wicri:regionArea></wicri:regionArea><wicri:regionArea># see nlm:aff region in country</wicri:regionArea></affiliation></author><author><name sortKey="Lemmens, Aurelie" sort="Lemmens, Aurelie" uniqKey="Lemmens A" first="Aurelie" last="Lemmens">Aurelie Lemmens</name><affiliation wicri:level="1"><nlm:aff id="aff3"><institution>Department of Marketing, University of Tilburg</institution><country>Tilburg, Netherlands</country></nlm:aff><country xml:lang="fr">Pays-Bas</country><wicri:regionArea></wicri:regionArea><wicri:regionArea># see nlm:aff region in country</wicri:regionArea></affiliation></author></titleStmt><publicationStmt><idno type="wicri:source">PMC</idno><idno type="pmid">24348351</idno><idno type="pmc">3841759</idno><idno type="url">http://www.ncbi.nlm.nih.gov/pmc/articles/PMC3841759</idno><idno type="RBID">PMC:3841759</idno><idno type="doi">10.3389/fnbeh.2013.00171</idno><date when="2013">2013</date><idno type="wicri:Area/Pmc/Corpus">001C95</idno><idno type="wicri:Area/Pmc/Curation">001C95</idno><idno type="wicri:Area/Pmc/Checkpoint">001081</idno><idno type="wicri:Area/Ncbi/Merge">002B62</idno><idno type="wicri:Area/Ncbi/Curation">002B62</idno><idno type="wicri:Area/Ncbi/Checkpoint">002B62</idno><idno type="wicri:Area/Main/Merge">001959</idno><idno type="wicri:Area/Main/Curation">001942</idno><idno type="wicri:Area/Main/Exploration">001942</idno></publicationStmt><sourceDesc><biblStruct><analytic><title xml:lang="en" level="a" type="main">Polymorphisms of the <italic>OXTR</italic> gene explain why sales professionals love to help customers</title><author><name sortKey="Verbeke, Willem" sort="Verbeke, Willem" uniqKey="Verbeke W" first="Willem" last="Verbeke">Willem Verbeke</name><affiliation wicri:level="1"><nlm:aff id="aff1"><institution>Department of Business Economics, Erasmus School of Economics, Erasmus University Rotterdam</institution><country>Rotterdam, Netherlands</country></nlm:aff><country xml:lang="fr">Pays-Bas</country><wicri:regionArea></wicri:regionArea><wicri:regionArea># see nlm:aff region in country</wicri:regionArea></affiliation></author><author><name sortKey="Bagozzi, Richard P" sort="Bagozzi, Richard P" uniqKey="Bagozzi R" first="Richard P." last="Bagozzi">Richard P. Bagozzi</name><affiliation wicri:level="1"><nlm:aff id="aff2"><institution>Department of Marketing, Ross School of Business, University of Michigan</institution><country>Ann Arbor, MI, USA</country></nlm:aff><country xml:lang="fr">États-Unis</country><wicri:regionArea></wicri:regionArea><wicri:regionArea># see nlm:aff region in country</wicri:regionArea></affiliation></author><author><name sortKey="Van Den Berg, Wouter E" sort="Van Den Berg, Wouter E" uniqKey="Van Den Berg W" first="Wouter E." last="Van Den Berg">Wouter E. Van Den Berg</name><affiliation wicri:level="1"><nlm:aff id="aff1"><institution>Department of Business Economics, Erasmus School of Economics, Erasmus University Rotterdam</institution><country>Rotterdam, Netherlands</country></nlm:aff><country xml:lang="fr">Pays-Bas</country><wicri:regionArea></wicri:regionArea><wicri:regionArea># see nlm:aff region in country</wicri:regionArea></affiliation></author><author><name sortKey="Lemmens, Aurelie" sort="Lemmens, Aurelie" uniqKey="Lemmens A" first="Aurelie" last="Lemmens">Aurelie Lemmens</name><affiliation wicri:level="1"><nlm:aff id="aff3"><institution>Department of Marketing, University of Tilburg</institution><country>Tilburg, Netherlands</country></nlm:aff><country xml:lang="fr">Pays-Bas</country><wicri:regionArea></wicri:regionArea><wicri:regionArea># see nlm:aff region in country</wicri:regionArea></affiliation></author></analytic><series><title level="j">Frontiers in Behavioral Neuroscience</title><idno type="eISSN">1662-5153</idno><imprint><date when="2013">2013</date></imprint></series></biblStruct></sourceDesc></fileDesc><profileDesc><textClass></textClass></profileDesc></teiHeader><front><div type="abstract" xml:lang="en"><p>Polymorphisms of the <italic>OXTR</italic> gene affect people's social interaction styles in various social encounters: carriers of the <italic>OXTR</italic> GG, compared to the <italic>OXTR</italic> AA/AG in general, are more motivated to interact socially and detect social salience. We focus on sales professionals operating in knowledge intensive organizations. Study 1, with a sample of 141 sales people, shows that carriers of the <italic>OXTR</italic> GG allele, compared to the <italic>OXTR</italic> AA/AG allele, are more motivated to help customers than to manipulatively impose goods/services on them. Study 2, using genomic functional magnetic resonance imaging (fMRI) on a sample of 21 sales professionals processing facial pictures with different emotional valences, investigates key nuclei of social brain regions (SBRs). Compared to <italic>OXTR</italic> AA/AG carriers, <italic>OXTR</italic> GG carriers experience greater effective connectivity between SBRs of interest measured by Granger causality tests using univariate Haugh tests. In addition, the multivariate El-Himdi and Roy tests demonstrate that the amygdala, prefrontal cortex, and pars opercularis (inferior frontal gyrus) play key roles when processing emotional expressions. The bilateral amygdala and medial prefrontal cortex (mPFC) show significantly greater <italic>clout</italic>—influence on other brain regions—for GG allele carriers than non-carriers; likewise, the bilateral pars opercularis, left amygdala, and left mPFC are more receptive to activity in other brain regions among GG allele carriers than AG/AA allele carriers are. Thus, carriers of the <italic>OXTR</italic> GG allele are more sensitive to changes in emotional cues, enhancing social salience. To our knowledge, this is the first study on how insights from imaging genetics help understanding of the social motivation of people operating in a professional setting.</p></div></front><back><div1 type="bibliography"><listBibl><biblStruct><analytic><author><name sortKey="Adolphs, R" uniqKey="Adolphs R">R. Adolphs</name></author></analytic></biblStruct><biblStruct><analytic><author><name sortKey="Adolphs, R" uniqKey="Adolphs R">R. 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