Personality traits and success in a general management simulation

Abstract

Two of the most interesting and challenging questions posed by performance in general management simula tions are: (1) why are some participants successful while others are not, and (2) are there some common characteristics that can be identified through stan dard psychological tests which differentiate success ful and unsuccessful performance? We attempted to answer these questions by testing two classes of seniors in the College of Business at the University of Nebraska-Lincoln. All were scheduled to play the University of Nebraska game TOP MANAGEMENT SIMULATION (TMS).1 This is a general management simulation which requires each team to operate its own company by selling industrial machinery in a finished and in an unfinished goods market. All companies start with identical assets, produce the same product and sell in the same market. The game is of medium complexity requiring ten decisions per period of play in the areas of plant capacity, production, advertising, research and development, pricing, salesmen, distri bution centers, and the financing of operations.