RIDGEWOOD, NJ - Retail executives are more aggressive and action-oriented than those in other industries, according to research by consultants MOHR Access, Ridgewood, NJ.
The study of 483 retailing executives found they demonstrate a dominant interpersonal style well above the norm for non-retail managers and executives.
"It´s no surprise to insiders that industry executives are hard-driving individuals who relish challenges and the thrill of victory," said MOHR Access President Michael Patrick. "They want to win every encounter and see retailing as ideal for achieving their goals and moving their careers forward. Of course, this assertiveness makes them inclined to conflicts with peers, which again is no surprise."
Retail executives are also distinguished by their energetic work style, said Patrick. "In this respect industry executives also score higher than their colleagues in other industries. Buyers or district managers, for example, tend to thrive on the speed with which their ideas are adopted and implemented by the organization, but they may become impatient when their work isn´t recognized."
Patrick explained industry executives do not just exhibit their own personality traits, but are shaped by the retail industry culture. "Retailing is a zone of quick decisions and direct answers. Its culture values competitiveness and straightforwardness, and punishes foot-dragging, over-analyzing or hesitation. As many have learned, people who are less assertive may feel overwhelmed in retailing. In this culture high stress and turnover are normal. But the culture has great regard for creativity, optimism, passion and collaboration.
Differences emerged in the study between two principal categories of retail managers, Patrick said. "Multi-unit or district managers tend to be more people-oriented than their merchandiser associates. At the same time, buyers are more deliberate than district managers, who always seem to be in a hurry."
Executives in other industries usually display a higher degree of perfectionism than retailers, according to the study. "The nearly daily changes in priorities as well as the pace of retail force industry executives to make a decision rather than to review the data ´one more time,´" observed Patrick.
"Any profile has its strengths and weaknesses," noted Patrick. "A retailer with few perfectionist behaviors might not slow down enough to think through possible implications, do a thorough plan, or even be patient enough to listen to others who might have another point of view. In fact, in our trainings industry executives often complain about people who focus on process and quality, and complain that they slow them down. They´re seen as dragging their feet rather than adding valuable insight."
The MOHR name has been associated with retail-specific training and consulting for nearly 30 years. For more information go to: www.mohraccess.com. Contact: Michael Patrick, President, MOHR Access, 201-444-4100, or Phil Ryan, Ryan Public Relations, 845-339-7858.