Intelligence v. EmotionalMarketing

Warm-up

• What are the three most important characteristics you look for in a leader?

• Rank each three in order with #1 being the most important

Agenda

• Test Tomorrow– Quizlet online today– Study your warmup questions– 35-40 Questions; all multiple choice

• Career Assignment Due by start of class tomorrow– Poster– PowerPoint– Help Wanted Ad

Warm-up

• What are the three most important characteristics you look for in a leader?

• Rank each three in order with #1 being the most important

Shaffer’s Top Three1. Good communicator

2. Smart

3. Helpful / Humorous*

Forbes Top Ten List

1. Honesty

2. Ability to delegate

3. Communication

4. Sense of Humor

5. Confidence

6. Commitment

7. Positive Attitude

8. Creativity

9. Intuition

10.Ability to Inspire

IQ v. EQ

• IQ: Intelligent Quotient– Academic Understanding

• EQ: Emotional Quotient – How emotionally intelligent are you?– How well do you control your emotions & those of others?– How well do you assess yourself?– Examine personal strengths & group dynamics

IQ vs. EQ• Employers have always emphasized intelligence as a key indicator

workplace performance– Logical reasoning– Math skills– Spatial skills– Understanding analogies– Verbal skills

• IQ did not always predict a good employee

• Employers now look at a persons Emotional Intelligence to see how they will perform in the workplace

Average: 95 - 105

Leadership / Personality

• 56% of companies do some form of personality testing prior to hiring– Sprint, HHGregg, Avis, Hertz, etc..

• 80% of mid-large size companies use personality & ability assessments for job candidates– Skills you possess– Methods for completing tasks

• 300% increase in these tests within the last 5 years – Increase in internet & application– Used to be 30 people applied for jobs; now its 3,0000

• Tests reduce turnover by 50%

Personality Assessments

– Myers – Briggs Personality Test (Carl Jung theories) & Brainbench

– 200 million people per year take a Myers-Briggs Test

– Asks the same questions repeatedly in a different format• Test your honesty, sincerity, & integrity • You answer one way, then change answer. Seem indecisive or like you

are trying to answer a certain way

Personality Tests

• How are tests scored?– On a computer (eliminate bias)

– Companies look at the traits of their top performers display & then test for those traits

– Your answers are unique to each company• A good answer for one company may not have equal value for another

Personality Tests in the Workplace

• Kroger was sued when they didn’t hire someone who scored a 40% on a personality test– She was hearing impaired and the test said she would have a

hard time listening carefully, understanding, & remembering.

• From October 1, 2011 – September 30, 2012– 164 complaints were filed with the EEOC (Equal Employment

Opportunity commission)

CVS Was Sued for asking these

The applicants had to answer whether they agreed or disagreed with the statements.

– People do a lot of things that make you angry.

– There’s no use having close friends; they always let you down.

– Many people cannot be trusted.

– You are unsure of what to say when you meet someone.

Sample Questions

On television I usually prefer watching an action movie than a program about art. A) Often B) ? C) Rarely

Question is testing for logic versus feelings & intuition– A (Often): More fact focused; good for analytical jobs– C (Rarely): More creative– B (?): Do equally or aren’t sure

Sample Questions

• True or False: People often expect too much of me.– True is perceived as someone who is easily overwhelmed or

doesn’t believe in themselves

• True or False: I like Parties and Socials– True: Good for the social side. Shows an outgoing personality– True: Negative answer for Independence. You like being part

of the crowd

Sample Questions

True or False: I do many things better than almost everyone I know.

True: Confidence; Arrogance

False: Humility; Insecurity

True or False: I don’t mind being told what to do.

True: Follows directions well

False: Autonomy; Difficult to manage

Sample Question

• Answer the following on a five-point scale, whether it is more true or more false.

“It’s uneasy when receiving praise”

Looking at Humility & Pride;

helpful in identifying confident salespeople.

Pride is important

but humility ranks higher in more academic or religious settings

Sample Question

Select the statement that reflects the viewpoint most like yours. Then, from the remaining choices, select the one statement that least reflects your viewpoint.A. I don't necessarily need to define and control the agenda.

B. It's almost never necessary to hurt other people's feelings.

C. I'm usually the first person to strike up a conversation with strangers.

D. I would never step over others in order to ensure my own success.

A. Controlling B. Sensitivity C. Gregariousness D. Aggressiveness

Take a Personality Test To Determine Leadership Style

• Colors – 4: Most Like You 3:__________ 2:__________ 1: Least Like You

• Animal: LOGB– The 5 Minute Personality Test– Rank 4-1

• Myers-Briggs Personality Test– http://similarminds.com/cgi-bin/newmb.pl – 48 Questions– You will get 4 LETTERS as your score– Must show me score & letters

Do you Agree or Disagree?

Record Scores

Wonderlic.

Wonderlic Test

• What is the Wonderlic Cognitive Ability Test?– 1936 by E.F. Wonderlic

– Intelligence test used to assess the aptitude of prospective employees for learning and problem-solving in a range of occupations

– Evaluates vocabulary, math & reasoning – Used by the NFL & The Armed Forces

– 50 Multiple Choice Questions in 12 minutes

– Scoring:• 20 / 50: Average Intelligence IQ = 100• 10 / 50: Illiterate

Scores by Professions

Scores by Football Players

Player Position Average ScoreOffensive Tackle 26

Center 25

Quarterback (Most teams prefer a 21 or higher) 24

Offensive Guard 23

Tight End 22

Safety 19

Linebacker 19

Cornerback 18

Wide Receiver 17

Fullback 17

Halfback 16

Average score for an NFL player is 20

All-Time High & LowPlayer Name Highest Score (Year) Player Name Lowest Score

(Year)

1 Pat McInally 50 (1975) Maurice Clairborne 4 (2012)

2 Mike Mamula 49 (1995) Frank Gore 6 (2005)

3 Ben Watson 48 (2004) Tavon Austin 7 (2013)

4 Ryan Fitzpatrick 48 (2005) Terrelle Pryor 7 (2011)

5 Matt Birk 46 (1998) Travis Henry 9 (2001)

6 Greg McElroy 43 (2011) Charles Rogers 10 (2003)

7 Eric Decker 43 (2010) Cordarrelle Patterson 11 (2013)

8 Blaine Gabbert 42 (2011)

9 Calvin Johnson 41 (2007)

10 Alex Smith 40 (2005) Donovan McNabb 14 (1999)

11 Matt Stafford 38 (2009)

12 Tony Romo 37 (2003)

13 Aaron Rodgers 35 (2005)

Wonderlic Test.

• You have five minutes to complete this test.

• Can write on the test.

• Do not write your name.

• Each correct answer is a point– Multiple score by 2.5 to see what you would get on a

Wondelic.

# 16 & #20 from Wonderlic Test

16. Which of the following is not a whole number followed by its square root?

a. 4,2 b. 25, 5 c. 49, 7 d. 144, 14

20. FLAMMABLE, INFLAMMABLE - Do these words – Have similar meanings– Have contradictory meanings– Mean neither the same nor opposite

Questions 15 - 20

#16 & #20

16. Which of the following is not a whole number followed by its square root?

a. 4,2 b. 25, 5 c. 49, 7 d. 144, 14

20. FLAMMABLE, INFLAMMABLE - Do these words – Have similar meanings– Have contradictory meanings– Mean neither the same nor opposite

Sample Wonderlic Test

• Take the 50 question test – http://footballiqscore.com/

– At the end of the quiz it will tell you your score & who you scored similarly to.

IQ Tests

Management

• Management– Ability to get work done through other people

• IQ – Typical Range is 80 - 140– Average IQ is 100– In the US it is 98– The lowest is in Equatorial Guinea: 59 – The highest is The Netherlands and Germany: 107

Game Plan for Today

• Myers-Briggs Test

• Verbal Quiz: Cup Question

• 12 IQ Questions

• 8 Math Questions

• Online EQ test– 5 Questions– http://www.pbs.org/americanhigh/weekly/popquiz_q1.html

Verbal Quiz

• On your whiteboard write the correct answer to the questions being asked

There are sixty cups on a table.

If one falls down, then how many remain?

Read or 'hear' the question once more and carefully!

There are 'sixty cups' (six-tea-cups) on the table.

So if one falls down then 5 tea cups will remain!

Complete the IQ Questions

Game!• Objective: • Find and count as many numbers as you

can sequentially. They will be placed all over the page.

• Procedure:• This is a timed exercise. When told to do

so, find as many numbers in a row as you can in 30 seconds.

1

2

3

4

Answers

Was there a pattern?

• How far did you get?

• How did you feel before you knew the strategy?

Answers