Intelligence v. Emotional
Marketing
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 Three
1. 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
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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.
B.
C.
D.
I don't necessarily need to define and control the agenda.
It's almost never necessary to hurt other people's feelings.
I'm usually the first person to strike up a conversation with strangers.
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:__________
• Animal: LOGB
– The 5 Minute Personality Test
– Rank 4-1
• Myers-Briggs Personality Test
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http://similarminds.com/cgi-bin/newmb.pl
48 Questions
You will get 4 LETTERS as your score
Must show me score & letters
1: Least Like You
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:
• 10 / 50:
Average Intelligence
Illiterate
IQ = 100
Scores by Professions
Scores by Football Players
Player Position
Average Score
Offensive 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 & Low
Player 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
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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.
Answers
Was there a pattern?
• How far did you get?
• How did you feel before you knew the
strategy?
Answers