Extraversion and job performance: How context relevance and bandwidth specificity create a non-linear, positive, and asymptotic relationship

• We model non-linear, positive, and asymptotic personality–performance relationship.
• We align predictor and criterion based on bandwidth-specificity considerations.
• We examine the social potency aspect of extraversion, i.e., assertiveness & activity.
• We examine enterprising job contexts, i.e., leading, persuading, and handling ambiguity.

The personality factor of extraversion has been associated with performance in some occupations (e.g., sales), and it has been one of the most consistent personality predictors of leadership. Recent research indicates that extraversion could have a non-linear relation with performance. At the same time, many researchers have contended that scholars should utilize measures of personality narrower than factors and that the bandwidth and relevance of personality should fit both the criterion and the context of a study. We argue and find that by examining an aspect of extraversion (i.e., social potency) in a particular vocational context (i.e., enterprising job demands), non-linear, asymptotic (diminishing marginal benefits) effects will be demonstrated on a relevant type of performance (i.e., enterprising job performance). We review implications, limitations, and avenues for future research.