Temperaments in the World of Business

A term paper
Presented to
Mr. Dennis H. Pulido
Department of English and Applied Linguistics
College of Education
De La Salle University - Manila

In Partial Fulfillment
Of the Requirements for
ENGLRES
First trimester, S.Y. (2009-2010)

By
Kenton Ong Sychingping
Karl Nikko Tan
24 August 2009

I. Thesis Statement: The temperaments / personality types and blends plays an important role in businesses for it lets people adapt and use this knowledge in their interactions and transactions with others that leads to efficiency and effectiveness of the organization.

II. Outline

1. Introduction 1. History of temperaments 2. Definition of temperaments

2. The four temperaments/personality types 2.1 Choleric 2.2 Sanguine 2.3 Melancholic 2.4 Phlegmatic

3. The temperament Blends 1. Choleric (High ‘D’) Blends 2. Sanguine (High ‘l’) Blends 3. Melancholic (High ‘S’) Blends 4. Phlegmatic (High ‘C’) Blends 4. Importance of Temperament 1. Effect to Oneself 2. Effect to Others

5. Application of Temperaments in Business 1. Business Management and Organization 2. Human Resource Management 3. Marketing and Sales

6. Comparison of Temperaments in Business to other aspects 1. Psychology 2. Relationships 3. Education

7. Conclusion

III. Text Temperaments can be defined in many ways. In medicine, it is defined as a constitution of substance or organism of a body which balances the qualities or elements in it. While in arts, it is defined as the slight modification of acoustically pure intervals in tuning a musical instrument. But in relevance to this paper, the actual definition that the topic of this paper pertains to is the peculiar or distinguishing mental or physical character determined by the relative proportions of the humors according to medieval physiology (Merriam-Webster Online, 2009). Basically, it is either hard to see how temperaments are too related in pursuing a career in business; or, the importance of knowing this seems helpful in pursuing such jobs. But, whether which of this impressions or perception the readers have, this paper will provide and give a clear understanding on how temperaments are used and applied in business careers. Because, the temperaments / personality types and blends plays an important role in businesses. It lets people adapt and use this knowledge in their interactions and transactions with others that leads to efficiency and effectiveness of the organization. Most people do not have the familiarity of how temperaments started, on how it were discovered or were introduced. Well, these started with the earliest theory of temperaments which was introduced by Galen, a Greek physician who called his explanation of the temperaments as the “Humoral Theory”. It was based on medical beliefs that the ancient Greeks usually had. Humors are also referred to as the fluids that come out of the body. There are four fluids namely: the yellow bile, black bile, phlegm and blood. The personalities of people were then classified using these four fluids according to the qualities of each. The choleric were said to have an excess of yellow bile, melancholies with an excess of black bile, phlegmatic with an excess of phlegm, and lastly, the sanguine which were said to have an excess of blood. This was the basis of people for years and decades. But, lately, recent psychologists then introduced other different theories that are based on biological investigations in which the paper pertains to (Carlson & Buskist, 1997). In relation, Personality came from the Latin word, “persona”, which is a mask that performers wear on their faces during old times. When it was used the first time, people referred to it as a false appearance. It was still used in the Roman times but people started to use it as the person himself and not anymore a character that you want others to see you. It was the opposite of the way people referred to it the first time. Thus, from this we define personality or temperament as a persona or quality of an individual (Boring, Langfeld & Weld, 1948). Personality is also referred to by other psychologists as the organization of a person’s distinguishing characteristics, attitudes, or habits. It may also be defined as to the behavior of an individual and thus the personality of a person is how a person behaves (Benjamin, Jr., Hopkins & Nation, 1987). Temperament is the most basic component of an individual. It is inherited. It is also developed and influenced based on factors surrounding and affecting it. These factors are possible by means of birth order, family, siblings or even lack of such, education, socialization, and interpersonal pressures (Clamantis & Deus, 2006). These cause each individual to adapt and change the behavior as a means of responding to one’s surrounding. Thus, this is also classified to as our humor or personality since it is attained by birth and subject to changes. It is up to each individual to develop it either for the better or for the worse. First among the set of different temperaments or personalities are the Melancholic type of people who are also known as “Guardians” or “Stabilizers”. They are defined with sadness because of their gloom and depression. The good thing about people in this type of temperament is that they are dependable and reliable. Being logical and analytical people is also what they are known for. This is the very strength that they possess for solving problems and obstacles make them as successful people. On the other hand, being highly critical and negative in thoughts are their tendencies and this makes them become indecisive (Keirsey, 1996). In the field of careers, occupations in accountancy, architecture, and engineering are described to fall under this type. People with such careers are organized, conservative, and cautious. They demand themselves not to be wrong as well as others for they seek accuracy. Often, persons who are illogical and disorganized are those who irritate them the most. That is why most of the time, they are known as problem-solvers (Allesandra & O’ Connor, 1996). Next among the set of temperaments or personalities are the Choleric type of people. They are also known as the “Rational” or “Catalyst”. They are described as being the strong and independent ones in groups. Practical and opinionated, people in this type are wise and thus making them the critical thinkers among the temperaments. Development and decision-making are the strengths that they possess that make them unafraid or unthreatened by obstacles that they face. Their weaknesses are their hostility, anger, and being hot-tempered. Such qualities make them inconsiderate, crafty, and unemotional; traits which most people do not favor (Cocoris, 2009). Persons who are in this type of temperament are considered leaders and directors. They are dominant and often encourage his colleagues to give their best (Warfield, 2007). Careers such as being managers, supervisors, and executives are usually the people who are in this classification of temperament or personality in the world of business for they are often delegates of such careers. They work really hard and are usually impressive in what they do. That is why people who are less motivated with their jobs are the people who frustrate them the most The next classification of temperaments or personalities is the Sanguine. Under this type are those individuals who are very friendly in nature and fun to be with. They have great people skills which they use in their social life and as well as their professional life. They will never lack a number with friends because of them being fun companions. Socializing is easy for them as they are extroverted and as well as entertaining. They make others feel as if they have been companions for a long time though the span of time is only brief. Although working well with people is easy for the them, they also have weaknesses when concentrating on their work. They are used to being with people always so when it is time for them to work alone, they find it difficult to concentrate and tend to get bored with their work. Being accepted is a must for them as they fear rejection by other people (Carver & Scheier, 1996). The Sanguine people are also known as socializer. To have a better understanding of these people, the descriptions they possess are as followed: chatty, expressive, and fun-loving. These individuals are very liberal and talkative. They can be very informal and will tend to be careless. They can easily adjust to their surroundings as they are very aware of it. The good thing about them is being peaceful people which do not take grudges on or from anyone (Munroe, 1992). Often, people in this type are the salesmen, clerks and staffs. They are more of engaged in public relations. That is why it is very important for people in this occupational status must possess the said qualities. The last of the temperaments or personality types is the Phlegmatic. The Phlegmatic type of people is the opposites of the Sanguine type; they are introverts. They have the weakest people skills in comparison to the three other temperaments or personality types. They are care-free individuals making them the least stressed people because they pretty much do not care about what is happening in their surroundings and they are usually contented with what they currently have. They are also very different to the Sanguine people when it comes to keeping friends. They prefer having only a few friends close to them. The problem with them is that they are not used to speaking up and they always tend to hold grudges against other people that they interact with (Berens, 2006). Phlegmatic type of people or relaters, as the term implies, are those people that relates to others well. They will always listen to others and will always let them open up. They are the most likeable of all people. It is difficult to get angry at them because of their kind and peaceful nature. In summary, they are peaceful, reserved, and easy going people. Their mood will always be consistent of not being worried about their surroundings. But, they always will then tend to be lazy and slothful (Kelly, 2004). Often, these types of people pertains to everyone whether executives, supervisors, managers or staffs. This type of temperament pertains to anyone in which is applicable to all, for the mere fact that these qualities are natural for business people to have. Each and every one person differs as a whole. Ones temperaments identify everyone. But an individual is not classified in only one type of temperament or personality type, it is possible to have one primary temperament or personality type and have two or three secondary temperament or personality type. Thus, these comprise the different blends or combinations of temperaments or personality types. The first set of blends involves the Choleric type. This temperament or personality type is considered the most dominant one. A possible combination is when it is mixed with the Sanguine type. The combination of the dominance of the Choleric blend with a combination of the Sanguine temperament is also known as the “Executive” pattern or can also be called the “Motivator” pattern. Executive pattern of this blend is often the leader of an organization who happens to be very confident. Those under this pattern tend to push its plans when it still finds it needed. They are also very competitive. But even if this is the case, this type of person should still seek others for it to achieve his objectives. The Motivator pattern, on the other hand, is very similar with the “Executive” pattern. The only difference is that those under this blend instead force their plans to achieve what they want. Another blend is when Choleric type of people has a mix of the Phlegmatic type of temperament or personality; it is called the “Director” pattern. Persons with this blend of temperaments or personality types are very efficient in planning. They make sure that they know their plan and strategy that they will use to tackle an obstacle. They are more of risk takers as compared to other blends with a dominant Choleric temperament. The last blend under the Choleric type is having a dominance of the Choleric temperament while also having a blend of the Melancholic temperament or personality type. This sort of blend is called the “Strategist” pattern. They are problem solvers and also at the same time productive workers when handling a task (Warfield, 2007). The second set of blends involves the Sanguine type. The combination of it with the Choleric type is classified to either the “Negotiator” or “Marketer” pattern. The “Negotiator” patterns are often manipulators. They are friendly and often the ones being followed. The “Marketer” pattern on the other hand is also enthusiastic but is not manipulative. They will instead tend to convince people by socializing with them in a friendly manner. Another blend with the Sanguine type is having a Phlegmatic personality as well. It is known as the “Relater” pattern. They are often patient and approachable, thus making it as their very strength. The last blend with the Sanguine type is when the Melancholic temperament or personality is mixed, known as the “Performer” pattern. They are who maintain good images of themselves. They often go to details to be informed in order to ensure that the actions they do are of good outcomes (Hjelle & Ziegler, 1992). Third is the set of blends under the Phlegmatic temperament. The three blends under this set are namely: the “Inspector” pattern, “Harmonizer” pattern, and the “Helper” pattern. To differentiate the three, the qualities that each one possesses are as followed. Starting with the “Inspector” pattern, they are those who are more industrious, determined, and unemotional compared to the other Phlegmatic type of people. They will stick to only ones approach when tackling tasks; meaning they tend to be stubborn at times. The “Harmonizer” patterns on the other hand are friendlier. Just like a Sanguine, they work well if socializing is involved with the task. They find it difficult to say no to a task and will often handle more work than what they can really handle. Lastly, the “Helper” pattern is more consistent than the other Phlegmatic types. They are very persistent and like to help others thus being successful in the process (Melillo, 1997). The next set of temperament blends are the Melancholic type. Melancholic type of people is introverted in nature but when combined with other temperaments changes their description. The first is the “Trainer” pattern, a combination of the Melancholic temperament and the Choleric temperament. These people are born to lead and motivated with a task just by the pure thought of the nobility of a task. This is the result of the combination of the introverted nature of the Melancholic type people and the snobbish nature of the Choleric people. They will do their best with the task and will do this in order to make themselves proud. They are very driven to success and will strive to do it with conviction. They are perfectionists and will not settle for mediocre results. The problem with them is they tend to over-criticize on themselves and other people as well. The next blend is the “Idealist” pattern, a combination of the Melancholic, Phlegmatic, and the Choleric blend. They value the safety of other people and as well as relationships and being free from things that hinder self-improvement. With care for the improvement of others, they find it as their goal to help others improve. They are very helpful. They are very effective leaders because of these qualities and they are superb with communicating with others. The main problem with them is that they get stressed whenever they do not have a working relationship with others and lacking communication. The next blend would be the “Diplomat” blend, a combination of the Melancholic temperament with the Sanguine. People in this blend are the friendliest among other Melancholic blends. They are accurate thinkers and very well-balanced individuals. They like keeping themselves active and working with others is good for them. They take time with collecting information in order to get accurate results. The problem with them is that they tend to get sensitive too much on criticism and they do not take criticism. The last of the Melancholic blends is the “Analyst” blend, a combination of the Melancholic temperament and the Phlegmatic temperament. They are very attentive to directions when performing a task. This is the blend of Melancholic type that is the most snobbish due to the quality of introversion combined into one person. They do not think about requests that are given to them and will often say “no” to any request that others ask. Despite these negative qualities that they possess, they are still born for success. They are made for success because of the Melancholic temperament that they have. They are very organized and they move with a task slowly but surely (Arikha, 2007). With the information regards of the different types of temperament, and the blends as well, a person is now capable to know and understand well the differences of each individuals especially to people involving in business careers. The importance of it is very helpful. It is their effects that classify it into two: the effect to oneself and the effect to others. Temperaments help one to know and understand more of oneself. A person is able to set himself especially in times of challenges and conflicts. Thus, it makes a person respond and adjust to oneself efficiently and effectively. An individual is also able to improve ones skills and capabilities making the individual attain a standard that creates a good image of oneself (Bowlby, 2007). Similar with business careers, managers and executives are the ones responsible in making decisions. It is very essential to them to think clear and well. With regards of conflicts, they are able to respond and adapt efficiently whether what the problem is. On the other hand, for employees, the development of ones skills and capabilities distinguishes their chances for promotions. It helps them improve their communication skills and strengthens their confidence also. Knowing these temperaments help one change and avoid those that cause their very own failure, their imprudence and their negligence. Temperaments also help benefit others. Understanding clearly with the persons around helps you avoid the things that will not satisfy them, or even irritate them. Knowing this information regards of temperament, one is able to adjust and control his actions and behaviors toward others, providing a harmonious relationship (Young, 1998). In businesses, the key factor for an organization’s success is a having a great workplace (Sarachek, 1968). It is important for a person to know and work well with their colleagues. With this understanding, one is able to generate the things that one must not say or must not do. An individual is able to control and manipulate ones own action. Given in times of interactions or transactions, an employee or even executives would not want to provide a bad impression to clients in different transactions. Thus, this effect is very important in firms. Knowing the temperaments, the application of it in businesses and the different sectors making it now becomes useful and helpful. Some of these important sectors are to be classified to it such as: Management and Business Organization, Human Resource Management and Sales and Marketing. One of the important sectors in a business firm would be the Management and Business Organization. It is very important for a workplace to have professionalism. The division of ranks provides limits thus giving harmony in the business function. But, it is also important to have good relationships between these employees. Thus, with the help of temperaments, high ranked professionals are able to treat his colleagues efficiently whether of high or low rank. Same with employees that needs to treat the same thing to their boss and executives. A way of doing it is providing the needs and wants of both sides. Basically for employees, it is Maslow’s hierarchy needs (physiological, security, social, self-esteem and self-actualization) and while for the employers are goodness and honesty (Maslow, 1998). Another important sector in a business firm would be the human resource management. In order for firms to work productively, one should have efficient human resources. But in order to attain such, individuals under it must have good qualities and personalities (Mathis and Jackson, 2000). In training and development, enhancers should learn and understand the individual to classify one on what the individual needs to improve and at the same time whether tasks that the person may encounter suits ones qualities. The responses to the customers / clients and colleagues are predicted thus helping the individual control and manipulate ones personalities. This provides a harmonious workplace. Thus, all employees are able to cooperate and work productively thus making the business effective and efficient (Ivancevich, 2001). The last important sector in business firms to be discussed falls under the sales and marketing. Rewards are often given when one meets the target’s attraction. Having similarities in traits and belief are effective ways to reach their goal (Dwyer, 1987). Using one’s resources benefits for accomplishment. Knowing what to feed or what to offer customers will be a lot easier if we are to have knowledge about temperaments. We must know what rewards we are to give them in order to promote transactions unto the potential buyers. This is what marketers do. They conduct research in order to know what people want in order for their company to benefit with the transactions they are going to make. Having the knowledge of knowing about all temperaments of people is the goal. Although it may sound deceitful, knowing the way around all kinds of people gets the sale. Having all the right elements for a sales talk is everything one needs in present and as well as in future. In order for the sales to be successful, one should be very tactful in which is very effective with taking care of situations. Members should also learn to explore to actual selling to learn from experiences. One should think and understand people in every aspect of their thoughts Strategies should then be done that will lead towards achieving better sales. Temperaments will serve as guide for this work. Thus, this makes good terms with members and clients in order attaining the goal that the both side needs and wants to achieve. Temperaments are also applied in different aspects. It helps one how to act and respond as well. Thus, it plays a very important role in our lives similar to its function in business. In psychology, knowing how one differ whether in perceptions or in personalities helps determine the behaviors of each individual. It classifies the variations and differences of people and not with the action done where their time is mostly spent (Santrock, 2002). Similar in business, product and services’ target market is determined to how people will respond and behave to it. It is the quality of the services provided by the organization that makes consumer come back and patronize your offers. In term of social relationships, whether in family, love affairs and race, temperaments provide person ways to act in building these relationships. People want to avoid problems in relationships such as hindering rejections or even separation (Webb, 2001). Same with interactions in business, the relationships between employees, firms and consumers is very important. Simple mistakes cause conflicts in major and minor functions of the organization. In any relationships, rejection is the most feared. But with temperaments, we are able to determine on how to avoid and at the same time how to deal with things in both fields. Education too is similar with businesses. It is the personality on how one inserts and accepts things. It is the willingness that provides the gain and insights of the individual. Similarly, firms should learn to adapt and change. The organization as a whole should provide an impressing attitude (Bates and Keirsey, 1984). These impressing attitudes lets clients patronize the firm gaining them loyalty and attainment. In terms of spirituality and religion, for people to enter the kingdom of God, it is important for people to repel their sins, living a new life with God and only there they are allowed to enter God’s kingdom (Barcaro & LaFosse, 2009). Same with businesses, ethics is important when it comes to dealing and transactions. Individuals should do what is right instead of the wrong things. This is the very foundation of organizations and firms not only within but also the outer of itself. In conclusion, temperaments play a very important role in a person’s life. It is the essence of our very existence as perceived by other people. Through it, one is able to learn and understand values and characteristics of one another (Sperling, 2009). Thus, each individual is able to respond at ones best. It helps make a person worth knowing and being with. Thus it is able to obtain of what Maslow had mentioned in its hierarchy, two of the needs of an individual, the social need and being self-esteemed. One is able to receive friendship, companionship, respect and most of all, recognition. It is another basic need of what Maslow had pertained. A person itself must able to show and give all its best letting the individual to become open and effective. One is able to prove reliability and capability even beyond one’s extent (Linkemer, 1999). It is able to help people improve and set themselves. It makes the most out of each person thus making one feel and be important. As per what Maslow had mentioned in the hierarchy, the highest and last need of an individual is the self-actualization. It is the realization of one’s potential and capabilities. It is where one masters oneself. Knowing the temperaments helps the individual to know and understand others. The person is able to plan and think ahead. One is able to decide efficiently and consistently. Thus, the individual is able to attain the needs of the other (Graham & Robinson, 1988). In relation to businesses, satisfaction for both parties is very important. It is attained when benefits are mutual. Either firms or individuals should understand each other to assure success (Kohli & Park, 1994). Thus, the functions of each sectors of a firm should provide efficient and effective outputs. Teamwork and cooperation is vital. One should learn to know and understand its companions and colleagues. Through it, every person is able to adjust the actions and responses to able to satisfy one another making the workplace productive. On the other hand, knowing what is unique about oneself is a difficult task. Most of people will see persons as different from how other sees another. Ones personalities are thoughts that help one through the courses in life and how one decide to go through it; either by following what other sees the individual to be or having faith in ones self and seeing itself as how the individual perceive itself to be (Halonen & Santrock, 1999). This is the key to gain status and positions in business careers. People are able to see what an individual does. The same thing goes to itself. The person itself is also the witness of its actions. A great performance provides the needs and wants of every individual. One is able to do such makes the person worthy of change nf status in life, to gain wealth and position in businesses.

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