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Myers-Briggs and You and Servitization in the Business World

Updated on August 26, 2011


Myers-Briggs and You and Servitization of the Business World

It seems to be the nature of human beings to classify ourselves and each other. The Myers-Briggs Type Indicator (MBTI) is a modern method of people watching and understanding.

C. G. Jung, Swiss psychologist, authored works on our natural predispositions and how they related to both our physical and mental health.

Independent of Jung, Katherine Briggs developed classifications of her own. She wrote a book called Psychological Types. This was the beginning of the Myers-Briggs Type Indicator. Katherine Briggs worked with her daughter Isabel Myers (married name) for twenty years on observing differences in people.

Over the years the MBTI has gained traction in the business world. Many organizations require that their executives take the MBTI. Some organizations require the MBTI test before they will hire an individual.

So what is MBTI exactly? It is a series of questions that the respondent will be asked to answer. Often the questions seem repetitive. The test should be taken in a quiet room with the respondent’s full attention.

The Myers-Briggs Type Indicator specifies that each person has four preferences that shape how you act and receive information. These preferences vary from person to person even within similar personality types.

Everyone has a basic understanding of extroversion and introversion.

An extrovert is outgoing and likes interaction with people. An extrovert receives energy from being with other people. There are variations from highly extroverted to low on the extroversion scale.

An introvert prefers more singular tasks and finds a huge group of people taxing. Again, you may be highly introverted or only slightly introverted.

Either extroversion or introversion will be dominant, though.

Here are the indicators measured by the Myers-Briggs.

~ Extroverted

~ Introverted

~Sensor

~Intuitives

~Thinkers

~Feelers

~Judgers

~Perceivers

~ Sixteen specific (and relative) personality types are the result of the above!

There are many books written on understanding each of the personality types. Most people find the description of their Myers-Briggs Personality Type uncanny.

The author worked for several companies who use the Myers-Briggs. One of the largest international commercial real estate developers in the world found that the personality type ENTJ made-up the vast majority of their management staffing. (The author is an ENTJ and was very successful as a commercial real estate manager for over thirty-years.)

First and foremost, the Myers-Briggs can help you decide which career and type of work is best for you. The book Do What You Are, Discover the Perfect Career for You Through the Secrets of Personality Type is available below. It is an excellent book. There are other similar books as well.

Secondly, as a student and practitioner of business, using MBTI will enable you to communicate better with people that are not like you!

People do not all receive information in the same way. How do you talk with someone very different from you? How do you inform, persuade, and sell to them?

The Myers-Briggs will provide you with tips on how to present truthful information to various types. What key words do they receive the best? What motivates them to act? How do you even grab the attention of some people? When do you STOP talking and ask for an action (sale in business terms)?

Myers-Briggs can help you with this.

Here is a real-life example:

For many years I was charged with leasing retail spaces in shopping centers.

Let’s use Myers-Briggs to convey information about a 1,600 square foot shopping center vacant space. The space has a 40’ foot front and is 40’ deep. The space costs $30.00 psf (per square foot.) That means you take 1,600 X $30 which is $48,000 a year rent. There are additional costs called CAM (common area maintenance.)

The space is in a well-lit, attractive mall with award-winning landscaping and warm natural tile floors. Sky lights provide natural light. Overall the property has a comforting ambience.

Let’s not forget that it is a very successful property on a major intersection where 90,000 cars drive by each 24-hour period.

Do you have the basics of what I am trying to sell?

Client #1

A lady dressed in a brightly colored dress uses wide expansive hand motions to excitedly tell me her store will be beautiful, bright, smell lovely, and sell ladies cosmetics and soaps. The shop needs to be where there are plenty of happy people who just cannot live without her product.

She is quite successful and has four stores already.

Client #2

A lady in a soft grey tailored pants suit. She tells me in an even tone that her store will be a great asset to the property and they have a wide customer base. She observes the exact location of the spot and wants to know what the frontage is. She says her store is very attractive but has to have a good traffic base and must be under $40,000 a year rent.

She is quite successful and has four stores already.

I am dealing with an extrovert who needs to be sold the feel good (sizzle) first. Then we will get down to business on numbers.

I am also dealing with a more introverted person who will need to hear the numbers first. This will open her up to appreciating the ambience of the property.

At no time do I lie about the property. I do, however, present the information in a palatable way for each type.

While the example may seem a bit facile, once you have a grasp of personality typing you will discern other indicators about each person that will take you beyond extroversion and introversion. I.e Judging? Sensing? Perceiving? Feeling? etc. You will know methods and the key-words to use when talking with to each sub-group. There is much more to this example than extrovert to introvert talking. Take the Myers-Briggs and learn the much more!

The economy has moved to a servitization economy. A business practitioner needs to know all that they can about themselves, their employees, and their customers. MBIT can help you be successful. It is true that knowledge is power!

The Anderson Career Development Services offers the MBTI to students for a fraction of the commercial cost and that is a deal!

What is your type?

MBTI and other Communication Books

Do What You Are
Do What You Are

Discover the Perfect Career for You Through the Secrets of Personality Type

 

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    • profile image

      Coopis 

      6 years ago

      Jordan Cooper Op.300-001

      My grandparents offered to pay for me to take it my summer before college. My grandfather took it and it helped him decide what he wanted to do for a career.

      I did a little research on the test before I took it and found the history of the test and its creators to be fascinating. Myers and Briggs are a mother-daughter pair who took the philosophies of Carl Jung (one of the most influential psychologists in history)and, based on books of his, created a method to test for personality details that he had found throughout his studies.

      Jung's observations of the dyads of introversion/extroversion, sensing/intuition, thinking/feeling and judging/perceiving have are used as the basis forThe Myers-Briggs test itself.

      The test might not be an accurate description of a person, and he or she might test one thing one day and another another day, the sixteen types of the MBTI are psychologically verified and a lot more detailed than their Wikipedia pages might lead you to believe.

      Each type has different functions, which it uses differently, and the functions are really what you should use to call yourself one type or another.

      The tests are simplified general ways of leading you toward your true type, not absolute, perfect detectors. So while Myers-Briggs might not be 100%, the theory which it relies on is. It can definitely be used a compass to help guide you, but should not be a definitive answer.

    • Varissa profile image

      Varissa 

      6 years ago from Albuquerque, NM

      I took it in one of my classes and I am a EIFP. I was surprised about the accuracy of the test. It helped me realize my downfalls and what I needed to work on to improve (incomplete projects/ getting ahead of myself). It helped out a lot. I'm glad that I took the test!

    • profile image

      TristanBurman 

      6 years ago

      I am taking the Myers-Briggs test on Friday. I am interested in what the results will conclude but I am pretty confident I am a ESFP. I think the Myers-Briggs is a good assessment to give individuals insight on their strengths and weaknesses. However, I find it difficult to accurately develop conclusions on a specific personality type. I found that I possess many traits on either side making it difficult for me to fully agree on a set personality type. I still believe the Myers-Briggs is a great test and should be taken by everyone. I am excited to see my results Friday.

    • profile image

      jessica-lucero 

      6 years ago

      I would love to take the Myers-Briggs, i just haven't took the time to.

      I think knowing one's personality and personal traits is a great tool. A person can only gain strength from knowing, their strengths and weakness.

      I like how if you're enrolled at UNM's Anderson School, they give you Myers-Briggs free or little charge. I believe i will be going to get mine soon.

    • profile image

      dsanch18 

      6 years ago

      I think that Myers-Briggs can help identify one's strengths and weaknesses. I think it may be helpful in a work or classroom setting, perhaps for team building.

      I still think that people are far more complex than the four letters that can make up one's Myers-Briggs type. For instance, I've taken a condensed version of the test. According to my type, I'm a bad fit for business, but I still enjoy studying it.

    • profile image

      acampbell72 

      6 years ago

      I was able to take this through another class and I am an ESFP. I also didn't realize I'm a borderline type A personality. And here I thought that I was a laid back kinda guy...

    • profile image

      ameyer01 

      6 years ago

      I took the partial (the free version) of the MBTI in another course this semester and was not surprised at all to find out I'm a ISTJ. I was disappointed, however, to find out I did not fit the personality type of a typical manager. I feel as if my introvert side is very apparent at times, but I also have a slight extrovert side that gives me the urge to lead. Although I feel this way, the MBTI has taught me to accept my personality type and cater to it but push it out of its comfort zone when appropriate.

      Just simply knowing the different characteristics that make up a person can significantly improve your communication with them. I love that an example is provided in this blog because it helps me see how the MBTI can be applied to real life situations involving business matters.

      From personal experience so far, I have seen that knowing about the different personality types can not only help in the workplace but can help in everyday life. It can help a person find out and solidify who they really are, help them communicate to other people effectively (taking their personality types into consideration) and thus improving and clarifying certain aspects of life. The MBTI is a great test. It provides so much more than just clarity in the workplace.

    • profile image

      Alana 

      6 years ago

      I took the partial (the free version) of the MBTI in another course this semester and was not surprised at all to find out I'm a ISTJ. I was disappointed, however, to find out I did not fit the personality type of a typical manager. I feel as if my introvert side is very apparent at times, but I also have a slight extrovert side that gives me the urge to lead. Although I feel this way, the MBTI has taught me to accept my personality type and cater to it but push it out of its comfort zone when appropriate.

      Just simply knowing the different characteristics that make up a person can significantly improve your communication with them. I love that an example is provided in this blog because it helps me see how the MBTI can be applied to real life situations involving business matters.

      From personal experience so far, I have seen that knowing about the different personality types can not only help in the workplace but can help in everyday life. It can help a person find out and solidify who they really are, help them communicate to other people effectively (taking their personality types into consideration) and thus improving and clarifying certain aspects of life. The MBTI is a great test. It provides so much more than just clarity in the workplace.

    • amata01 profile image

      amata01 

      6 years ago from New Mexico

      I am a very introverted person and like many others, I feel that I won't find a job that's adequate for me. When I begin a class, or join a group, I shake just with the thought of having to speak in front of people. I want to take this Myers-Briggs test and see what I get.

    • profile image

      apeperas 

      6 years ago

      I learned about the MBTI in another course I am taking this semester. We had to do a personal evaluation and I am an ESPI type. I am very outgoing, I have a sense of emotion to things, I use my perceived notions and do things based on intuition at times. For me, the MBTI is a true reflection of how I am as a person and act around others.

    • profile image

      Jolinger23 

      6 years ago

      We did part of this in my ethics and diversity class. I was an ESFJ. It is pretty amazing how accurate it is, if you are honest with the questions. There is no point in taking it, if you are just going to answer the questions the way you think people want you to.

    • profile image

      Iris DuFresne 

      7 years ago

      I am an INTP. I really don't like dealing with any group. I would much rather be alone, doing things my own way. However, at my current job, I am one of the best sales people they have. I manage to overcome my desire to be alone and talk to all the customers and provide them with the information they need to make a decision on what product to buy.

    • BusinessOpsMngmnt profile imageAUTHOR

      BusinessOpsMngmnt 

      7 years ago from USA

      Nice discussion Andrea.

    • profile image

      Andrea Halliburton 

      7 years ago

      I have taken condensed version of personality tests in different business classes. I find sometimes they are very accurate for my working/business style and other times they are accurate for my personal life. A lot of people I talk to don't seem to realize that the two can be very different :)

    • BusinessOpsMngmnt profile imageAUTHOR

      BusinessOpsMngmnt 

      7 years ago from USA

      I function differently whether it is a personal orbusiness situation. Still, both are very close in types!

    • Tiffany Rawls profile image

      Tiffany Rawls 

      7 years ago

      I have not taken the complete version of the Myers-Briggs but have taken condensed versions. My personality type ISTJ. After reading further on this personality type, I found the description to be quite accurate. I do like that it does not completely "rule out" that we are strictly those personality types but have other types of personalities that we are not always comfortable with. We will eventually learn the other personality types because of the way our world is. I have talked to others who describe themselves as one personality type but can function with others using a different type. I find the personality test intriguing and enjoy learning how we interact.

    • BusinessOpsMngmnt profile imageAUTHOR

      BusinessOpsMngmnt 

      7 years ago from USA

      fgrace~ It is Myers-Briggs' opinion that we do not change! However, I found that my working style was different than my personal style.

      Myers-Briggs can help you decide on a career path. It probably would be interesting to take it now. However, trust yourself to make the best decision on this.

    • profile image

      fgrace62 

      7 years ago

      I definitely plan to take the Myers-Briggs here at Anderson. My thoughts are that I should wait until the end of my senior year to do it. My reasoning is that over the next year and a half my outlooks and strengths may change. I therefore feel that my results would be more accurate by taking the test later. Any thoughts on my assumption?

    • BusinessOpsMngmnt profile imageAUTHOR

      BusinessOpsMngmnt 

      7 years ago from USA

      Kihall~

      There are many type-indicator tests. It would be nice to know what your Myers-Briggs is though.

    • kihall profile image

      kihall 

      7 years ago

      I wish I could find my results from the Myers-Briggs! I took it 16-17 years ago as part of marriage counseling.

      More recently, I have done the Social Styles with my department at work. It is similar as far as helping us work better together by understanding how other people communicate. It also focuses on ones versatility - or how open you are to others' styles.

      On this evaluation, I was considered an "Amiable, Expressive" Both people directed, but more "ask" than "tell" tendencies.

    • BusinessOpsMngmnt profile imageAUTHOR

      BusinessOpsMngmnt 

      7 years ago from USA

      ENTJs make good leaders. Like all types though, we need to work with our good qualities and work-on improving our bad qualities!

    • derekhanley profile image

      derekhanley 

      7 years ago from Albuquerque

      I am an ENTJ. I took they Myers-Briggs test in a course that I took at another marketing school and also took the DISC test. They both were very informative and can really help you to tailor your efforts when approaching other people both in how you communicate with them and to tweak your own image.

      From the DISC I received the following information, which seems to match up fairly well with what the MBTI said:

      The words used to describe me based on my profile are egocentric, direct, daring, domineering, demanding, enthusiastic, gregarious, persuasive, impulsive, emotional, self-promoting, restless, change-oriented, fault-finding, spontaneous, frustrated by status quo, active, rebellious, defiant, obstinate, tactless, and sarcastic. I am said to be less affectionate and enjoy having control over the environment and am able to influence others by using charm, direction, rewards, and intimidation. I initiate things and give compliments and discipline bad habits and may sometimes do whatever it takes to get to the end goal. In a working environment I am said to do better by having larger more difficult assignments. When stressed I may become manipulative and quarrelsome and fear weak behavior and loss of social status. The DISC Classic says that I could increase my effectiveness if I were to be more genuinely sensitive and be more willing to help others succeed in their own personal development.

    • BusinessOpsMngmnt profile imageAUTHOR

      BusinessOpsMngmnt 

      7 years ago from USA

      Did you all know that Johnny Carson was an introvert?

      He did quite well!

    • BusinessOpsMngmnt profile imageAUTHOR

      BusinessOpsMngmnt 

      7 years ago from USA

      Absolutely, they can do all kinds of things! The MBTI is a help but there are other techniques to help you too. Search on-line.

    • profile image

      Mengqi Li 

      7 years ago

      I'm an extremely introverted person so always wonder whether such a kind of people can really survive in modern world...Every gathering with strangers, the first day working or studying in a new place will tire me out. I even don't dare to ask people the way when I'm lost in the street so I practiced a good ability to read maps... That is really a problem for there's seldom a job can be done by oneself.

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