In 1964, Dr. David W. Merrill, an industrial psychologist and university professor, began researching predictors of success in selling and management careers. Through his empirical studies, Merrill found that people tend to display consistent, observable behaviors, and that others consistently agree on words to describe each behavior. This work became the foundation of the Social Style Model™, and the beginning of The TRACOM Group.
Personal Styles & Effective Performance: Make Your Style Work for You