営業・販売職の人格特性と実務成績

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書誌事項

タイトル別名
  • An analysis of relation between personality traits and job performance in sales occupations
  • エイギョウ ハンバイショク ノ ジンカク トクセイ ト ジツム セイセキ
公開日
1982
DOI
  • 10.4992/jjpsy.53.274
公開者
公益社団法人 日本心理学会

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説明

Several pieces of information about 500 people engaged in sales occupations in nine companies were used to examine (1) the relation between the Diamond Sales Aptitude Test score and criteria, i.e., job performance rating and overall rating by their superiors, and (2) the effects of tenure in sales occupation on the test score. Results indicated that personality traits in this test appear to have a predictive value for success in sales occupations. Job performance rating was positively correlated with Motivation (p<.01), Self-Confidence (p<.01), Sociability (p<.01), Circumspectness (p<.05), and Social Adaptability (p<.01). The only subtest not significantly correlated with the performance rating was Emotional Control. Overall rating was significantly correlated with all of the subtexts: Motivation (p<.01), Self-Confidence (p<.01), Sociability (p<.01), Circumspectness (p<.01), Emotional Control (p<.05), and Social Adaptability (p<.01). Tenure seemed to have certain effect on the personality traits except for Sociability. Several possible explanations for these results were discussed.

収録刊行物

  • 心理学研究

    心理学研究 53 (5), 274-280, 1982

    公益社団法人 日本心理学会

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