Predicting sales skills

The purpose of this study was to validate a selection process designed to predict sales skills for a telephone sales job. First, a job analysis was performed (n=213) to identify the major functions and behavioral requirements of the job. Next, the test, a situational judgment inventory, was developed, and a concurrent criterion related validation study was completed (n=236). The criterion measures were supervisory ratings of performance. Validity coefficients ranged from r=.16 (p<.01) to r=.24 (p<.001). In conclusion, the situational judgment inventory was found an effective vehicle for measuring telephone sales skills.Sincere thanks to Roz Lobus for her assistance in the earlier phases of this study.     

FURTHER STUDIES OF SITUATIONAL TESTS

In the present paper, results are reported for two different situational judgment tests (SJT) used in validation studies with almost 4,000 employees in 7 different organizations. Across the 2 studies, it was shown that situational test scores were significantly related to performance (weighted average r = .19), cognitive ability (weighted average r = .45), and experience (weighted average r = .20). In one study, there was a slight tendency for experience and cognitive ability to interact in the prediction of situational judgment, such that cognitive ability became less predictive as experience increased. Situational judgment fully mediated the effects of cognitive ability in one study, but not in the other. Finally, SJT race effect sizes were consistent with past research and, while not trivial, smaller than those typically observed for cognitive ability tests. The studies yielded very similar results despite the use of different keying methods (empirical vs. subject matter expert opinion). The preponderance of the evidence indicates that situational judgment measures mediate avariety of job relevant skills. Limitations to these studies and directions for future research are reviewed.     

SITUATIONAL JUDGMENT TESTS: CONSTRUCTS ASSESSED AND A META-ANALYSIS OF THEIR CRITERION-RELATED VALIDITIES

Situational judgment tests (SJTs) are a measurement method that may be designed to assess a variety of constructs. Nevertheless, many studies fail to report the constructs measured by the situational judgment tests in the extant literature. Consequently, a construct-level focus in the situational judgment test literature is lacking, and researchers and practitioners know little about the specific constructs typically measured. Our objective was to extend the efforts of previous researchers (e.g., McDaniel, Hartman, Whetzel, & Grubb, 2007 ; McDaniel & Ngyuen, 2001 ; Schmitt & Chan, 2006 ) by highlighting the need for a construct focus in situational judgment test research. We identified and classified the construct domains assessed by situational judgment tests in the literature into a content-based typology. We then conducted a meta-analysis to determine the criterion-related validity of each construct domain and to test for moderators. We found that situational judgment tests most often assess leadership and interpersonal skills and those situational judgment tests measuring teamwork skills and leadership have relatively high validities for overall job performance. Although based on a small number of studies, we found evidence that (a) matching the predictor constructs with criterion facets improved criterion-related validity; and (b) video-based situational judgment tests tended to have stronger criterion-related validity than pencil-and-paper situational judgment tests, holding constructs constant. Implications for practice and research are discussed.     

Comparison of two creativity style measures

The purpose of this study was to examine the relation between two measures of creativity style for a sample of beginning teachers. 116 student teachers enrolled in an undergraduate teacher-education program in a medium-sized, metropolitan university completed the Kirton Adaption-Innovation Inventory and Basadur Creative Problem Solving Profile measures. A preference for an Innovator style (higher scores on Kirton's inventory) was correlated with the Generator profile on the Basadur profile (r=.36, p<.01). The KAI Efficiency scores, suggesting a preference for broad, global ideas as opposed to narrow, specific ones, was correlated with the Basadur Conceptualizer scores (r=.26, p<.01). Implications are discussed for teachers who must adapt to newer instructional and assessment methods designed to foster students' higher-level thinking skills.     

Evidence for the construct validities of the Beck Youth Inventories with child psychiatric outpatients

To provide further information about the construct validities of the Beck Youth Inventories of Emotional and Social Impairment, these inventories were administered to 35 female and 65 male outpatients whose ages ranged from 7 to 12 years and who were diagnosed with various psychiatric disorders. The Children's Depression Inventory was also administered, and the children were rated by a parent with the Conners' Parent Rating Scale-Revised: Short Form. The scores on the former inventory were more positively correlated with the scores on the Beck Youth Depression Inventory (r =.81, p<.001) than with scores on the four other Beck Youth Inventories, and those on the Conners Oppositional scale were comparably correlated with the scores on the Beck Youth Disruptive Behavior (r=.49, p<.001) and Anger (r=.41, p<.001) Inventories. These latter correlations were higher than those for scores on the Oppositional scale with the scores on the three other Beck scales.     

儿童期心理虐待对青少年网络欺负的影响:领悟社会支持及性别的调节作用

近年来,网络欺负现象逐渐成为网络心理学研究的热点问题。青少年网络欺负的发生率约为60.8%,且每年都在呈增长的趋势,这对青少年正常的学习生活造成了严重的影响。故本研究主要探讨儿童期心理虐待对青少年网络欺负的影响,以及领悟社会支持和性别起到的调节作用。本研究以447名青少年作为被试(男生205人,女生242人,被试年龄范围为11~17岁,平均年龄为14.17±1.35岁),采用儿童期心理虐待量表、网络欺负问卷及领悟社会支持量表进行调查。运用SPSS 22.0及AMOS 21.0统计软件进行数据处理,Harman单因素法表明,本研究不存在严重的共同方法偏差问题。研究结果表明:(1)儿童期心理虐待与领悟社会支持呈显著负相关(r=-.14,p<.01),儿童期心理虐待与青少年网络欺负呈显著正相关(r=.44,p<.01),领悟社会支持与青少年网络欺负呈显著负相关(r=-.15,p<.01);(2)结构方程模型显示,模型各指标均达到了临界值(χ^2/df=2.67,GFI=.90,TLI=.91,CFI=.92,RMSEA=.07);(3)儿童期心理虐待对青少年网络欺负具有显著的正向预测作用(β=.21,p<.01),领悟社会支持对青少年网络欺负具有显著的负向预测作用(β=-.11,p<.05),同时,儿童期心理虐待与领悟社会支持的交互项对青少年网络欺负具有显著的负向预测作用显著(β=-.19,p<.01),简单斜率检验表明,对于低领悟社会支持水平的青少年,儿童期心理虐待对网络欺负有显著的正向预测作用(β=.54,p<.001);对于高低领悟社会支持水平的青少年,儿童期心理虐待对网络欺负的预测作用不显著(β=-.17,p>.05);(4)儿童期心理虐待与性别的交互项对青少年网络欺负具有显著的正向预测作用(β=.28,p<.001),简单斜率检验表明,对于男青少年,儿童期心理虐待对网络欺负有显著的正向预测作用(β=.54,p<.001);对于女青少年,儿童期心理虐待对网络欺负的预测作用不显著(β=.13,p>.05);由此可说明,儿童期心理虐待是青少年网络欺负出现的助推机制,而领悟社会支持和性别是青少年网络欺负出现的抑制机制,它可以弱化儿童期心理虐待对青少年网络欺负造成的创伤。     

The relationship between stress, hemispheric preference and decision making among managers

Previous studies have shown important effects of stress on decision making (DM). In addition, individuals differ in their relative activation of the left and right hemispheres (hemispheric preference; HP), with possible implications for DM. This study tested the relationship between stress, HP and their interaction, with DM in managers. We included a sample of 114 managers from Israel, Italy and France. Stress was inversely and significantly related to DM thoroughness (r=-.333), left-HP (r=-.24) and was positively correlated with instinctiveness DM (r=.25; all p<.05). Importantly, a stress×HP interaction accounted for an additional and significant 9% of the variance in thoroughness, beyond their main effects, nationality and gender. In this interaction, only in right HP managers, but not in left HP managers, stress was inversely correlated with thoroughness. A stress×HP interaction was not found for instinctiveness. Theoretically, our results advise investigating both situational (stress) and personal or biological (HP) factors in the job stress field. Practically, it can guide stress specialists to whom to provide scarce counseling resources of stress management, to improve workers' DM and well-being.     

Prefrontal cognitive ability, intelligence, Big Five personality, and the prediction of advanced academic and workplace performance

Studies 1 and 2 assessed performance on a battery of dorsolateral prefrontal cognitive ability (D-PFCA) tests, personality, psychometric intelligence, and academic performance (AP) in 2 undergraduate samples. In Studies 1 and 2, AP was correlated with D-PFCA (r=.37, p<.01, and r=.33, p<.01, respectively), IQ (r=.24, p<.05, and r=.38, p<.01, respectively), and Conscientiousness (r=.26, p<.05, and r=.37, p<.01, respectively). D-PFCA remained significant in regression analyses controlling for intelligence (or g) and personality. Studies 3 and 4 assessed D-PFCA, personality, and workplace performance among (a) managerial-administrative workers and (b) factory floor workers at a manufacturing company. Prefrontal cognitive ability correlated with supervisor ratings of manager performance at values of r ranging from .42 to .57 (ps<.001), depending on experience, and with factory floor performance at pr=.21 (p=.02), after controlling for experience, age, and education. Conscientiousness correlated with factory floor performance at r=.23.     

影响学生体育学习情境兴趣的主因素研究

本研究以上海市中学生为研究对象,修订了中文版体育情境兴趣量表的信效度资料,构建了体育情境兴趣的模型结构,通过对被试学习过程中情境兴趣的测试与分析,揭示了影响学生体育学习情境兴趣的主因素及其相关关系。研究结果表明： 中文版体育情境兴趣量表具有良好的信度和效度,能较好地解释总体变量;相关与回归分析表明：即时愉悦感是激发体育学习情境兴趣的主要因素,而体育学习内容本身过高的新颖性和挑战性不利于情境兴趣的激发。     

认知资源对4～6岁儿童不公平厌恶的影响

目的:探究幼儿不公平厌恶是自动化反应还是理性行为。方法:采用最后通牒博弈游戏变式和认知资源消耗任务,考察104名4~6岁儿童的不公平厌恶。结果:(1)4~6岁儿童的不利不公平厌恶随年龄发展增多;有利不公平厌恶出现较晚,表现较少;二者发展不平衡;(2)4~6岁儿童的不公平厌恶是依赖于认知资源的理性行为;(3)4~6岁儿童不利不公平厌恶受认知资源影响更大;认知资源不足导致5岁儿童不公平厌恶行为减少更多。结论:4~6岁儿童的不公平厌恶是依赖于认知资源的理性行为。     

Interactive effects of situational judgment effectiveness and proactive personality on work perceptions and work outcomes

This study was based on a sample of 139 employees. The results support the hypothesis that proactive personality (PAP) predicts work perceptions (procedural justice perception, perceived supervisor support, and social integration) and work outcomes (job satisfaction, affective organizational commitment, and job performance) positively among individuals with high situational judgment effectiveness (SJE) but negatively among those with low SJE. The findings on the disordinal SJE = PAP interaction effects show that high levels of PAP may be either adaptive or maladaptive, depending on the individual's level of SJE, and these findings caution against direct interpretations of bivariate associations between PAP and work-relevant criteria. Limitations and implications of the study as well as future research directions on the study of PAP and situational judgment are discussed.     

Students' Machiavellianism and motives for communicating with instructors

This study investigated the relationship between scores of college students (N=210, 114 women, 95 men, 1 unidentified; Mage=19.3 yr., SD=2.8) on Machiavellianism and their motives for communicating with their instructors in the classroom. Students' Machiavellianism scores were positively but weakly related to three motives of Functional (r=.22, p<.01), Excuse-making (r=.16, p<.05), and Sycophancy (r=.17, p<.05).     

Halpern Critical Thinking Assessment Predicts Real‐World Outcomes of Critical Thinking

Although educators and employers agree that it is important to assess the critical thinking skills of students and prospective employees, few assessments have been externally validated with real‐world outcomes of critical thinking. The Halpern Critical Thinking Assessment (HCTA) is a reliable measure of critical thinking skills and has been validated with multiple populations and measures of academic success. This study explored whether scores on the HCTA predicted real‐world outcomes in a wide range of domains, such as education, health, law, finance, and interpersonal relationships. Community adults (n = 50), state university students (n = 48), and community college students (n = 35) in the USA completed the HCTA and a behavioral inventory of life events. Overall, those with higher critical thinking scores reported fewer negative life events than those with lower critical thinking scores, r (131) = ?.38, p < .001. Implications for education are discussed. Copyright © 2012 John Wiley & Sons, Ltd.     

Using broad measures of maladjustment to assess psychological states of outpatients with schizophrenia

Two broad indexes of maladjustment derived from two projective tests and administered at two separate points to the same 50 outpatients with schizophrenia showed substantial convergent validity at both testings (r=.52, p<.001; r=.58, p<.001). Conversely, test-retest reliabilities for both indexes were nonsignificant. These findings suggest that broad measures of maladjustment may be more suitable for reflecting current states of adjustment for subjects known to be diagnosed with certain symptoms, the manifestations of which fluctuate over time.     

Relationship between extremities in motor performance

The purpose of the study was to examine the relationship between the extremities in different aspects of motor performance, including simple reaction time, choice reaction time, speed of movement, tapping speed, and coordination, i.e., speed of movement/accuracy. 186 healthy randomly selected right-handed subjects (93 men, 93 women; aged 21-70 years) were measured on a test battery of five tests for both hands and feet. Correlations between the extremities in motor performance were highest between hands (r=.71-.80, p<.001) or between feet (r=.57-.88, p<.001) depending on the complexity of response for all subjects. These relations remained at almost the same magnitude even when age was eliminated. Correlations between the upper and lower extremities were lower (r = .40-.62). Correlations between extremities were lower for one age group (21-30 years) than for all subjects (21-70 years). These results showed that the motor performance for the hands is not a very good indicator of the motor performance of the lower extremities, especially in a homogeneous age group, and it seems that the lower extremities should be studied with specific motor performance tests.     

Dimensionality and Validity of a Structured Telephone Reference Check Procedure

A structured telephone reference check (STRC) was developed to assess three job-relevant personality/interpersonal dimensions (Conscientiousness, Agreeableness, customer focus) for a family of entry-level, customer-contact jobs within a service organization. The procedure was designed to be brief (a 10–15 minute telephone call with each referee) and easy to administer by untrained recruitment staff. Confirmatory factor analyses on referee ratings for 223 applicants indicated that referees were able to adequately discriminate between dimensions of applicants' past performance. A predictive, criterion-related validation study on those applicants who were hired demonstrated that the STRC predicted supervisory ratings of job performance (   r = .25, p < .01,  uncorrected; .36 corrected for range restriction and criterion unreliability). No evidence was found that referees with shorter working relationships with applicants provided less valid ratings.     

resilience and unemployment: exploring risk and protective influences for the outcome variables of depression and assertive job searching

This study examined adult resilience in the context of the adversity of unemployment. Seventy‐seven unemployed job seekers completed a self‐report survey containing the Resilience Scale (G. M. Wagnild & H. M. Young, 1993), Centre for Epidemiologic Studies–Depressed Mood Scale (L. S. Radloff, 1977), and the Assertive Job Hunting Survey (H. A. Becker, 1980). Product–term regression indicated that for those unemployed persons who had resilient qualities, less depression resulted even though they had been job searching for a long time (beta = ‐.359, p < .001). Length of time job searching was positively associated with depression (beta = .41, p < .01). When the outcome variable was job search assertiveness, only the main effect of resilience (beta = .492, p < .001) was significant, accounting for 25.8% of the variance. The inclusion of psychological interventions to foster resilience, along with standard job search training provided by job network services, is advocated.     

The role of social support in burnout among Dutch medical residents

Burnout levels among medical residents are considered high. A lack of social support has shown to have a direct effect on emotional exhaustion, and depersonalization, two of the three burnout indicators. In this study, we examined the satisfaction of medical residents with social support (emotional, appreciative and informative) received from supervisors, fellow medical residents, nurses and patients. In addition, the correlation between social support and burnout was studied. Medical residents were significantly more dissatisfied with the emotional, appreciative and informative support received from their supervisors compared with fellow residents and nurses (respectively, 13.4+/-4.0 vs. 9.9+/-2.8 and 10.0+/-2.4; 10.0+/-2.9 vs. 7.4+/-2.0 and 7.3+/-1.8; and 7.2+/-2.3 vs. 5.4+/-1.6 and 5.3+/-1.5; p<.001). Significant independent effects were found on emotional exhaustion: from dissatisfaction with emotional support [Beta=.44, p<.001, total R2=.25] and dissatisfaction with appreciative support from supervisors [Beta=.30, p<.01, total R2=.11]. Moreover, dissatisfaction with emotional support from supervisors had an independent significant effect on depersonalization [Beta=.33, p=.001, total R2=.14]. The best predictor of burnout appeared to be dissatisfaction with emotional support received from supervisors. Our results suggest that intervention programs should not only focus on the medical residents, but also on the supervisors to improve their supportive skills.     

Testing a model of the predictors and consequences of body dissatisfaction

A cross-sectional study, testing a model of predictors and consequences of body dissatisfaction, was undertaken in Taiwan from December 30, 2006 to January 10, 2007. Two hundred and thirty-two female college students enrolled at a major university completed the self-administered questionnaire. Analytical results revealed that body dissatisfaction among respondents increased with BMI (beta=.32, p<.001), perceptions of how others viewed their bodies (beta=.38, p<.001), and upward social comparisons (beta=.17, p<.01). Body dissatisfaction also markedly influenced respondent weight-loss intentions (beta=.51, p<.001). Results imply that medical, psychological and social factors must be considered by school health educators wishing to understand the causes and consequences of body dissatisfaction among female college students.