Predicting Sales Performance Criteria With Personality Measures: The Use of the General Factor of Personality,the Big Five and Narrow Traits

The present study investigated the predictive validities of different hierarchical levels of personality for sales performance. The General Factor of Personality was expected to be most effective at predicting general sales performance, whereas the Big Five factors and its underlying narrow traits were expected to be most effective at predicting the specific sales performance criteria to which they are conceptually aligned. Six different sales performance measures were used in an international study involving 405 sales employees. The results suggest that General Factor of Personality is a valid predictor of general job performance but that some of the aligned narrow personality traits predict specific sales performance above and beyond the Big Five factors. The narrow trait Social Boldness has a negative relation with rated sales performance and sales results.     

Cognitive and GMA Testing in the European Community: Issues and Evidence

This article reviews the evidence on General Mental Ability (GMA) and cognitive ability tests in connection with employment in the European Community (EC). Five themes are reviewed: prevalence, applicant reactions, testing standards, criterion validity, and recent advances. The first section shows that GMA and cognitive ability tests are used more often in Europe than in America. The second section, regarding applicant reactions, shows that the studies carried out in the EC have shown that there are no differences between Europe and America. The third section shows that there is an initiative to harmonize the standards used across the European countries. In the fourth section, we report on a validity generalization study carried out using the primary studies conducted in Great Britain and Spain. The results showed that GMA and cognitive tests are valid predictors of job performance and training success in both countries and they generalize validity across occupations. Furthermore, the size of the observed validity estimates is similar to those found in the American meta-analyses. Finally, two recent advances are mentioned: the British "Project B" and the use of virtual reality technology for predicting job performance.     

组织职业生涯管理与员工心理与行为的关系

通过广泛的开放式问卷调查和访谈,结合国外职业生涯管理的做法,编制了适合我国国情的组织职业生涯管理问卷(简称OCMQ),将问卷在13个国有企业、民营企业、股份制企业的管理者、技术人员中进行了调查,对所获得的449份有效问卷探索性因素分析结果表明：我国组织职业生涯管理的结构主要体现在四个维度：即晋升公平、注重培训、职业自我认识、提供职业信息。后来,利用研制的OCMQ,以及相关问卷职业承诺、组织承诺、工作卷入度、职业满意度、工作绩效等又在11家国有和中外合资企业中进行了调查,399份有效问卷结果进一步验证了OCMQ问卷的结构效度、实证效度和信度;并发现组织职业生涯管理对企业员工的职业承诺、组织承诺、工作绩效、职业满意度、工作卷入度等产生积极的影响,证实了职业生涯管理的价值。     

A META-ANALYSIS OF THE VALIDITY OF METHODS FOR RATING TRAINING AND EXPERIENCE IN PERSONNEL SELECTION

This paper reviews the validity evidence for systematic methods used to evaluate training and experience (T&E) ratings in personnel selection. Meta-analytic summaries of the data indicate that validity varies with the type of T&E evaluation procedure used. The lllinois job element and behavioral consistency methods each demonstrated useful levels of validity (.20 and .45, respectively) with small corrected standard deviations, thus supporting validity generalization. Both the point and task methods yielded low mean validities (.11 and .15, respectively) with larger variability. The authors hypothesized that both the point and task methods were affected by a job experience moderator. Partial support for this hypothesis was found. Moderator analyses suggested that the point method was most valid when the applicant pool had low mean levels of job experience and was least valid with an experienced applicant pool. Additional research is desirable on all T&E methods to decrease the potential impact of second-order sampling error in the meta-analytic results. Further research is also needed to explicate the constructs measured by T&E evaluations.     

Prediction of job satisfactoriness for workers with severe handicaps from aptitudes,personality, and training ratings

The predictive validity of General Aptitude Test Battery and Sixteen Personality Factor Questionnaire scores were compared to standard training ratings made by vocational instructors against the criterion of work performance measured by the Minnesota Satisfactoriness Scales for a sample of 106 employees with severe handicaps. The psychometric test variables were not correlated with the criterion; however, the training ratings were consistently predictive of the job satisfactoriness scores. These results suggest that the employment potential of job applicants with disabilities can be assessed more accurately using situational training ratings, as opposed to standardized psychometric test scores.     

Validities of Unit-Weighted Composites of the ASVAB and the ECAT Battery

Currently, assignment to training in each entry-level enlisted job in the U.S. military is influenced by examinees’ scores on the classification composite for that job from the Armed Services Vocational Aptitude Battery (ASVAB). For a cross-service sample of the 18 occupations in the Enhanced Computer-Administered Test (ECAT) project, enhancements of their respective operational ASVAB composites (9 unique ones) are evaluated here. Analyses are reported on the gains in validity from adding 1 test with unit weight to each composite, the addition coming either from the other ASVAB tests or from the 9 tests of the ECAT battery. In more than half the schools, the best ASVAB additions were Coding Speed or Mechanical Comprehension. In the ECAT battery, 1 test of psychomotor ability (Two-Hand Tracking) and 2 tests of working memory (Mental Counters and Sequential Memory) were the most promising additions. The utility of the new composites for person–job matching is discussed.     

The predictive validity of cognitive ability tests: A UK meta‐analysis

A meta‐analysis on the validity of tests of general mental ability (GMA) and specific cognitive abilities for predicting job performance and training success in the UK was conducted. An extensive literature search resulted in a database of 283 independent samples with job performance as the criterion (N=13,262), and 223 with training success as the criterion (N=75,311). Primary studies were also coded by occupational group, resulting in seven main groups (clerical, engineer, professional, driver, operator, manager, and sales), and by type of specific ability test (verbal, numerical, perceptual, and spatial). Results indicate that GMA and specific ability tests are valid predictors of both job performance and training success, with operational validities in the magnitude of .5–.6. Minor differences between these UK findings and previous US meta‐analyses are reported. As expected, operational validities were moderated by occupational group, with occupational families possessing greater job complexity demonstrating higher operational validities between cognitive tests and job performance and training success. Implications for the practical use of tests of GMA and specific cognitive abilities in the context of UK selection practices are discussed in conclusion.     

THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META-ANALYSIS

This study investigated the relation of the "Big Five" personality dimensions (Extraversion, Emotional Stability, Agreeableness, Conscientiousness, and Openness to Experience) to three job performance criteria (job proficiency, training proficiency, and personnel data) for five occupational groups (professionals, police, managers, sales, and skilled/semi-skilled). Results indicated that one dimension of personality, Conscientiousness, showed consistent relations with all job performance criteria for all occupational groups. For the remaining personality dimensions, the estimated true score correlations varied by occupational group and criterion type. Extraversion was a valid predictor for two occupations involving social interaction, managers and sales (across criterion types). Also, both Openness to Experience and Extraversion were valid predictors of the training proficiency criterion (across occupations). Other personality dimensions were also found to be valid predictors for some occupations and some criterion types, but the magnitude of the estimated true score correlations was small (ρ < .10). Overall, the results illustrate the benefits of using the 5-factor model of personality to accumulate and communicate empirical findings. The findings have numerous implications for research and practice in personnel psychology , especially in the subfields of personnel selection, training and development, and performance appraisal.     

FIVE REASONS WHY THE "BIG FIVE" ARTICLE HAS BEEN FREQUENTLY CITED

This study investigated the relation of the "Big Five" personality dimensions (Extraversion, Emotional Stability, Agreeableness, Conscientiousness, and Openness to Experience) to three job performance criteria (job proficiency, training proficiency, and personnel data) for five occupational groups (professionals, police, managers, sales, and skill/semi-skilled). Results indicated that one dimension of personality, Conscientiousness, showed consistent relations with all job performance criteria for all occupational groups. For the remaining personality dimensions, the estimated true score correlations varied by occupational group and criterion type. Extraversion was a valid predictor for two occupations involving social interaction, managers and sales (across criterion types). Also, both Openness to Experience and Extraversion were valid predictors of the training proficiency criterion (across occupations). Other personality dimensions were also found to be valid predictors for some occupations and some criterion types, but the magnitude of the estimated true score correlations was small ( p <10). Overall, the results illustrate the benefits of using the 5-factor model of personality to accumulate and communicate empirical findings. The findings have numerous implications for research and practice in personnel psychology, especially in the subfields of personnel selection, training and development, and performance appraisal.     

THE VALIDATION OF A MINICOURSE FOR TELEPHONE COMPANY SWITCHING TECHNICIANS1

The introduction of electronic switching equipment has changed the nature of the telephone company switching job. A lengthy and complex training program must be completed before an employee can perform the electronic switching job. Because of the high cost of this training a more elaborate, second-stage selection procedure was developed. The ESS Minicourse was designed to be a self-paced content valid sample of ESS training which would be suitable for use with job candidates without any previous telephone company experience. A criterion-related validity study was undertaken to provide further evidence of validity as well as data helpful in setting a cutting score. Results showed that a combination of time to complete the Minicourse and performance on the objective tests was predictive of time to complete self-paced training in electronic switching. Cross- validated estimates of validity were used to develop estimates of u'tility given different selection ratios.     

Cognitive ability,cognitive aptitudes,job knowledge,and job performance

This paper reviews the hundreds of studies showing that general cognitive ability predicts job performance in all jobs. The first section shows that general cognitive ability predicts supervisor ratings and training success. The second section shows that general cognitive ability predicts objective, rigorously content valid work sample performance with even higher validity. Path analysis shows that much of this predictive power stems from the fact that general cognitive ability predicts job knowledge (r = .80 for civilian jobs) and job knowledge predicts job performance (r = .80). However, cognitive ability predicts performance beyond this value (r = .75 versus r = [.80][.80] = .64) verifying job analyses showing that most major cognitive skills are used in everyday work. The third section of the paper briefly reviews evidence showing that it is general cognitive ability and not specific cognitive aptitudes that predict performance.     

The Validity of Job Knowledge Measures

The validity of written job knowledge tests as predictors of job performance and training success was examined. Based on a sample of 363,528 persons and 502 coefficients, meta-analyses were performed to investigate the extent of validity generalization and the effects of two hypothesized moderator variables: content similarity and job complexity. Corrected mean validities were 0.45 for studies predicting job performance and 0.47 for studies of training success. Support was found for both moderators since validities were higher for high complexity jobs and when job-test content similarity was high. The implications of this study for personnel selection and research in the area of work performance are discussed.     

THE VALIDITY OF THE JOB CHARACTERISTICS MODEL: A REVIEW AND META-ANALYSIS

The validity of Hackman and Oldham's Job Characteristics Model was assessed by conducting a comprehensive review of nearly 200 relevant studies on the model as well as by applying meta-analytic procedures to a large portion of the data. The evidence indicated that the available correlational results are reasonably valid in light of the issues examined. Results tended to support the multidimensionality of job characteristics, but there was less agreement on the exact number of dimensions. The corrected correlational results of the meta-analysis indicated that job characteristics related both to psychological and behavioral outcomes. Concerning psychological states, the results tended to support their mediating (e.g., intervening) role between job characteristics and personal outcomes. The pattern of correlations between the job characteristics and psychological states was less supportive of the model. Meta-analytic results demonstrated that most of the cross-study variance was due to statistical artifacts. True variance across studies was found for the job characteristics-performance relationship, however, and subsequent analyses suggested that growth-need strength moderates this relationship. Implications for potential revisions of the model and for practice are discussed.     

Validating a “spurning scale” for teachers

Based on a model on helpers’ reactions to rejection of their help, a spurning scale for teachers was constructed, comprising items that examine teachers’ perception of spurning of their help/advice by students and colleagues. Three avenues were taken to assess the validity of the scale: The relationships of the spurning scores with burnout scores; the relationships of spurning scores with job (dis)satisfaction and with job turnover; and relationships of spurning scores with job stresses from different sources. In-service teachers enrolled in a teacher training program were invited to fill out a questionnaire that contained these variables. Results suggest that the spurning scale is valid.     

Factors affecting compliance with reference check requests

Structured reference checks have been demonstrated to be a reliable and valid predictor of job performance. However, the reference check is a unique assessment method for personnel selection in that a third party, the reference provider, is the source of the critical information on the candidate. If a reference provider is unwilling to either partially or fully comply with a reference check request, the usefulness of the reference check is likely to be compromised. This study examined the factors affecting compliance of the potential reference provider with a reference check request. The sample consisted of 905 U.S. adults who were recruited through the Prolific online crowdsourcing platform ( https://prolific.ac ). We asked the participants a series of questions related to their actual experiences over the past year in responding to reference check requests. We also included a between‐subjects scenario that examined whether job candidate performance, relationship to job candidate, and method of providing the employment reference would affect hypothetical compliance. The results of the study can be used to more deeply understand the factors that are related to the compliance of the reference provider, and as a result, more fully understand the value of the reference check for selection.     

THE IMPACT OF JOB ANALYSIS ON EMPLOYMENT TEST VALIDATION FOR MINORITY AND NONMINORITY ACCOUNTING PERSONNEL

The purposes of the present study were (a) to examine the comparative validity of a written job knowledge test constructed on the basis of a systematic job analysis with that of a commercial employment test selected in the absence of a prior job analysis for accounting positions and (b) to determine the fairness of each test for minority and nonminority job applicants. Results indicated that the job knowledge test was a valid and unbiased predictor of relevant criteria of job performance while the commercial employment test produced adverse impact and lacked validity. Implications of the results for future research studies and test validation efforts involving differential prediction are discussed.     

Specific determinants of burnout among male and female general practitioners: A cross‐lagged panel analysis

This study aimed to develop and test a specific pattern of relationships between job demands, job resources and person‐related factors on the one hand, and the three burnout dimensions on the other, among Dutch General Practitioners. In addition, we aimed to test whether gender differences exist in this regard. Based on several theoretical models such as the Job Demand‐Control model and the Job Demands‐Resources model of burnout as well as a review of burnout studies among physicians, we formulated a research model of burnout. The research questions were answered by means of self‐report questionnaires using a full panel design with two waves. Cross‐lagged panel analyses indicated that the causal direction of the relationships between demands, resources and person‐related factors on the one hand, and burnout on the other is reciprocal. In addition, multi‐sample analyses revealed that the pattern of relationships between job demands, job resources, person‐related factors and burnout is different for men and women, although results are less clear at the second measurement point. Among other things, we recommend anticipating in a gender sensitive way on risk factors for burnout and motivation loss for young professionals by coaching and empowerment in vocational training.     

Differential validity by sex in employment settings

The current study meta-analyzes 59 male-female pairs of validity coefficients obtained during revalidation of the General Aptitude Test Battery (GATB) for evidence of differential validity by sex. Results suggest that general cognitive ability may be slightly more predictive of rated job performance for women than for men in our sample of studies. Moderator analyses examined the effects of occupational sex-dominance and cognitive complexity. Results of these analyses indicate that, in single sex-dominated occupations, tests of general cognitive ability and perceptual ability are more valid for members of the dominant sex, and these differences are more apparent at low-complexity levels. Explanations for the findings are offered in terms of properties of the ratings criterion.An earlier version of this paper was given at the 2nd annual convention of the Society for Industrial and Organizational Psychology, Inc., Atlanta, GA. The authors thank Dave Synk for providing the occupation codes for each study.     

Meta-analytic evidence of the effectiveness of stress management at work

To increase employees’ psychological health and to achieve a competitive advantage, organizations are increasingly introducing flexible work arrangements (FWAs) and stress management training (SMT). This paper provides meta-analytic evidence of the effects of two forms of FWA (flexitime and telecommuting) and three forms of SMT (cognitive-behavioural skills training, relaxation techniques and multiple SMT) on employees’ psychological health, job satisfaction, job performance and absenteeism. Applying the conservation of resource theory, we conjecture that both FWAs and SMT improve all four employee-related outcomes. Quantitative meta-analyses based on 43 primary studies and 22,882 employees show that both FWAs and SMT are positively associated with psychological health and job satisfaction. However, due to a lack of primary studies we were mostly unable to analyse the effects on performance and absenteeism. Although we found a large heterogeneity in the hypothesized relationships, additional moderator analyses of study quality, age, gender, duration and intention of intervention yielded no significant effects. We discuss limitations and implications for practice and for future research.