Personality and Sales Performance: Situational Variation and Interactions between Traits

Recognizing that associations between personality and job performance can depend on situational characteristics, three samples of proactive, commission‐earning sales‐people were studied. Objective sales were found to be a function of individuals' Achievement Orientation and Potency, but also of low Agreeableness. Associations with Conscientiousness were not contingent on the level of other Big Five characteristics.     

Knowing what we can do: actions,intentions, and the construction of phenomenal experience

How do questions concerning consciousness and phenomenal experience relate to, or interface with, questions concerning plans, knowledge and intentions? At least in the case of visual experience the relation, we shall argue, is tight. Visual perceptual experience, we shall argue, is fixed by an agent’s direct unmediated knowledge concerning her poise (or apparent poise) over a currently enabled action space. An action space, in this specific sense, is to be understood not as a fine-grained matrix of possibilities for bodily movement, but as a matrix of possibilities for pursuing and accomplishing one’s intentional actions, goals and projects. If this is correct, the links between planning, intention and perceptual experience are tight, while (contrary to some recent accounts invoking the notion of ‘sensorimotor expectations’) the links between embodied activity and perceptual experience, though real, are indirect. What matters is not bodily activity itself, but our practical knowledge (which need not be verbalized or in any way explicit) of our own possibilities for action. Such knowledge, selected, shaped and filtered by the grid of plans, goals, and intentions, plays, we argue, a constitutive role in explaining the content and character of visual perceptual experience.     

Perceived competence and impression management: Testing the mediating and moderating mechanisms

Using a diverse and unique sample of triads (N = 191 self, peer, and supervisor reports) from a field survey of two service sector organisations, this study examined the effects of perceived competence (self‐reported) and supervisor‐rated performance ratings on peer‐rated impression management. The study also tested the mediating role of performance in competence–impression management relationships and the moderating role of job satisfaction (self‐reported) in performance–impression management relationships using bootstrapping techniques. The study further examined the conditional indirect effects (i.e., moderated mediation) of perceived competence on impression management. The sample consisted of white collar employees from a government organisation and a leading cellular company in a developing country (i.e., Pakistan). Employees with low perceived competence were more likely to use impression management tactics than were those with high perceived competence. Similarly, poor performance ratings produced high impression management. Moreover, performance mediated the relationship between competence and impression management. The findings also suggest that perceived competence has a negative indirect effect on impression management for those with high levels of job satisfaction. Finally, impression management was highest when performance and satisfaction were low.     

Career mobility at the intersection between agent and structure: A conceptual model

The main aim of this paper is to extend the suitability of the concepts of the boundaryless and the protean career for the study of career mobility. To do so, we introduce a conceptual model that maps out the main factors determining and constraining transitions in careers. This model shows marks of European thinking on careers. It not only builds on aspects of both the boundaryless and protean career concepts, but also extends the focus by paying attention to the interplay between agency and structure. It adds to our understanding of the complex interplay between individual and structural factors shaping individuals' careers. An additional added value of the model is that it is built on insights from diverse research streams, including self‐determination theory and turnover literature. The article concludes with a discussion of the main contributions of the model and directions for future research.     

Religion and Spirituality in Quality of Life Studies

The authors present their views on the current state of the art for research focused upon religion/spirituality and quality of life. Because of the undeniable influence of religion and spirituality at the macro-level of cultures, the internal and external worlds of individuals embedded in any culture are touched by religion and spirituality – even for individuals who deny any religious affiliation or beliefs. Religion and spirituality has already attracted attention from QOL researchers across a wide set of disciplines and should continue to do so in the future. The authors discuss approaches, topics and methodological issues that should be considered when researching religion/spirituality and QOL. Recommendations for future research are set in italics.     

A Comparison of the Psychometric Properties of the Forced Choice and Likert Scale Versions of a Personality Instrument

The present research investigated if an item response theory (IRT)‐scored forced‐choice personality questionnaire has the same normative data structures as a similar version that uses a 5‐point Likert scale instead. The study was conducted using a sample of 349 training delegates who completed both an IRT‐scored forced‐choice and a normative single‐stimulus version of the questionnaire. Results largely supported the scaling properties, measurement precision, and equivalence of the data structures of the two scoring methods.