Relationships between Personality and Organization Switching: Implications for utility estimates

This study examined individuals' tendencies to migrate from one organization to another (i.e., the propensity to switch employers). Previous researchers have suggested that switching organizations throughout the career span may be partially heritable and therefore related to individual differences in personality traits. If personality traits are indeed related to a tendency to turnover from organizations, this suggests that current procedures for calculating utility may be inaccurate. Using a database of 1081 individuals who have been in the workforce for several years, results indicated that personality traits measured by the Occupational Personality Questionnaire (non‐ipsative; OPQn) were modestly related to organization switching (i.e., repeated moves from organization to organization). We found that higher scores on extraversion, openness to experience, and conscientiousness‐related traits were modestly correlated with more frequent organization switching. However, we demonstrate that these modest relationships can produce large inaccuracies in utility estimates.     

A qualitative study of leader behaviors perceived to enable salesperson performance

Abstract

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.     

Student Response to Three Types of Orientation Programs

A high proportion of positive responses was obtained from students who participated in three different types of pre-college orientation programs. Small group approaches consistently elicited more favorable responses than assemblies or large groups. Greater faculty involvement resulted in participants' noting an increased academic emphasis. Participants believed they had benefited in some way from programs which varied considerably as to length, activities, organization, and purposes.     

Effects of visual aids on acquisition of selected tennis skills

The study compared the effects of supplemental visual aids on the acquisition of selected tennis skills. The forehand and backhand drive placement tests of the Hewitt Tennis Achievement Test were used to pretest, midtest, and posttest 55 subjects who were assigned to one of three treatments: control (instructor's verbal feedback only), videotaped replay viewing (with instructor's feedback), and loop-film viewing (modeling, with instructor's feedback). Each received 1200 min. of instruction. There were no statistically significant differences among groups; however, empirical evidence suggested that the use of videotaped replay and loop-film technique has merit and might be given consideration for use in instructional settings.     

MMPI profiles of adolescents charged with homicide

Study of adolescent violence has been impeded by failure to distinguish among the circumstances in which youth engage in violent behavior. The present study investigated MMPI profiles of 36 adolescent murderers and a control group of 18 adolescents charged with larceny. Homicide cases were subgrouped into those who committed homicide secondary to another crime (e.g., robbery or rape) and those who acted in the context of interpersonal conflict with the victim. While there were no significant differences between homicide and larceny groups, crime and conflict subgroups were significantly different on scales F, Hs, Hy, and Sc.     

Central clinical states: An examination of the Profile of Mood States and the Eight State Questionnaire

Two multidimensional mood-state inventories, the Profile of Mood States (POMS) and the Eight State Questionnaire (8SQ), were administered to 289 Australian college undergraduates. Intercorrelations for the combined 14 subscales were subjected to a higher-order factor analysis in order to elucidate the central clinical states within the mood-state sphere. Results suggested four major state dimensions pertaining to Neuroticism, Hostility/Anger, Vigor, and a combined Extroversion/Arousal-Fatigue entity. Both three- and five-factor solutions were taken out for comparative purposes. Furthermore, separate higher-order factorings of the POMS on normative samples of 350 male and 650 female psychiatric outpatients were conducted, corroborating three of the four central state dimensions, at least in the case of females. The implications of these findings for behavioral assessment are discussed.This study was supported by a Research Development Grant awarded to the author by the University of Melbourne.     

Validity of the Threat Index.

The validity of the Threat Index was examined in a study of 42 students and 15 HIV+ clients. When completing the Threat Index, subjects rate the self and death on 30 bipolar adjectives. A count is made of the number of times the same adjective poles are used to describe the self and death. Uses of the same poles are called matches, while uses of different poles are called splits. The Threat Index is based on the assumption that splits indicate threat. Analysis showed that neither splits nor matches were usually threatening and that neither was necessary or sufficient for the experience of threat. These results did not support the validity of the Threat Index.