Lahuis David (Committee Member), Corey Miller (Committee Chair), Valerie Shalin (Committee Member)
Master of Science (MS)
Measuring Conscientiousness with Explicit and Implicit Measures Although the literature has a wealth of research predicting salesperson performance, the literature is unclear. Even meta-analytic research (Barrick et al., 2001; Schmidt & Hunter, 1998; Vinchur et al. 1998) appears inconsistent. The main goal of this study was to determine if the relationships were of a nonlinear nature and leading to confusion. This study found that the relationships between sales performance depended on the type of criteria (supervisor ratings or performance versus sales revenue or effectiveness) and the type of relationship examined (linear or nonlinear). This study was successful in demonstrating a nonlinear, logarithmic effect related to Willingness to Work Long Hours and sales effectiveness (dollar revenue) .19 corrected. The linear relationship between Willingness to Work Long Hours and supervisor ratings was statistically significant (.13 corrected). Proprietary measures (Extraversion, Conscientiousness, and General Mental Ability) were poor predictors.
Department or Program
Department of Psychology
Year Degree Awarded
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