David LaHuis (Committee Member), Corey Miller (Committee Chair), Allen Nagy (Committee Member), Debra Steele-Johnson (Committee Member)
Doctor of Philosophy (PhD)
A meta-analysis was conducted to compare the predictive validity and adverse impact of homogeneous and heterogeneous predictors on objective and subjective criteria for different sales roles. Because job performance is a dynamic and complex construct, I hypothesized that equally complex, heterogeneous predictors would have stronger correlations with objective and subjective criteria than homogeneous predictors. Forty-seven independent validation studies (N = 3,378) qualified for inclusion in this study. In general, heterogeneous predictors did not demonstrate significantly stronger correlations with the performance criteria than homogeneous predictors. Notably, heterogeneous predictors did not demonstrate adverse impact on protected classes. One noteworthy finding was that the heterogeneous new business development predictor profile demonstrated a relationship with subjective criteria that generalized across studies, which challenges some assumptions underlying Classical Test Theory.
Department or Program
Department of Psychology
Year Degree Awarded
Copyright 2016, some rights reserved. My ETD may be copied and distributed only for non-commercial purposes and may not be modified. All use must give me credit as the original author.
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