A Meta-Analytic Review of Predictors of Job Performance for Salespeople

@article{Vinchur1998AMR,
  title={A Meta-Analytic Review of Predictors of Job Performance for Salespeople},
  author={Andrew J. Vinchur and Jeffery S. Schippmann and Fred S. Switzer and Philip L. Roth},
  journal={Journal of Applied Psychology},
  year={1998},
  volume={83},
  pages={586-597}
}
This meta-analysis evaluated predictors of both objective and subjective sales performance. Biodata measures and sales ability inventories were good predictors of the ratings criterion, with corrected rs of .52 and .45, respectively. Potency (a subdimension of the Big 5 personality dimension Extraversion) predicted supervisor ratings of performance (r = .28) and objective measures of sales (r = .26). Achievement (a component of the Conscientiousness dimension) predicted ratings (r = .25) and… Expand

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