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- Carl J Thoresen, Jill C Bradley, Paul D Bliese, and Joseph D Thoresen.
- Department of Psychology, Tulane University, New Orleans, LA, USA. carl@cornerstone-mgtdev.com
- J Appl Psychol. 2004 Oct 1; 89 (5): 835-53.
AbstractThis study extends the literature on personality and job performance through the use of random coefficient modeling to test the validity of the Big Five personality traits in predicting overall sales performance and sales performance trajectories--or systematic patterns of performance growth--in 2 samples of pharmaceutical sales representatives at maintenance and transitional job stages (K. R. Murphy, 1989). In the maintenance sample, conscientiousness and extraversion were positively associated with between-person differences in total sales, whereas only conscientiousness predicted performance growth. In the transitional sample, agreeableness and openness to experience predicted overall performance differences and performance trends. All effects remained significant with job tenure statistically controlled. Possible explanations for these findings are offered, and theoretical and practical implications of findings are discussed.(c) 2004 APA, all rights reserved
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