PSYCH OpenIR  > 中国科学院心理研究所回溯数据库(1956-2010)
Thesis Advisor王二平
Degree Grantor中国科学院心理研究所
Place of Conferral中国科学院心理研究所
Degree Discipline工业心理学
Keyword作业绩效 关系绩效 大五人格
Other AbstractThis research aims to discuss it is the complexity of interpersonal association and job autonomy that influence the predictive validity of personality for job performance. In addition, for service profession, incumbents' personality can predict not only contextual performance, but also task performance. Salesclerks in shopping center and life insurance agents are selected as subjects. The job performance rating scale is produced by using Critical Incidents Technique. The research method is measuring NEO-PI and collecting direct supervisors' rating of salespeople's job performance. The research results are as follows: 1. The factor analysis result of job performance is different from the west. That is to say, the support for organizations which belongs to contextual performance in the west can not be distinguished from task performance. Therefore, in China, or to say in the shopping center selected, task performance includes both technical proficiency and the support for organizations, and contextual performance includes job dedication and interpersonal facilitation. 2. For salespeople, personality can be the antecedent of contextual performance and task performance as well. However, the predictive validity for task performance is very low. 3. The more complexity of interpersonal association, the stronger relationship between personality and job performance. 4a. The correlation between job performance and facets of Big Five is higher than the one between job performance and factors of Big Five, such as Agreeableness, whose facets have different impacts on job performance, some positive and others negative. 4b. The correlation between personality and the items of job performance rating scale is higher than the one between personality and the factors of job performance. 4. Working experience is the moderator of the relationship between personality and job performance. For salesclerks, only if the working experience of subjects is less than 3 years, achievement striving-one facet of conscientiousness-is significantly correlated with the ratio of finished sales volume at 0.01 level.
Document Type学位论文
Recommended Citation
GB/T 7714
刘玉凡. 人格特征对销售员绩效的预测[D]. 中国科学院心理研究所. 中国科学院心理研究所,2000.
Files in This Item:
File Name/Size DocType Version Access License
人格特征对销售员绩效的预测.pdf(7934KB)学位论文 限制开放CC BY-NC-SAView Application Full Text
Related Services
Recommend this item
Usage statistics
Export to Endnote
Google Scholar
Similar articles in Google Scholar
[刘玉凡]'s Articles
Baidu academic
Similar articles in Baidu academic
[刘玉凡]'s Articles
Bing Scholar
Similar articles in Bing Scholar
[刘玉凡]'s Articles
Terms of Use
No data!
Social Bookmark/Share
File name: 人格特征对销售员绩效的预测.pdf
Format: Adobe PDF
All comments (0)
No comment.

Items in the repository are protected by copyright, with all rights reserved, unless otherwise indicated.