Literaturnachweis - Detailanzeige
| Autor/inn/en | Blickle, Gerhard; Wendel, Stephanie; Ferris, Gerald R. |
|---|---|
| Titel | Political Skill as Moderator of Personality--Job Performance Relationships in Socioanalytic Theory: Test of the Getting Ahead Motive in Automobile Sales |
| Quelle | In: Journal of Vocational Behavior, 76 (2010) 2, S.326-335 (10 Seiten)Infoseite zur Zeitschrift
PDF als Volltext |
| Sprache | englisch |
| Dokumenttyp | gedruckt; online; Zeitschriftenaufsatz |
| ISSN | 0001-8791 |
| DOI | 10.1016/j.jvb.2009.10.005 |
| Schlagwörter | Occupational Aspiration; Extraversion Introversion; Interaction; Job Performance; Success; Performance Based Assessment; Predictor Variables; Motor Vehicles; Salesmanship; Interpersonal Competence; Political Attitudes |
| Abstract | Based on the socioanalytic perspective of performance prediction ([Hogan, 1991] and [Hogan and Shelton, 1998]), this study tests whether the motive to get ahead produces greater performance when interactively combined with social effectiveness. Specifically, we investigated whether interactions of the five-factor model constructs of extraversion and openness to experience (i.e., operationalizations of the getting ahead motive in the socioanalytic framework) with political skill predict sales performance. The hypotheses were tested in a sample of 112 car salespersons, and the results supported the extraversion x political skill interaction, but not the openness to experience x political skill interaction. For individuals high on political skill, higher levels of extraversion were associated with higher levels of sales. For individuals low on political skill, higher levels of extraversion were associated with lower levels of sales. Implications of the results and directions for future research are provided. (Contains 2 tables and 1 figure.) (As Provided). |
| Anmerkungen | Elsevier. 6277 Sea Harbor Drive, Orlando, FL 32887-4800. Tel: 877-839-7126; Tel: 407-345-4020; Fax: 407-363-1354; e-mail: usjcs@elsevier.com; Web site: http://www.elsevier.com |
| Erfasst von | ERIC (Education Resources Information Center), Washington, DC |
| Update | 2017/4/10 |
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