Improving assessment center criterion validity for salesperson selection: a socioanalytic approach

نویسندگان

چکیده

Assessment centers (ACs) are one of the most common selection and recruitment methods in today’s business world, with very high acceptance practice. The AC research literature, however, has focused on managerial performance neglected sales performance. Therefore, we assessed features ACs for positions. results indicated that ratings designed positions exhibited good interrater agreement were distinct. criterion-related validity observer was normal range jobs terms overall assessment rating scores. Additionally, tested a new approach to salesperson based socioanalytic theory personality. We hypothesized found motivation success combined social competence predicts field year later. This interaction effect explained incremental variance objective above beyond exercises Operational compared traditional increased by 25%. true score criterion .49. discuss implications limitations.

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ژورنال

عنوان ژورنال: Journal of Personal Selling and Sales Management

سال: 2022

ISSN: ['1557-7813', '0885-3134']

DOI: https://doi.org/10.1080/08853134.2022.2037436