Validity of the California Psychological Inventory as a Tool for Sales Selection

The study investigated the predictive validity of the California Psychological Inventory (CPI) as a tool for sales selection. Two analyses were conducted. Study 1 consisted of 20 male home improvement representatives. The average net and gross closing ratios for a six month period were used as the c...

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Bibliographic Details
Main Author: Frautschi, Patricia Hinojosa
Other Authors: Johnson, Douglas A.
Format: Others
Language:English
Published: North Texas State University 1987
Subjects:
Online Access:https://digital.library.unt.edu/ark:/67531/metadc504398/
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spelling ndltd-unt.edu-info-ark-67531-metadc5043982017-03-17T08:41:25Z Validity of the California Psychological Inventory as a Tool for Sales Selection Frautschi, Patricia Hinojosa sales selection California Psychological Inventory California Psychological Inventory. Employment tests. Sales personnel -- Selection and appointment. The study investigated the predictive validity of the California Psychological Inventory (CPI) as a tool for sales selection. Two analyses were conducted. Study 1 consisted of 20 male home improvement representatives. The average net and gross closing ratios for a six month period were used as the criteria. The results indicted that none of the CPI scales differentiated between poor and good performers when correlated with the secondary criterion of gross closing ratios. These findings were contrary to a previous concurrent validity study. Study 2 investigated month to month retention/separation for 61 home improvement representatives, to determine if the CPI differentiated between short and long term success. Phi coefficients showed no statistical significance between retention/separation and the CPI profile score over time. North Texas State University Johnson, Douglas A. Norton, E. Douglas Peek, Leon A. 1987-08 Thesis or Dissertation v, 35 leaves : ill. Text local-cont-no: 1002775283-Frautschi call-no: 379 N81 no. 6358 untcat: b1406688 oclc: 18112271 https://digital.library.unt.edu/ark:/67531/metadc504398/ ark: ark:/67531/metadc504398 English Public Frautschi, Patricia Hinojosa Copyright Copyright is held by the author, unless otherwise noted. All rights reserved.
collection NDLTD
language English
format Others
sources NDLTD
topic sales selection
California Psychological Inventory
California Psychological Inventory.
Employment tests.
Sales personnel -- Selection and appointment.
spellingShingle sales selection
California Psychological Inventory
California Psychological Inventory.
Employment tests.
Sales personnel -- Selection and appointment.
Frautschi, Patricia Hinojosa
Validity of the California Psychological Inventory as a Tool for Sales Selection
description The study investigated the predictive validity of the California Psychological Inventory (CPI) as a tool for sales selection. Two analyses were conducted. Study 1 consisted of 20 male home improvement representatives. The average net and gross closing ratios for a six month period were used as the criteria. The results indicted that none of the CPI scales differentiated between poor and good performers when correlated with the secondary criterion of gross closing ratios. These findings were contrary to a previous concurrent validity study. Study 2 investigated month to month retention/separation for 61 home improvement representatives, to determine if the CPI differentiated between short and long term success. Phi coefficients showed no statistical significance between retention/separation and the CPI profile score over time.
author2 Johnson, Douglas A.
author_facet Johnson, Douglas A.
Frautschi, Patricia Hinojosa
author Frautschi, Patricia Hinojosa
author_sort Frautschi, Patricia Hinojosa
title Validity of the California Psychological Inventory as a Tool for Sales Selection
title_short Validity of the California Psychological Inventory as a Tool for Sales Selection
title_full Validity of the California Psychological Inventory as a Tool for Sales Selection
title_fullStr Validity of the California Psychological Inventory as a Tool for Sales Selection
title_full_unstemmed Validity of the California Psychological Inventory as a Tool for Sales Selection
title_sort validity of the california psychological inventory as a tool for sales selection
publisher North Texas State University
publishDate 1987
url https://digital.library.unt.edu/ark:/67531/metadc504398/
work_keys_str_mv AT frautschipatriciahinojosa validityofthecaliforniapsychologicalinventoryasatoolforsalesselection
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