Construct/Rational Biodata Dimensions to Predict Salesperson Performance: Report on the U.S. Department of Labor Sales Study

摘要: Abstract The U.S. Department of Labor's Assessment Research and Development Program proposed the Validation Methods Project to correct many problems noted by National Academy Sciences (NAS) with use General Aptitude Test Battery (GATB) as a tool for screening referring applicants prospective employers. One project's goals was development biodata form supplement GATB due evidence biodata's validity, in particular its incremental validity over that obtained cognitive ability tests, low adverse impact. Results study develop validate measure (Salesperson Biodata Questionnaire; SBQ) select salespersons are provided. A construct-rational approach used construction SBQ, concurrent validation conducted evaluate revised SBQ. SBQ showed significant validities predicting four performance composites Overall Performance. Leadership, Self-Motivation, Dependability, Multi-tasking Ability were strongest predictors salesperson job performance. value multivariate framework several patterns relationships emerged discussed.