Relationship between self-rated performance and pay satisfaction among sales representatives.

Tested E. E. Lawler's (1971) hypothesis that when amount of pay is controlled people who evaluate their own performance highly are less satisfied with their pay. 101 sales representatives completed a questionnaire containing measures of self-perceived performance, pay satisfaction, and other variables. They were also rated on job performance by their supervisors. The partial correlation between self-rated performance and pay satisfaction, holding amount of pay constant, was –.30, thereby supporting the hypothesis. Self-perceived performance was only slightly related to an objective measure of total sales/representative, supervisory ratings of performance, self-perceived age/tenure, or education. When these other variables were also controlled, self-perceived performance still correlated negatively with pay satisfaction. (9 ref) (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

The Big Five Personality Traits and Individual Job Performance Growth Trajectories in Maintenance and Transitional Job Stages.

This study extends the literature on personality and job performance through the use of random coefficient modeling to test the validity of the Big Five personality traits in predicting overall sales performance and sales performance trajectories--or systematic patterns of performance growth--in 2 samples of pharmaceutical sales representatives at maintenance and transitional job stages (K. R. Murphy, 1989). In the maintenance sample, conscientiousness and extraversion were positively associated with between-person differences in total sales, whereas only conscientiousness predicted performance growth. In the transitional sample, agreeableness and openness to experience predicted overall performance differences and performance trends. All effects remained significant with job tenure statistically controlled. Possible explanations for these findings are offered, and theoretical and practical implications of findings are discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Reward structure as a moderator of the relationship between extraversion and sales performance.

The proposition that the relationship between extraversion and sales performance is moderated by reward structure was investigated. Specific hypotheses were tested with data obtained from 152 sales representatives. One group of sales representatives was rewarded primarily for obtaining new sales and another primarily for retaining customers. Data pooled across the 2 groups showed that extraversion did not correlate significantly with either new sales or customer retention. However, moderator analysis revealed that extraversion was positively associated with the dimension of performance that was explicitly rewarded but not with the nonrewarded dimension. A significant correlation between conscientiousness and new sales, but not between conscientiousness and customer retention, was found with the pooled data. As expected, relationships between conscientiousness and sales performance were not moderated by reward structure. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Trait bandwidth and stages of job performance: Assessing differential effects for conscientiousness and its subtraits.

This study examined relationships with job performance at different stages of employee tenure for a broad personality measure (conscientiousness) and 2 more narrow subtraits (order and achievement). Applicants for a sales position were given a personality test as part of the hiring process. 85 of these applicants were eventually employed and participated in the study. 98 sales representatives who had previously been hired were also given the personality measure and participated in the study. Conscientiousness exhibited a consistent relationship with performance for employees in both the transition stage (newly hired employees) and the maintenance stage (veteran employees). In contrast, the more narrow subtraits exhibited differential relationships. Order correlated more strongly with performance in the transition stage, whereas achievement correlated more strongly in the maintenance stage. In the respective samples, order and achievement also provided incremental validity beyond conscientiousness. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Comparative analysis of the reliability of job performance ratings.

This study used meta-analytic methods to compare the interrater and intrarater reliabilities of ratings of 10 dimensions of job performance used in the literature; ratings of overall job performance were also examined. There was mixed support for the notion that some dimensions are rated more reliably than others. Supervisory ratings appear to have higher interrater reliability than peer ratings. Consistent with H. R. Rothstein (1990), mean interrater reliability of supervisory ratings of overall job performance was found to be .52. In all cases, interrater reliability is lower than intrarater reliability, indicating that the inappropriate use of intrarater reliability estimates to correct for biases from measurement error leads to biased research results. These findings have important implications for both research and practice. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Relationships between job difficulty, employee's attitude toward his job, and supervisory ratings of the employee effectiveness.

Using correlational techniques, an investigation was made of the relationships between job difficulty (estimated by job evaluation factors), employee attitudes toward his job, and job environment, and supervisory ratings of employee performance. As job difficulty increased, employee attitudes were significantly more positive toward the job, management, and communication, and opportunity for advancement. Partial correlations showed that the relationship between job satisfaction and job difficulty increased when the effects of general morale were eliminated. Supervisory ratings of employee effectiveness were significantly rated (negatively) to employee salary and job tenure. Correlations between employee's attitude dimensions indicate increasing complexity of job content and increased content with people as a part of the job, are positively related to an employee's attitude toward his job. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Effects of impression management and self-deception on the predictive validity of personality constructs.

This study tests whether 2 types of response distortion (self-deception and impression management) affect the predictive validity of 2 of the "Big 5" personality dimensions, conscientiousness and emotional stability, in 2 applicant samples of long-haul semitruck drivers (n?=?147 and n?=?139). As hypothesized, conscientiousness (p?=?–.26 and –.26) and emotional stability (p?=?–.23 and –.21 ) were valid predictors of voluntary turnover in the 2 samples. Also as hypothesized, conscientiousness was a valid predictor of supervisory ratings of performance (p?=?.41 and .39 ) in the 2 samples. Although not hypothesized, emotional stability was also significantly related to supervisor ratings of performance (p?=?.23 and .27). Results from structural equations modeling indicated that applicants did distort their scores on both personality dimensions and the distortion occurred both through self-deception and impression management; however, neither type of distortion attenuated the predictive validities of either personality construct. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Validity of observer ratings of the big five personality factors.

Examined the validity of observer (supervisor, coworker, and customer) ratings and self-ratings of personality measures. Results based on a sample of 105 sales representatives supported the 2 hypotheses tested. First, supervisor, coworker, and customer ratings of the 2 job-relevant personality dimensions—conscientiousness and extraversion—were valid predictors of performance ratings, and the magnitude of the validities was at least as large as for self-ratings. Second, supervisor, coworker, and customer ratings accounted for significant variance in the criterion measure beyond self-ratings alone for the relevant dimensions. Overall, the results suggest that validities of personality measures based on self-assessments alone may underestimate the true validity of personality constructs. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Perceptions of organizational politics as a moderator of the relationship between consciousness and job performance.

Meta-analytic studies of the relationships between the five-factor model of personality constructs and job performance indicate that conscientiousness has been the most consistent predictor. Recent research has sought to identify situational factors that may explain additional variance beyond what has been reported by simple bivariate relationships. The authors hypothesized that perceptions of organizational politics would moderate the relationship between conscientiousness and job performance. Data collected from 234 male and 579 female workers in 4 organizations indicated that conscientiousness was related to job performance among workers perceiving average to high levels of organizational politics but unrelated to performance among workers perceiving low levels of organizational politics. Moreover, perceptions of organizational politics were negatively related to job performance only among workers of average to low levels of conscientiousness. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Personality and job performance: Test of the mediating effects of motivation among sales representatives.

Research shows consistent relations between personality and job performance. In this study the authors develop and test a model of job performance that examines the mediating effects of cognitive-motivational work orientations on the relationships between personality traits and performance in a sales job (N=164). Covariance structural analyses revealed proximal motivational variables to be influential mechanisms through which distal personality traits affect job performance. Specifically, striving for status and accomplishment mediate the effects of Extraversion and Conscientiousness on ratings of sales performance. Although Agreeableness was related to striving for communion, neither Agreeableness nor communion striving was related to success in this sales job. The importance of the proposed motivational orientations model is discussed. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Impact of job experience and ability on job knowledge, work sample performance, and supervisory ratings of job performance.

Based on data from 4 independent studies reported by R. Vineberg and E. N. Taylor (1972) with a total sample size of 1,474, path analysis was used to examine the causal impact of job experience on job knowledge, performance capability as measured by job sample tests, and supervisory ratings of job performance. Findings support the conclusion that (1) when mean job experience is 2–3 yrs, there is substantial variance in job experience and (2) when the jobs are of an intermediate complexity level, job experience has a substantial direct impact on job knowledge and a smaller direct impact on performance capabilities as assessed by job sample measures. Job experience also has a substantial indirect effect on work sample performance through its effect on job knowledge, which, in turn, was found to be the strongest determinant of work sample performance. The pattern and magnitude of causal effects of general mental ability were similar to those of job experience. The effect of job knowledge on supervisory ratings was several times stronger than the effect of job sample performance, confirming the findings of J. E. Hunter (1983). When job experience was held constant, the direct impact of ability on the acquisition of job knowledge increased substantially, and this, in turn, increased the indirect effect of ability on job sample performance. (28 ref) (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Job characteristics, flow, and performance: The moderating role of conscientiousness.

The present article aims to show the importance of positive work-related experiences within occupational health psychology by examining the relationship between flow at work (i.e., absorption, work enjoyment, and intrinsic work motivation) and job performance. On the basis of the literature, it was hypothesized that (a) motivating job characteristics are positively related to flow at work and (b) conscientiousness moderates the relationship between flow and other ratings of (in-role and out-of-role) performance. The hypotheses were tested on a sample of 113 employees from several occupations. Results of moderated structural equation modeling analyses generally supported the hypotheses. Motivating job characteristics were predictive of flow, and flow predicted in-role and extra-role performance, for only conscientious employees. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

The role of goal-focused leadership in enabling the expression of conscientiousness.

The authors tested the hypothesis that goal-focused leadership enables conscientious workers to perform effectively by helping them to accurately understand organizational goal priorities. Data collected from 162 workers in a private sector document processing organization supported the hypotheses that goal-focused leadership moderates the relationship between conscientiousness and job performance and that person–organization goal congruence mediates this moderated relationship. Specifically, conscientiousness was more strongly positively related to performance among workers who perceived that their supervisors effectively set goals and defined roles, responsibilities, and priorities than among workers who did not perceive this type of goal-focused leadership. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Convergence of stranger ratings of personality and intelligence with self-ratings, partner ratings, and measured intelligence.

Several studies have shown above-chance agreement of self-reports on extraversion and conscientiousness with ratings by strangers, indicating that ratings by strangers might be quite accurate. Because self-reports are a less-than-ideal criterion to evaluate the accuracy of stranger ratings, however, the present study compared them also with ratings by acquaintances and with targets' performance on an intelligence test. Ratings of extraversion, conscientiousness, and intelligence by strangers having been exposed to a videotape of targets were significantly related to self-reports of these traits as well as to ratings by acquaintances. Moreover, ratings of intelligence by strangers were related to targets' measured intelligence, provided that judges had been exposed to a sound film of the targets. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Perceived overqualification and its outcomes: The moderating role of empowerment.

Research shows that perceived overqualification is related to lower job attitudes and greater withdrawal behaviors but to higher supervisor ratings of performance. Drawing upon relative deprivation theory, the authors proposed and tested empowerment as a moderator of the relationship between perceived overqualification and job satisfaction, intentions to remain, voluntary turnover, and objective sales performance to examine if negative outcomes could be lessened while stimulating even higher performance. Hierarchical linear modeling results from a sample of 244 sales associates working in 25 stores of a Turkish retail chain show that empowerment ameliorated the negative effects of perceived overqualification on job satisfaction, intentions to remain, and voluntary turnover. Empowerment did not affect the positive relationship between perceived overqualification and objective sales performance. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Predicting supervisory ratings versus promotional progress in test validation studies.

Two test validation studies are described in which performance-over-time (promotional progress) yielded significantly higher correlations with ability test predictors than did supervisory ratings of present performance. The point is made that although supervisor ratings are used as the performance criterion in the great majority of validation studies, performance-over-time, as represented in promotional progress, may often provide a more reliable and valid criterion measure of job performance. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

An examination of two alternative techniques to estimate the standard deviation of job performance in dollars.

Two methods for estimating dollar standard deviations were investigated in a simulated environment. 19 graduate students with management experience managed a simulated pharmaceutical firm for 4 quarters. Ss were given information describing the performance of sales representatives on 3 job components. Estimates derived using the method developed by F. L. Schmidt et al (see record 1981-02231-001) were relatively accurate with objective sales data that could be directly translated to dollars, but resulted in overestimates of means and standard deviations when data were less directly translatable to dollars and involved variable costs. An additional problem with the Schmidt et al procedure involved the presence of outliers, possibly caused by differing interpretations of instructions. The Cascio-Ramos estimate of performance in dollars (CREPID) technique, proposed by W. F. Cascio (1982), yielded smaller dollar standard deviations, but Ss could reliably discriminate among job components in terms of importance and could accurately evaluate employee performance on those components. Problems with the CREPID method included the underlying scale used to obtain performance ratings and a dependency on job component intercorrelations. (11 ref) (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Incremental validity of situational judgment tests.

Using 3 different samples, the authors assessed the incremental validity of situational judgment inventories (SJIs), relative to job knowledge, cognitive ability, job experience, and conscientiousness, in the prediction of job performance. The SJI was a valid predictor in all 3 samples and incrementally so in 2 samples. Relative to the other predictors, SJI's partial correlation with performance, controlling for the other 4 predictors, was superior in most comparisons. Subgroup differences on the SJI also appear to be less than those for cognitive ability and job knowledge, but greater than differences in conscientiousness. The SJI should prove to be a valuable additional measure in the prediction of job performance, but several additional areas of research are suggested. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

The work-family interface and job performance: Moderating effects of conscientiousness and perceived organizational support.

Based on conservation of resources (COR) theory, the authors hypothesized that two aspects of the work-family interface--family-to-work conflict (FWC) and family-to-work enrichment (FWE)--are related to job performance. The authors also hypothesized that two variables moderate those relationships--individual differences in conscientiousness and aspects of the work environment in terms of perceived organizational support (POS). Data collected from a matched set of 136 private sector workers and their respective supervisors revealed that high FWC was more strongly related to lower job performance: (1) among high- than low-conscientiousness workers and (2) among workers reporting low rather than high levels of organizational support. However, FWE was unrelated to job performance. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Relationship of core self-evaluations to goal setting, motivation, and performance.

A newly developed personality taxonomy suggests that self-esteem, locus of control, generalized self-efficacy, and neuroticism form a broad personality trait termed core self-evaluations. The authors hypothesized that this broad trait is related to motivation and performance. To test this hypothesis, 3 studies were conducted. Study 1 showed that the 4 dispositions loaded on 1 higher order factor. Study 2 demonstrated that the higher order trait was related to task motivation and performance in a laboratory setting. Study 3 showed that the core trait was related to task activity, productivity as measured by sales volume, and the rated performance of insurance agents. Results also revealed that the core self-evaluations trait was related to goal-setting behavior. In addition, when the 4 core traits were investigated as 1 nomological network, they proved to be more consistent predictors of job behaviors than when used in isolation. (PsycINFO Database Record (c) 2010 APA, all rights reserved)