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| Tekijä: | Barrick, M. R. Stewart, G. L. Piotrowski, M. |
| Otsikko: | Personality and job performance: test of the mediating effects of motivation among sales representatives |
| Lehti: | Journal of Applied Psychology
2002 : FEB, VOL. 87:1, p. 43-51 |
| Asiasana: | Job performance Personality measurement Individual behaviour Salesmen |
| Kieli: | eng |
| Tiivistelmä: | 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 communition, neither Agreeableness nor communion striving was related to success in this sales job. The importance of the proposed motivational orientations model is discussed. |
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