The big five personality traits and individual job performance growth trajectories in maintenance and transitional job stages
成果类型：
Review
署名作者：
Thoresen, CJ; Bradley, JC; Bliese, PD; Thoresen, JD
署名单位：
Tulane University
刊物名称：
JOURNAL OF APPLIED PSYCHOLOGY
ISSN/ISSBN：
0021-9010
DOI：
10.1037/0021-9010.89.5.835
发表日期：
2004
页码：
835-853
关键词：
摘要：
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.
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