Attributional style as a personality factor in insurance sales performance in the UK

Journal of Occupational and Organizational Psychology

Volumn 69, Issue 1, 1996, Pages 83-87

  Corr, Philip J ^a,b   Gray, Jeffrey A ^a  

^a KING'S COLLEGE LONDON   (United Kingdom)

^b UNIVERSITY OF LONDON   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0030500042     PISSN: 09631798     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.2044-8325.1996.tb00601.x     Document Type: Article

References (11)

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3. Corr, P. J. & Gray, J. A. (1995a). Attributional style, socialization and cognitive ability as predictors of sales success: A predictive validity study. Personality and Individual Differences, 18, 241-252.
4. Corr, P. J. & Gray, J. A. (1995b). Relationship between attributional style and lie scores in an occupational sample motivated to fake good. Personality and Individual Differences, 18, 433-435.
5. Furnham, A., Sadka, V. & Brewin, C. R. (1992). The development of an occupational attributional style questionnaire. Journal of Organizational Behaviour, 13, 27-39.
6. Peterson, C., Semmel, A., Von Baeyer, C., Abramson, L. Y., Metalsky, G. I. & Seligman, M. E. P. (1982). The attributional style questionnaire. Cognitive Therapy and Research, 6, 287-300.
7. Schulman, P., Seligman, M. E. P. & Amsterdam, D. (1987). The attributional style questionnaire is not transparent. Behaviour Research and Therapy, 25, 391-395.
8. Seligman, M. E. P. (1991). Learned Optimisim. New York: Knopf.
9. Seligman, M. E. P., Abramson, L. Y., Semmel, A. & von Baeyer, C. (1979). Depressive attributional style. Journal of Abnormal Psychology, 88, 242-247.
10. Seligman, M. E. P. & Schulman, P. (1986). Explanatory style as a predictor of productivity and quitting among life insurance sales agents. Journal of Personality and Social Psychology, 50, 832-838.
11. Sinclair, P. & Barrow, S. (1992). Identifying personality traits predictive of performance. Selection and Development Review, 8, 2-4.