Internal validation of a biodata extraversion scale for salespeople

Social Behavior and Personality

Volumn 35, Issue 5, 2007, Pages 675-692

  Oviedo García, M Ángeles ^a  

^a UNIVERSITY OF SEVILLE   (Spain)

Author keywords

Biographical data; Confirmatory factor analysis; Extraversion construct; Personality scales and inventories; Salespeople

Indexed keywords

EID: 34548304846     PISSN: 03012212     EISSN: None     Source Type: Journal    
DOI: 10.2224/sbp.2007.35.5.675     Document Type: Article

References (54)

1. Allworth, E., & Hesketh, B. (1999). Construct-oriented biodata: Capturing change-related and contextually relevant future performance. International Journal of Selection and Assessment, 7, 97-111.
2. Allworth, E., & Hesketh, B. (2000). Job requirements biodata as a predictor of performance in customer service roles. International Journal of Selection and Assessment, 8, 137-147.
3. Altink, W. M. M. (1991). Construction and validation of biodata selection instrument. European Work and Organizational Psychologist, 1, 245-270.
4. Balluerka, N. (1999). Planificación de la investigación. La validez del diseño. Salamanca: Amarú.
5. Barrick, M. R., & Mount, M. K. (1993). Autonomy as a moderator of the relationships between the big five personality dimensions and job performance. Journal of Applied Psychology, 78, 111-118.
6. Barrick, M., & Mount, M. (1991). The big five personality dimensions and job performance: A metaanalysis. Personnel Psychology, 44, 1-26.
7. Barrick, M. R., Stewart, G. L., & Piotrowski, M. (2002). Personality and job performance. Test of the mediating effects of motivation among sales representatives. Journal of Applied Psychology, 87, 43-51.
8. Bentler, P. M., & Bonnet, D. G. (1980). Significance test and goodness of fit in the analysis of covariance structures. Psychological Bulletin, 88, 588-606.
9. Browne, M. W., & Cudeck, R. (1993). Alternative ways of assessing model fit. In K. A. Bollen & J. S. Long (Eds.), Testing structural equation models (pp. 136-162). Newbury Park: Sage.
10. Campbell, D. T., & Fiske, D. W. (1959). Convergent and discriminant validation by the multitrait-multimethod matrix. Psychological Bulletin, 56, 81-105.
11. Carlson, K. D., Scullen, S. E., Schmidt, E L., Rothstein, H., & Erwin, F. (1999). Generalizable biographical data validity can be achieved without multi-organizational development and keying. Personnel Psychology, 52, 731-755.
12. Childs, A., & Klimoski, R. J. (1986). Successfully predicting career success: An application of the biographical inventory. Journal of Applied Psychology, 71, 3-8.
13. Costa, P. T., & McCrae, R. R. (1995). Primary traits of Eysenck's PEN system: Three- and five-factor solutions. Personality and Social Psychology, 69, 308-317.
14. Cunningham, M. R. (1988a). Does happiness mean friendliness? Induced mood and heterosexual self-disclosure. Personality and Social Psychology Bulletin, 14, 283-297.
15. Cunningham, M. R. (1988b). What do you do when you're happy or blue? Mood, expectancies, and behavioral interest. Motivation and Emotion, 12, 309-331.
16. Depue, R. A., & Collins, P. E (1999). Neurobiology of the structure of personality: Dopamine, facilitation of incentive motivation, and extraversion. Behavioral and Brain Sciences, 22, 1-79.
17. Dunn, W S., Mount, M. K., Barrick, M. R., & Ones, D. S. (1995). Relative importance of personality and general mental ability in managers' judgements of applicant qualifications. Journal of Applied Psychology, 80, 500-509.
18. Fornell, C., & Larcker, D. (1981). Evaluating structural equation models with unobservable variables and measurement error: Algebra and statistics. Journal of Marketing Research, 18, 39-50.
19. Frei, R. L., & McDaniel, M. A. (1998). Validity of customer service measures in personnel selection: A review of criterion and construct evidence. Human Performance, 11, 1-27.
20. Garson, D. (2001). Quantitative research in public administration. Structural Equation. Retrieved September 10, 2004, from http://www2.chass. ncsu.edu/garson/pa765/semAMOS1.htm
21. Gerbing, D. W., & Anderson, J. C. (1993). Monte Carlo evaluations of goodness-of-fit indices for structural equation models. In K. A. Bollen & J. S. Long (Eds.), Testing structural equation models (pp. 1-9). Newbury Park: Sage Publications.
22. Gerbing, D. W., & Anderson, J. C. (1988). An updated paradigm for scale development incorporating unidimensionality and its assessment. Journal of Marketing Research, 25, 186-192.
23. Hair, J. F., Anderson, R. E., Tatham, R. L., & Black, W. C. (1999). Análisis multivariate (5th ed.). Madrid: Prentice-Hall.
24. Hills, P., & Argyle, M. (2001). Happiness, introversion-extraversion and happy introverts. Personality and Individual Differences, 30, 595-608.
25. Hu, L. T., & Bentler, P. M. (1995). Evaluating model fit. In R. H. Hoyle (Ed.), Structural equation modelling (pp. 76-99). Thousand Oaks: Sage.
26. Karas, M., & West, J. (1999). Construct-oriented biodata development for selection to a differentiated performance domain. International Journal of Selection and Assessment, 7, 86-96.
27. Kenny, D. A. (2001). Structural equation modeling. Multiple factor models. Retrieved May 25, 2005, from http://davidakenny.net/cm/causalm.htm
28. Lucas, R. E., & Diener, E. (2001). Understanding extraverts' enjoyment of social situations: The importance of pleasantness. Journal of Personality and Social Psychology, 81, 343-356.
29. Lucas, R. E., Diener, E., Grob, A., Suh, E. M., & Shao, L. (2000). Cross-cultural evidence for the fundamental features of extraversion. Journal of Personality and Social Psychology, 79, 452-468.
30. Lucas, R. E., & Fujita, F. (2000). Factors influencing the relation between extraversion and pleasant affect. Journal of Personality and Social Psychology, 79, 1039-1056.
31. Luque, T. (2000). Técnicas de análisis en marketing. Madrid: Pirámide.
32. Mael, F. A. (1991). A conceptual rationale for domains and attributes of biodata items. Personnel Psychology, 44, 763-792.
33. Mael, E A., & Ashforth, B. E. (1995). Loyal from day one: Biodata, organizational identification and turnover among newcomers. Personnel Psychology, 48, 309-333.
34. Marshall, G. W., Goebel, D. J., & Moncrief, W. (2003). Hiring for success at buyer-seller interface. Journal of Business Research, 56, 247-255.
35. McDonald, R. P., & Marsh, H. W. (1990). Choosing a multivariate model: Noncentrality and goodness of fit. Psychological Bulletin, 107, 247-255.
36. Mount, M. K, Witt, L. A., & Barrick, M. R. (2000). Incremental validity of empirically keyed biodata scales over GMA and the five factor personality constructs. Personnel Psychology, 53, 299-323.
37. Mumford, M. D., Stokes, G. S., & Owens, W. A. (1990). Patterns of life adaptation: The ecology of human individuality. Hillsdale: Erlbaum.
38. Nickels, B. J. (1994). The nature of biodata. In G. S. Stokes, M. D. Mumford, & W. A. Owens (Eds.), Biodata handbook: Theory, research, and use of biographical information in selection and performance prediction (pp. 1-16). Palo Alto: Consulting Psychologists Press.
39. Nunnally, J. C., & Berstein, I. H. (1994). Psychometric theory. New York: McGraw-Hill.
40. Nyhus, E., & Pons, E. (2005). The effects of personality on earnings. Journal of Economic Psychology, 26, 363-384.
41. Oswald, E L., Schmitt, N., Kim, B. H., Ramsay, L. J., & Gillespie, M. A. (2004). Developing a biodata measure and situational judgment inventory as predictors of college student performance. Journal of Applied Psychology, 89, 187-207.
42. Salgado, J. E (1997). The five factor model of personality and job performance in the European Community. Journal of Applied Psychology, 82, 30-43.
43. Shackleton, V., & Newell, S. (1997). International assessment and selection. In N. Anderson, & P. Herriot (Eds.), International handbook of selection and assessment (pp. 81-95). New York: John Wiley & Sons, Inc.
44. Sharma, A., & Levy, M. (2003). Salespeople's affect toward customers: Why should it be important for retailers? Journal of Business Research, 56, 523-528.
45. Sharma, S., Mukherjee, S., Kumar, A., & Dillon, W. R. (2005). A simulation study to investigate the use of cut-off values for assessing fit in covariance structure models. Journal of Business Research, 58, 935-943.
46. SSI (Scientific Software International, Inc.) (n.d.). LISREL. Retrieved October 10, 2001, from http://www.ssicentral.com/lisrel/lis00463.htm
47. Steenkamp, J. E. M., & Baumgartner, H. (2000). On the use of structural equation models for marketing modeling. International Journal of Research in Marketing, 17, 195-202.
48. Stokes, G. S., & Searcy, C. A. (1999). Specification of scales in biodata form development: Rational vs. empirical and global vs. specific. International Journal of Selection and Assessment, 7, 72-85.
49. Stokes, G. S., Mumford, M. D., & Owens, W. A. (1989). Life history prototypes in the study of human individuality. Journal of Personality, 57, 509-545.
50. Stokes, G. S., Toth, C. S., Searcy, C. A., Stroupe, J. P., & Carter, G. W. (1999). Construct/rational biodata dimensions to predict salesperson performance: Report on the U.S. Department of Labor Sales Study. Human Resource Management Review, 9, 185-218.
51. Tanner, J. F., & Shipp, S. (2005). Sales technology within the salesperson's relationships: A research agenda. Industrial Marketing Management, 34, 305-312.
52. Watson, D., & Clark, L. A. (1997). Extraversion and its positive emotional core. In R. Hogan, J. Johnson, & S. Briggs (Eds.), Handbook of personality psychology (pp. 767-793). San Diego: Academic Press.
53. Widaman, K. F., & Thomspon, J. S. (2003). On specifying the null model for incremental fit indices in structural equation modelling. Psychological Methods, 8, 16-37.
54. Zuckerman, M., Kuhlman, D. M., Joireman, J., Teta, P., & Kraft, M. (1993). A comparison of three structural models for personality: The big three, the big five and the alternative five. Journal of Personality and Social Psychology, 65, 757-768.