Personality and Cognitive Ability as Predictors of the Job Performance of Insurance Sale People

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dc.contributor.author La Grange, L
dc.contributor.author Roodt, Gert
dc.date.accessioned 2007-11-21T08:34:59Z
dc.date.available 2007-11-21T08:34:59Z
dc.date.issued 2001
dc.identifier.citation 27(3), 35-43 en
dc.identifier.uri http://hdl.handle.net/10210/122
dc.description.abstract The purpose of this study was to determine whether personality and a measure of cognitive ability (’verbal reasoning ability’) would significantly predict the job performance (’managerial ratings’) of sales people in a large South African insurance company. The Customer Contact Styles Questionnaire (CCSQ 5.2) and the Verbal Evaluation Test (VCC 3) were administered to 170 broker consultants, and their managers rated their job performance on the Customer Contact Competency Inventory (CCCI). By making use of multiple regression analysis it was found that certain personality dimensions significantly predict job performance, and that ’verbal reasoning ability’ did not have any significant predictive power. These findings, the implications thereof and suggestions for possible further research are discussed. en
dc.language.iso en en
dc.publisher SA Journal of Industrial Psychology en
dc.subject Job performance en
dc.subject Cognitive ability en
dc.subject Customer contact styles quesstionaire en
dc.subject Personality en
dc.subject Customer Contact Competency Inventory en
dc.subject Verbal evaluation test en
dc.title Personality and Cognitive Ability as Predictors of the Job Performance of Insurance Sale People en
dc.type Article en

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