Dissertation/Thesis Abstract

The relationship between individual cognitive, behavior, and motivational characteristics and sales job performance
by Bernard, Valerie L., Ph.D., Capella University, 2016, 142; 10006521
Abstract (Summary)

The purpose of this quantitative research study is to analyze the relationship between individual cognitive, behavioral, and motivational characteristics and sales quota attainment for three industrial sales organizations in West Virginia. The intent of the study is to learn more about organizational efforts to implement an effective system for hiring to identify top performing talent in order to accomplish sales goals. From a human performance improvement perspective, this research study applies both the Behavior Engineering Model (Gilbert, 1978) and the Human Performance Improvement / HPT Model (Van Tiem, Moseley, & Dessinger, 2012). The Behavior Engineering Model allowed the researcher to determine which individual characteristics are relevant for the purpose of this study. The Human Performance Improvement/HPT Model further allowed the researcher to define the issue of the recruiting approach of sales as a performance gap. Individual cognitive, behavioral, and motivational characteristics of 238 sales representatives were assessed using a psychometric assessment tool, the ProfileXT© (Profiles International, I, 2007). A stepwise multiple regression was conducted to evaluate which ProfileXT© scale scores were most effective at predicting sales performance. The only factor significantly related to sales performance was Independence, F (1,236) = 18.286, p < .001, with a multiple correlation coefficient of .268, indicating that approximately 7.18% of the variance in sales performance could be accounted for by independence alone. Further analysis indicated no other significant predictor variables from the ProfileXT© scales. The researcher concluded with recommendations for future research.

Indexing (document details)
Advisor: Van Tiem, Darlene
Commitee: Flores, Paul, Robinson, Pamela
School: Capella University
Department: School of Education
School Location: United States -- Minnesota
Source: DAI-B 77/06(E), Dissertation Abstracts International
Subjects: Behavioral psychology, Occupational psychology, Quantitative psychology
Keywords: Assessment, Performance improvement, Sales performance, Sales quotas, Training
Publication Number: 10006521
ISBN: 9781339442785
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