Improving assessment center criterion validity for salesperson selection: a socioanalytic approach

IF 3.9 Q2 BUSINESS

Journal of Personal Selling & Sales Management Pub Date : 2022-02-16 DOI:10.1080/08853134.2022.2037436

Bastian P Kückelhaus, J. Titze, G. Blickle

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Abstract

Abstract Assessment centers (ACs) are one of the most common selection and recruitment methods in today’s business world, with very high acceptance in practice. The AC research literature, however, has focused on managerial performance and neglected sales performance. Therefore, we assessed the features of ACs for sales positions. The results indicated that AC ratings designed for sales positions exhibited good interrater agreement and were distinct. The criterion-related validity of AC observer ratings was in the normal range of ACs designed for managerial jobs in terms of overall assessment rating scores. Additionally, we tested a new approach to ACs for salesperson selection based on the socioanalytic theory of personality. We hypothesized and found that motivation for sales success combined with social competence predicts field sales performance one year later. This interaction effect explained incremental variance in objective performance above and beyond exercises and overall assessment rating scores. Operational validity compared to the traditional approach increased by 25%. The true score criterion validity of the new approach was .49. We discuss implications and limitations.

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基于社会分析的方法提高销售人员选择评估中心标准的有效性

摘要评估中心（AC）是当今商业世界最常见的选拔和招聘方法之一，在实践中具有很高的接受度。然而，AC的研究文献集中在管理业绩上，而忽略了销售业绩。因此，我们评估了销售职位AC的特征。研究结果表明，为销售职位设计的AC评级表现出良好的内部一致性，并且是不同的。AC观察者评分的标准相关有效性在为管理工作设计的AC的正常范围内。此外，我们测试了一种基于人格社会分析理论的新的销售人员选择方法。我们假设并发现，销售成功的动机与社会能力相结合可以预测一年后的现场销售业绩。这种互动效应解释了在练习和整体评估评分之外，客观表现的增量差异。与传统方法相比，操作有效性提高了25%。新方法的真实得分标准有效性为.49。我们讨论了含义和局限性。

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来源期刊

Journal of Personal Selling & Sales Management BUSINESS-

CiteScore

5.70

自引率

36.40%

发文量

期刊介绍： As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals.