Validity of the California Psychological Inventory as a Tool for Sales Selection

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The study investigated the predictive validity of the California Psychological Inventory (CPI) as a tool for sales selection. Two analyses were conducted. Study 1 consisted of 20 male home improvement representatives. The average net and gross closing ratios for a six month period were used as the criteria. The results indicted that none of the CPI scales differentiated between poor and good performers when correlated with the secondary criterion of gross closing ratios. These findings were contrary to a previous concurrent validity study. Study 2 investigated month to month retention/separation for 61 home improvement representatives, to determine if the CPI ... continued below

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v, 35 leaves : ill.

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Frautschi, Patricia Hinojosa August 1987.

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  • Frautschi, Patricia Hinojosa

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Description

The study investigated the predictive validity of the California Psychological Inventory (CPI) as a tool for sales selection. Two analyses were conducted. Study 1 consisted of 20 male home improvement representatives. The average net and gross closing ratios for a six month period were used as the criteria. The results indicted that none of the CPI scales differentiated between poor and good performers when correlated with the secondary criterion of gross closing ratios. These findings were contrary to a previous concurrent validity study. Study 2 investigated month to month retention/separation for 61 home improvement representatives, to determine if the CPI differentiated between short and long term success. Phi coefficients showed no statistical significance between retention/separation and the CPI profile score over time.

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v, 35 leaves : ill.

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UNT Theses and Dissertations

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  • August 1987

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  • May 10, 2015, 6:16 a.m.

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  • Nov. 3, 2016, 10:30 a.m.

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Citations, Rights, Re-Use

Frautschi, Patricia Hinojosa. Validity of the California Psychological Inventory as a Tool for Sales Selection, thesis, August 1987; Denton, Texas. (digital.library.unt.edu/ark:/67531/metadc504398/: accessed December 16, 2017), University of North Texas Libraries, Digital Library, digital.library.unt.edu; .