Predicting Success and Failure in Life Insurance Sales: A Comparison of Three Psychological Methods

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Description

The marketing of personnel assessment services by a variety of individuals and groups has developed into a highly competitive, somewhat unstable, and unusually controversial major American merchandising effort. This study contains a review of the promotional materials and activities of several commercial assessment organizations. Emphasis has been placed upon various "scientific breakthroughs" in the field, including, when possible, the descriptive as well as the predictive utilities that are claimed to result from their use. Three procedures were studied under actual industrial conditions, using tenure and productivity measures as criteria. None of the procedures was found to be significantly predictive in ... continued below

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iv, 60 leaves

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Dudley, George W. December 1974.

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  • Dudley, George W.

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Description

The marketing of personnel assessment services by a variety of individuals and groups has developed into a highly competitive, somewhat unstable, and unusually controversial major American merchandising effort. This study contains a review of the promotional materials and activities of several commercial assessment organizations. Emphasis has been placed upon various "scientific breakthroughs" in the field, including, when possible, the descriptive as well as the predictive utilities that are claimed to result from their use. Three procedures were studied under actual industrial conditions, using tenure and productivity measures as criteria. None of the procedures was found to be significantly predictive in this instance.

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iv, 60 leaves

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  • December 1974

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  • June 24, 2015, 9:39 a.m.

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  • Aug. 24, 2016, 8:44 a.m.

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Dudley, George W. Predicting Success and Failure in Life Insurance Sales: A Comparison of Three Psychological Methods, thesis, December 1974; Denton, Texas. (digital.library.unt.edu/ark:/67531/metadc663685/: accessed June 22, 2018), University of North Texas Libraries, Digital Library, digital.library.unt.edu; .