The DOI matches its Crossref record; 113 of the 113 references it cites were found in a registry or an index.
The Big Five Personality Traits and Individual Job Performance Growth Trajectories in Maintenance and Transitional Job Stages.
Abstract
This study extends the literature on personality and job performance through the use of random coefficient modeling to test the validity of the Big Five personality traits in predicting overall sales performance and sales performance trajectories--or systematic patterns of performance growth--in 2 samples of pharmaceutical sales representatives at maintenance and transitional job stages (K. R. Murphy, 1989). In the maintenance sample, conscientiousness and extraversion were positively associated with between-person differences in total sales, whereas only conscientiousness predicted performance growth. In the transitional sample, agreeableness and openness to experience predicted overall performance differences and performance trends. All effects remained significant with job tenure statistically controlled. Possible explanations for these findings are offered, and theoretical and practical implications of findings are discussed.
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Cites
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Cited by
Personality and Individual Differences
Smith, M. B., Jordan, P., & Wallace, J. C. (2015) · The Wiley Blackwell Handbook of the Psychology of Occupational Safety and Workplace Health · doi:10.1002/9781118979013.ch2 · Cited by 2,577
Judge, T. A., & Zapata, C. P. (2015) · Academy of Management Journal · doi:10.5465/amj.2010.0837 · Cited by 738
Tett, R. P., Toich, M. J., & Ozkum, S. B. (2021) · Annual Review of Organizational Psychology and Organizational Behavior · doi:10.1146/annurev-orgpsych-012420-062228 · Cited by 363
Individual adaptive performance in organizations: A review: ADAPTIVE PERFORMANCE: A REVIEW
Jundt, D. K., Shoss, M. K., & Huang, J. L. (2015) · Journal of Organizational Behavior · doi:10.1002/job.1955 · Cited by 311
Hülsheger, U. R., Lang, J. W. B., Depenbrock, F., Fehrmann, C., Zijlstra, F. R. H., & Alberts, H. J. E. M. (2014) · Journal of Applied Psychology · doi:10.1037/a0037702 · Cited by 281
Metadata
- Authors
- Thoresen, C. J., Bradley, J. C., Bliese, P. D., & Thoresen, J. D.
- Venue
- Journal of Applied Psychology
- Published
- 2004
- Volume
- 89
- Issue
- 5
- Pages
- 835-853
- ISSN
- 0021-9010 (ISSN-L)
- 1939-1854
- OpenAlex
- W2119123746
- Cited by
- 305
- References
- 113
- FWCI
- 11.51
- Type
- journal article
- Language
- en
- Open access
- closed
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- Thoresen, C. J., Bradley, J. C., Bliese, P. D., & Thoresen, J. D. (2004). The Big Five Personality Traits and Individual Job Performance Growth Trajectories in Maintenance and Transitional Job Stages. Journal of Applied Psychology. https://doi.org/10.1037/0021-9010.89.5.835
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
