| Автор | Hanna, Nessim |
| Автор | Ridnour, Rick E. |
| Автор | Kizilbash, A H |
| Дата выпуска | 1994 |
| dc.description | The effectiveness of the selection process used by organizations to recruit new sales personnel is depcndent on know- ing what qualities to look for in a recruit. One popular approach in screening sales personnel has been the use of personality tests. This article proposes, in addition, the concept of Optimal Stimulation Level as a discriminating variable in the seleclion process. Accord- ing to this view, recruits characterized as high sensation seekers are thought of as having a higher probability of success in sales perfor- mance than low sensation seekcrs. An empirical study which dealt with sales personnel from four major real estate agencies was con- ducted to ascertain correlations between levels of sensation seeking and sales performance. Evidcnce from the study confirms that OSL correlates positively with sales performance. Based on these results, the concept of Optimal Stimulation Level provides a useful discrimi- nating tool in the selection of sales personnel. Variations in the level of sensation seeking can easily be measured through a number of available standardized inventories such as the Zuckerman's General Sensation Seeking Scale (GSSS). |
| Формат | application.pdf |
| Издатель | Taylor & Francis Group |
| Копирайт | Copyright Taylor and Francis Group, LLC |
| Название | Optimal Stimulation Level |
| Тип | research-article |
| DOI | 10.1300/J090v10n01_08 |
| Print ISSN | 0748-4623 |
| Журнал | Journal of Professional Services Marketing |
| Том | 10 |
| Первая страница | 65 |
| Последняя страница | 76 |
| Аффилиация | Kizilbash, A H; Professor of Marketing Emiritus, Dekalb, IL, 60115, kizilbash@niu.edu |
| Выпуск | 1 |
