The Use of Human Judgement Models in Sales Force Selection Decisions

Patton III, W. E. Pat; King, Ronald H.
March 1992
Journal of Personal Selling & Sales Management;Spring92, Vol. 12 Issue 2, p1
Academic Journal
The purpose of this study was to examine the choice process by which sales managers select a salesperson from a pool of applicants. Sales managers randomly selected from a commercial mailing list were mailed a questionnaire containing a hypothetical selection scenario profiling several salespersons possessing differing qualifications and characteristics. Respondents were asked to make selection decisions based on the scenario by indicating their judgments of the overall qualifications of the candidates as well as situation-specific selection decisions. Simple and weighted linear compensatory models, in general, exhibit superior predictive ability to the non-compensatory models, but the predictive superiority is significantly less for situation- specific selection decisions than for judgments of overall qualifications.


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