Optimal stimulation level: Evidence relating to the role of OSL in predicting sales personnel performance

Optimal stimulation level: Evidence relating to the role of OSL in predicting sales personnel performance

The effectiveness of the selection process used by organizations to recruit new sales personnel is dependent on knowing what qualities to look for in a recruit. One popular approach in screening sales personnel has been the use of personality tests. The concept of optimal stimulation level (OSL) is...

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Veröffentlicht in:Services marketing quarterly 1993, Vol.10 (1), p.65-75
Hauptverfasser: Hanna, Nessim, Ridnour, Rick, Kizilbash, A. H.
Format: Artikel
Sprache:eng
Schlagworte:
Employee testing
Personality
Personnel selection
Polls & surveys
Real estate agents & brokers
Salespeople
Statistical analysis
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creator Hanna, Nessim
Ridnour, Rick
Kizilbash, A. H.
description The effectiveness of the selection process used by organizations to recruit new sales personnel is dependent on knowing what qualities to look for in a recruit. One popular approach in screening sales personnel has been the use of personality tests. The concept of optimal stimulation level (OSL) is proposed, in addition, as a discriminating variable in the selection process. According to this view, recruits characterized as high sensation seekers are thought of as having a higher probability of success in sales performance than low sensation seekers. An empirical study that dealt with sales personnel from 4 major real estate agencies was conducted to ascertain correlations between levels of sensation seeking and sales performance. Evidence from the study confirms that OSL correlates positively with sales performance. Variation in the level of sensation seeking can easily be measured through a number of available standardized inventories such as the Zuckerman's (1964) general sensation seeking scale (GSS).
doi_str_mv 10.1080/15332969.1993.9985109
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subjects Employee testing
Personality
Personnel selection
Polls & surveys
Real estate agents & brokers
Salespeople
Statistical analysis
title Optimal stimulation level: Evidence relating to the role of OSL in predicting sales personnel performance
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