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題名 | 人格五因素模式預測銷售績效的效度--NEO-PI-R量表的檢驗與應用=Validity of the Five-Factor Model of Personality in Predicting Sales Performance: Inspection and Application of the NEO-PI-R |
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作者 | 黃仁宏; 沈聰益; Huang, Jen-hung; Shen, Tsung-yi; |
期刊 | 管理學報 |
出版日期 | 20030600 |
卷期 | 20:3 2003.06[民92.06] |
頁次 | 頁457-481 |
分類號 | 179.3 |
語文 | chi |
關鍵詞 | 人格; 五因素模式; 銷售績效; 保險業; Personality; Five-factor model; NEO-PI-R; Sales performance; Life insurance; |
中文摘要 | 人格五因素模式近年來獲得許多研究的支持,跨文化的檢驗也初步證實普遍適用性。NEO-PI-R人格量表即量測此五因素:神經質、外向性、開放性、友善性及嚴謹性。然而部分亞洲樣本的研究結果,卻呈現外向性和友善性兩個有關人際互動的維度,有混雜交錯的情形。本文針對保險業務員進行實證研究,發現人何結構的因素分析型態,重現了這種混雜交錯的情形。進一步從人格特質與銷售績效的相關分析中,發現以「支配性」和「愛」命名的人際特質建構方式,具備較佳的準則相關效度與收斂效度。有關人格五因素模式在跨文化檢驗中,人際特質層面的歧異及其文化意涵,有必要進行審慎的研究與探查,在實證應用直接擷取人格五因素做為預測變數時,更需要注意此方面細緻的差異。 |
英文摘要 | Five-factor model of personality had gain supports from many studies in recent years. Preliminary evidences in cross-cultural inspection also confirmed its generalizability. The Revised NEO Personality Inventory was designed to measure the Big Five: Neuroticism, Extraversion, Openness, Agreeableness and Conscientiousness. However, in some studies of Asian samples, there was a commingling problem between Extraversion and Agreeableness, the two interpersonal dimensions. The present study of life insurance salespeople did replicate such commingling problem in the pattern of factor structure. Further analyses of correlations between personality and sales performance show that they are more valid in both criterion-related validity and convergent validity when interpersonal factors were structured and labeled as Dominance and Love instead of Extraversion and Agreeableness. The differences in interpersonal dimensions of the five-factor model of personality that had been explored under cross-cultural circumstances should be examined prudently, especially when using the Big Five as predictors in empirical research. |
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