Table 1
Spearman’s Rank Correlation and Descriptive Statistics.
| VARIABLE | N | M | SD | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| 1. CO | 288 | 122.52 | 10.65 | – | ||||||||
| 2. ES | 288 | 117.60 | 13.68 | .45** | – | |||||||
| 3. EX | 288 | 112.65 | 14.31 | .31** | .34** | – | ||||||
| 4. OP | 288 | 103.76 | 12.62 | .24** | .09 | .45** | – | |||||
| 5. AG | 288 | 119.82 | 11.15 | .42** | .24** | .30** | .25** | – | ||||
| 6. GJP | 288 | 4.40 | .41 | .27** (.35) | .07 (.09) | .14* (.18) | –.01 (–.01) | .07 (.09) | – | |||
| 7. OBS | 246 | 9.43 | 8.13 | .15* | .14* | .12 | .01 | .20** | .23** | – | ||
| 8. IBS | 193 | 100.69 | 93.90 | –.00 | –.03 | –.25** | –.13 | .04 | .09 | .16** | – | |
| 9. Gender | 172 | 1.50 | 0.50 | .10 | –.11 | –.10 | .00 | .16* | .00 | .03 | .02 | – |
[i] Note. CO = conscientiousness, ES = emotional stability, EX = extraversion, OP = openness to experience, AG = agreeableness, GJP = general job performance, OBS = outbound sales, IBS = inbound sales. Gender = male (1), female (2). Ranges for performance variables: GJP = 2.5–5.0; OBS = 0–40; IBS = 5–473. Correlations corrected for attenuation appear in parentheses.
Table 2
Summary of Ordinary Least Squares Regression with FFM Personality Factors as Predictors and Performance Criteria as Outcomes.
| PREDICTORS | GJP β | SE | OBS β | SE | IBS β | SE |
|---|---|---|---|---|---|---|
| CO | .32** | .08 | .08 | .07 | .07 | .09 |
| ES | –.10 | .07 | .02 | .08 | –.01 | .09 |
| EX | .13 | .07 | .04 | .08 | –.27** | .09 |
| OP | –.13* | .06 | .02 | .07 | –.05 | .08 |
| AG | –.08 | .05 | .11 | .08 | .14 | .08 |
[i] Note. OLS = ordinary least squares regression, CO = conscientiousness, ES = emotional stability, EX = extraversion, OP = openness, AG = agreeableness, GJP = general job performance, OBS = outbound sales, and IBS = inbound sales. * = sig at the .05 level, ** sig at the .01 level.