Predicting sales success through handwriting analysis: An evaluation of the effects of training and handwriting sample content

Abstract

Previous studies have suggested handwriting analysis (HA) as potentially useful in the screening of job applicants. The present study examined 4 issues pertinent to this application of HA: (a) interjudge reliability of graphological inferences, (b) criterion-related validity of graphological inferences, (c) effect of what is written (content) rather than how it is written, and (d) the knowledge or skill level involved in HA. 103 adult writers were asked to supply 2 samples of their handwriting—"neutral" in content and autobiographical. Criterion data included supervisory ratings, self-ratings, and sales productivity. 20 professional graphologists were used to analyze the handwriting samples. 24 undergraduates with no prior experience with graphology or HA were asked to provide "inferences" from the same script samples given to the graphologists. Results provide only minimal support for an analysis of inferences based on handwriting. Whereas there was some evidence for interrater reliability among the graphologists, no evidence for validity was detected. Type of script sample did not appear to make a difference. Implications for industry are discussed. (21 ref) (PsycInfo Database Record (c) 2025 APA, all rights reserved)