Peer nominations as predictors of short-term sales performance

Abstract

Obtained peer nominations on friendship, 6 traits, and sales potential for 53 men during a 3-wk sales training period, which were correlated with subsequent sales performance. Ratings on 3 of the traits and sales potential were significantly related to the criterion. To investigate the effect of friendship as a moderator variable, 3 friendship groups were identified for each man: those who nominated him high on friendship, those who nominated him low on friendship, and those who did not mention him as either high or low on friendship. Ratings by each of these groups on the other peer nomination variables were correlated with the sales performance criterion. These correlations were not significantly different for the 3 friendship rater groups. (PsycInfo Database Record (c) 2025 APA, all rights reserved)