A general device versus more specific devices for selecting car salesmen

Abstract

2 trial forms of a salesman selection instrument each containing 145 biographical, personality, interest and attitude items were item analyzed to develop both a general and 6 specific (types of car sold) keys. A third form used items surviving the item analysis. "It was concluded that the more elaborate procedure of developing specific keys… did not result in any significant improvement in validity compared with… a single key for car salesmen in general." (PsycInfo Database Record (c) 2025 APA, all rights reserved)