1. NCCU Academic Hub
  2. 學術產出
  3. College of Science
  4. Theses
  5. Item

學術產出-Theses

Article View/Open

Publication Export

Google ScholarTM

政大圖書館

Citation Infomation

  • No doi shows Citation Infomation
題名 以傳記式問卷甄選壽險推銷員之信度與效度研究
The Reliability and Validity Research of Biographical Information Inventory with Life Insurance Salesmen.
作者 劉繼升
Liu, Chi-Sheng
貢獻者 張裕隆
Chang, Yue-Loong
劉繼升
Liu, Chi-Sheng
關鍵詞 傳記式問卷
推銷員
甄選
信度
壽險
效度
Biographical inventory
Salesmen
Selection
Reliability
Life insurance
Validity
日期 1995
上傳時間 28-Apr-2016 15:18:14 (UTC+8)
摘要 本研究主要目的為發展一套有系統、適合用來甄選壽險推銷員的傳記式問卷，並進一步探討該問卷的信度以及其對於壽險推銷員表現的同時效度。
Although biographical information have been shown to be valid predictorsin selection,they have rarely been used in Taiwan, especially in practical field. Toward this end, 713 life insurance salesmen were asked to fill in the biographical inventory to provide personal life history data and 7 easures of the salesmen`s performance (tenure,job level, earnings, the number of dealing, intent to leave, identification with the company, and job satisfaction)and 686 were valid. Totlally there are 101 items which can be divided to ten .dimensions in the inventory. The Cronbach alpha value is about .6 (N=686), and retest reliability is about .8 (N=31). Multiple regression analyses of the the factors scores against each of criterion easures of perfromance yield median correlation of .45 (N=268) for the Nouth Taiwan,and .44 (N=168) for the NorthTaiwan. Regression weights were nterpreted to explain the differentialimportance of the factors to the difference performance. The result of the study were interpreted as contributing to the enhanced understanding ofthe life history antecedents of salesmen`s performance.
參考文獻 王蕙玲(民82)。傳記式問卷資料與職業選擇之相關研究。政治大學，心理研究所碩士論文。
     林邦傑、翁淑緣(民75)。大專人格測驗。教育部。
     葛樹人(民77)。心理測驗學。台北。桂冠圖書公司。
     許佩玲(民70)。大學生學業成就之預測及其相關研究。政治大學教育研究所碩士論文。
     鄭伯壎(民71)。如何甄選、訓練及考核。載於楊國樞主編。實用心理學。台北。黎明出版社。
     張春興(民76)。心理學。台北。東華書局。
     陳彰儀(民82)。應用傳記式問卷預測大學生學業成績與其他成就之效度研究。行政院國家科學委員會專題研究計畫成果報告。
     孫少峰(民78)。離職模式之比較研究一以護理人員為例。國立臺灣大學心理學研究所碩士論文。
     陳彰儀、張裕隆(民81)。以結構式晤談甄選壽險推銷員之信度與效度分析研究。人力資源學報。
     Aamodt, M. G., Reardon, & Kimbrouggh, W. W.(1986). The critical incident technique revisted. Journal of Police and Criminal Psychology, 2,48-59.
     Abramson, L. Y., Seligman, M. E. P.,& Teasdale, J. (1978). Learned helplessness in human: Critique and reformulation. Journal of Abnormal Psychology, 87,32-48.
     Anastasi, A.(1979). Field of Applied Psychology.(2nd ed.) New York: McGraw-Hill.
     Arnold, 1. S. & McMurry, R. N. (1968). How to Build A Dynamic Sales Organization. New York: McGraw-Hill Book Co.
     Baehr, M. E. & Williams, G. B.(1967). Underlying dimensions of personal background data and their relationship to occupational classfication. Journal of Applied Psychology,51(6),481-490.
     Baehr, M. E. & Williams, G. B.(1968). Prediction of sales success from factorially determined dimensions of personal background data. Journal of Applied Psychology, 52(2),98-103 .
     Bass, B. M.(1974). The substance and the shadow. American Psychologist,29,870-886.
     Benge, E. J.(1965). What Traits and Work Habits Characterize Successful Salesman? Sales Management,54-56.
     Block, J. (1971). Lives through time. Berkeley, Calif. :Bancroft Books.
     Brown, S. H.(1978). Long-term validity of personal history item scormg procedure. Journal of Applied Psychology, 62,673-676.
     Child, A. & Klimoski, R. 1.(1986). Successfully predicting career success: An application of the biographical inventory. Journal of Applied Psychology,71,3-8.
     Churchill Jr., G. A., Ford, N. M., Hartely, S. W., & Walker Jr., O. C.(1985). The Determinants of Salesperson Performance: A Meta-analysis. Journal of Marketing Research, 22 (May), 103-118.
     Davis, K. R.(1984). A longitudinal analysis of biographical subgroups using Owen`s developmental- integrative model. Personnel Psychology, 37, 1-14.
     Dunette, M. D.(1957). Use of the sugarpill by industrial psychologist. American Psychologist, 12, 223-225.
     Dunette, M. D.(1962). Personnel management. In P. R. Farnsworth(ED.). Annual Review of Psychology, 13,285-314.
     Dunette, M. D.(1966). Fads, fashions, and folderol in psychology. American Psychologist, 21 ,343-352.
     Dunnette, M. D.(1990). Blending the science and practice of industrial & organizational psychology: where are we and where are we going? In M. D. Dunette & M. H. Leaetta (eds.). Handbook of industrial and organizational psychology (2nd ed.). Vol. I , Palo Alto, CA: Consulting Psychology Press.1-27.
     Eberhardt, B. J., & Muchinsky, P. M.(1982). An empirical investigation of the factor stability of Owen`s Biographical Questionnaire. Journal of Applied Psychology, 67,138-145.
     Elsby, F. H.(1969). Marketing and the Sales Manager. Pergamon Press Co.
     England, G. W.(1971). Development and use of weighted application blanks. (Bulletin iVa. 55). Minneapolis, MN: Industrial Relations Center, University of Minnesota.
     Flanagan, J. C.(1954). The critical incident technique. Psychological Bulletin, 51,327-358.
     Gatewood, R. D. & Field, H. S.(1990).Human Resource Selection. Orland, F1: The Dryden Press.
     Ghiselli, E. E.(1966). The validity of occupational aptitude tests. New York: Wiley.
     Ghiselli, E. E.(1973). The validity of aptitude tests m personnel selection. Personnel Psychology, 26, 461-477.
     Glennon, J. R., Albright, L. E., & Owens, W. A.(1966). A Catalog of Life History Item. Greensboro, N. C.: The Richardson Foundation.
     Goldsmith, D. B.(1922). The usr of the personal history blank as a salesmanship test . Journal of Applied Psychology, 6, 149- 155.
     H. R. Chally Group.(1978). How to Select a Salesforce that Sells. Dayton,4-9.
     Herbert, M. G. & Jenne, G.(1976). Predicting Sales Success: Myths and Reality. Personnel Journal,622-627.
     Herbert, M. G. & Mayer, D.(1964). What Makes a Good Salesman. Harvard Business Review,l19- 125.
     Hellenbeck, G. P.,& Borman, W. C.(1976). Two Analysis in Search of a Job: The implications of Different Analysis Approach. Paper presented at the 84th annual convention of the American Psychological Association. Washington, D. C..
     Hough, L. M.(l984). Development and evaluation of the "Accomplishment Record" method of selection and promoting professionals. Journal of Applied Psychology, 69, 13 5-146.
     Hunter, J. E. & Hunter, R. F.(1984). Validity and utility of alternative predictors of job performance. Psychological Bulletin,96,72-98.
     Jackson Jr., D. W. & Cunningham, W. H.(1988). Selling: The Personal force in Marketing. New York:John Wiley & Sons.
     Jolson, M. A.(1974). The salesman`s career cycle. Journal of Marketing. 38,39-46.
     Kreschmer, E. (1925). Psysique and Character. New York: Harcourt, Brace.
     Lamont, L. M. & Lundstrom, W. J.(1977). Identifying Successful Industrial Salesmen by Personality and Personal Characteristics. Journal of Marketing Research, 14 (November), 517-529.
     Levine,E. L., Ash,R. A., & Bennett, N.(1980). Exploratory Comparative study of Four Job Analysis Method. Journal of Applied Psychology, 65,524-535.
     Le`vy-Leboyer, C.(1988). Success and failure in applying psychology. American Psychologist, 43,779-785.
     Life Insurance Marketing Research Association(1983). The Manpower and Production Survey. Hatiford, CT:Author.
     Malloy, 1. P. & Ivanoff, J. M.(1964). Further use of the Life Experience Inventory in predicting college achievement. Journal of Educational Research,57,522-525.
     McDaniel, M. A.(1989). Biographical constructs for predicting employee suitability. Journal of Applied Psychology, 74,964-970.
     McDaniel, M. A.(1989). Biographical constructs for predicting employee suitability. Journal of Applied Psychology, 74,964-970.
     McDaniel, M. A.(l989).Biographical constructs for predicting employee suitability. Journal of Applied Psychology, 74,964-970.
     Miner, 1. B.(l961). Personality and Ability Factors in Sales Performance. Journal of Applied Psychology, 46,6-13.
     Mitchell, T. W., & Klimoski, R. 1.(1982). Is it rational to be empirical: A test of methods for scoring biographical data. Journal of Applied Psychology, 67,411-418.
     Mosel, 1. N. & Wade, R. R.(1951). A Weighted application blank for reduction of turnover in department store sales clerks. Personnel Psychology, 4,177- 184.
     Moss, S. (1978). What Sales Executives Look for in New Saalespeople. Sales and Marketing Management, 47.
     Muchinsky, P. M.(l986). Personnel selection methods International Review of Industrial and Organizational Psychology,37-70.
     Muchinsky, P. M.(l993). Psychology applied to work: an introduction to industrial and organizational psychology. California :Cole publishing Co.
     Mumford, M. D. & Owens, W. A.(l982). Life history and vocational interests. Journal of Vocational Behavior, 21,330-348.
     Mumford, M. D. & Owens, W. A.(1987). Methodology reVIew: Principles, procedures, and findings in the application of background data measures. Applied Psychological Measurement, 11,1-31.
     Mumford, M. D. & Strokes, G. S.(l992). Develpomental determinants of individual action: Theory and practice in the application of background data measures. In M. Do Dunnette & 1. M. Hough(eds), Handbook of Industrial and Organizational Psychology, vol. 3. Palo Alto; CA: Consulting Psychologist Press.
     Neiner, A. G. & Owens, W. A.(l982). Relationships between two set of biodata with 7 years separation. Journal of Applied Psychology, 67,146-150.
     Owens, W. A.(l968). Toward one discipline of scientific psychology American Psychologist, 23,782-785 .
     Owens, W. A.(l971). A quasi-actuarial prospect for individual assessment. Journal of Applied Psychology Monograph, 26,992-999.
     Owens, W. A.(l976). Background data. In M. D. Dunette(ed.)Handbook of Industrial and Organizational Psychology. Chicago, IL:R and McNally.
     Owens, W. A., & Schoenfeldt, 1. F.(1979). Toward a classification of persons. Journal of Applied Psychology, 64,569-607.
     Reilly, R. R. & Chao, G. T.(l982). Validity and fairness of some alternative employee selection procedures. Personnel Psychology, 35,1-62.
     Robinson, D.(l98l). The Salesman Ambassador of Progress. Published by Sales and Marketing Executives Interrtation.
     Russell, C. J., Mattson, J., devlin, S. E., & Atwater, D.(l990). Predictive validity of biodata items generated from retrospective life experience essays. Journal of Applied Psychology, 75,569-580.
     Schmitt, N., Gooding, R. Z., Noe, R. A. & Kirsch, M.(l984). Meta-analyses of validity studies published between 1964 and 1982 and the investigation of study characteristics. Personnel Psychology, 37,407-422.
     Schoenfeldt, A. D. & Osburn, H. G.(1977). Biodata faking: effects of induced subtlety and position specificity. Personnel Psychology, 30,395-404.
     Schoenfeldt, L. F.(1974). Utilization of manpower: Development and evaluation of an assessment-classification model for matching individuals with jobs. Journal of Applied Psychology, 59,583 -595.
     Schrader, A. D. & Osbuln, H. G.(1977). Biodata faking: effects of induced subtlety and position specificity. Personnel Psychology, 30,395-404.
     Seligman, M. E. P. & Schulman P.(1986). Explanatory style as a predictor of productivity and quitting among life insurance sales agents. Journal of Applied Psychology, 50(4),832-838.
     Seligman, M. E. P. (1975). Helplessness: On Depression, Development and death. San Francisco: W. H. Freeman.
     Shaffer, G. S., Saunders, V. , & Owens, W. A.(1986). Additional evidence for the accuracy of biographical data: Long-term retest and observe ratings. Personnel Psychology, 39,791 -809.
     Sheldon, H. M., Steven, S. S., & Tucker, W. B.(1940). The Varieties of Human Physique. New York: Harper and Row.
     Shipp Jr`., R. D.(1980). Practical selling. Boston: Houghton Miffin Co.
     Staw,B.M.(1980).The consequence of turnover Journal of Occupation Behavior, 1, 253-273.
     Strokes & Reilly(1992). Use of background data in organizational decisions. International review of industrial and organizational psychology.
     Toops, H. A.(1948). The use of addends in experimental control, social census, and managerial research. Psychological Bulletin, 45,41-74.
     Williams, W. E.(1961). Life History Antecedents of Volunteers versus Nonvolunteers for an AFROTC program. Midwestern Psychological Association,Chicago.
描述 碩士
國立政治大學
心理學系
83752011
資料來源 http://thesis.lib.nccu.edu.tw/record/#B2002002589
資料類型 thesis
dc.contributor.advisor 張裕隆zh_TW
dc.contributor.advisor Chang, Yue-Loongen_US
dc.contributor.author (Authors) 劉繼升zh_TW
dc.contributor.author (Authors) Liu, Chi-Shengen_US
dc.creator (作者) 劉繼升zh_TW
dc.creator (作者) Liu, Chi-Shengen_US
dc.date (日期) 1995en_US
dc.date.accessioned 28-Apr-2016 15:18:14 (UTC+8)-
dc.date.available 28-Apr-2016 15:18:14 (UTC+8)-
dc.date.issued (上傳時間) 28-Apr-2016 15:18:14 (UTC+8)-
dc.identifier (Other Identifiers) B2002002589en_US
dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/87587-
dc.description (描述) 碩士zh_TW
dc.description (描述) 國立政治大學zh_TW
dc.description (描述) 心理學系zh_TW
dc.description (描述) 83752011zh_TW
dc.description.abstract (摘要) 本研究主要目的為發展一套有系統、適合用來甄選壽險推銷員的傳記式問卷，並進一步探討該問卷的信度以及其對於壽險推銷員表現的同時效度。zh_TW
dc.description.abstract (摘要) Although biographical information have been shown to be valid predictorsin selection,they have rarely been used in Taiwan, especially in practical field. Toward this end, 713 life insurance salesmen were asked to fill in the biographical inventory to provide personal life history data and 7 easures of the salesmen`s performance (tenure,job level, earnings, the number of dealing, intent to leave, identification with the company, and job satisfaction)and 686 were valid. Totlally there are 101 items which can be divided to ten .dimensions in the inventory. The Cronbach alpha value is about .6 (N=686), and retest reliability is about .8 (N=31). Multiple regression analyses of the the factors scores against each of criterion easures of perfromance yield median correlation of .45 (N=268) for the Nouth Taiwan,and .44 (N=168) for the NorthTaiwan. Regression weights were nterpreted to explain the differentialimportance of the factors to the difference performance. The result of the study were interpreted as contributing to the enhanced understanding ofthe life history antecedents of salesmen`s performance.en_US
dc.description.tableofcontents 摘要..........i
     表目錄..........iv
     圖目錄..........vi
     第一章 緒論..........1
     第二章 文獻探討..........6
      第一節 不同人事甄選工具之比較..........6
      第二節 傳記式問卷歷史發展及其信度與效度..........10
      第三節 傳記式問卷與推銷員表現有關的重要向度與效標..........16
      第四節 傳記式問卷的編製過程..........25
     第三章 研究方法..........30
      第一節 研究樣本..........30
      第二節 研究程序..........31
     第四章 研究結果..........43
      第一節 正式及效度分析樣本之基本資料分析..........43
      第二節 效度分析樣本基本資料與各效標、各向度間之相關..........50
      第三節 傳記式問卷之信度與效度分析..........58
     第五章 討論..........78
      第一節 研究假設的探討..........78
      第二節 傳記式問卷信度之探討..........84
      第三節 傳記式問卷效度之探討..........86
      第四節 向度共通性與特異性之探討..........94
      第五節 傳記式問卷真實性之探討..........98
      第六節 研究限制..........100
      第七節 研究建議..........104
     附錄一 訪談問卷..........109
     附錄二 壽險業務員傳記式問卷向度及定義..........111
     附錄三 壽險業務員傳記式問卷..........113
     附錄四 傳記式問卷各向度及效標之題號對照表..........123
     參考文獻..........124		zh_TW
dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#B2002002589en_US
dc.subject (關鍵詞) 傳記式問卷zh_TW
dc.subject (關鍵詞) 推銷員zh_TW
dc.subject (關鍵詞) 甄選zh_TW
dc.subject (關鍵詞) 信度zh_TW
dc.subject (關鍵詞) 壽險zh_TW
dc.subject (關鍵詞) 效度zh_TW
dc.subject (關鍵詞) Biographical inventoryen_US
dc.subject (關鍵詞) Salesmenen_US
dc.subject (關鍵詞) Selectionen_US
dc.subject (關鍵詞) Reliabilityen_US
dc.subject (關鍵詞) Life insuranceen_US
dc.subject (關鍵詞) Validityen_US
dc.title (題名) 以傳記式問卷甄選壽險推銷員之信度與效度研究zh_TW
dc.title (題名) The Reliability and Validity Research of Biographical Information Inventory with Life Insurance Salesmen.en_US
dc.type (資料類型) thesisen_US
dc.relation.reference (參考文獻) 王蕙玲(民82)。傳記式問卷資料與職業選擇之相關研究。政治大學，心理研究所碩士論文。
     林邦傑、翁淑緣(民75)。大專人格測驗。教育部。
     葛樹人(民77)。心理測驗學。台北。桂冠圖書公司。
     許佩玲(民70)。大學生學業成就之預測及其相關研究。政治大學教育研究所碩士論文。
     鄭伯壎(民71)。如何甄選、訓練及考核。載於楊國樞主編。實用心理學。台北。黎明出版社。
     張春興(民76)。心理學。台北。東華書局。
     陳彰儀(民82)。應用傳記式問卷預測大學生學業成績與其他成就之效度研究。行政院國家科學委員會專題研究計畫成果報告。
     孫少峰(民78)。離職模式之比較研究一以護理人員為例。國立臺灣大學心理學研究所碩士論文。
     陳彰儀、張裕隆(民81)。以結構式晤談甄選壽險推銷員之信度與效度分析研究。人力資源學報。
     Aamodt, M. G., Reardon, & Kimbrouggh, W. W.(1986). The critical incident technique revisted. Journal of Police and Criminal Psychology, 2,48-59.
     Abramson, L. Y., Seligman, M. E. P.,& Teasdale, J. (1978). Learned helplessness in human: Critique and reformulation. Journal of Abnormal Psychology, 87,32-48.
     Anastasi, A.(1979). Field of Applied Psychology.(2nd ed.) New York: McGraw-Hill.
     Arnold, 1. S. & McMurry, R. N. (1968). How to Build A Dynamic Sales Organization. New York: McGraw-Hill Book Co.
     Baehr, M. E. & Williams, G. B.(1967). Underlying dimensions of personal background data and their relationship to occupational classfication. Journal of Applied Psychology,51(6),481-490.
     Baehr, M. E. & Williams, G. B.(1968). Prediction of sales success from factorially determined dimensions of personal background data. Journal of Applied Psychology, 52(2),98-103 .
     Bass, B. M.(1974). The substance and the shadow. American Psychologist,29,870-886.
     Benge, E. J.(1965). What Traits and Work Habits Characterize Successful Salesman? Sales Management,54-56.
     Block, J. (1971). Lives through time. Berkeley, Calif. :Bancroft Books.
     Brown, S. H.(1978). Long-term validity of personal history item scormg procedure. Journal of Applied Psychology, 62,673-676.
     Child, A. & Klimoski, R. 1.(1986). Successfully predicting career success: An application of the biographical inventory. Journal of Applied Psychology,71,3-8.
     Churchill Jr., G. A., Ford, N. M., Hartely, S. W., & Walker Jr., O. C.(1985). The Determinants of Salesperson Performance: A Meta-analysis. Journal of Marketing Research, 22 (May), 103-118.
     Davis, K. R.(1984). A longitudinal analysis of biographical subgroups using Owen`s developmental- integrative model. Personnel Psychology, 37, 1-14.
     Dunette, M. D.(1957). Use of the sugarpill by industrial psychologist. American Psychologist, 12, 223-225.
     Dunette, M. D.(1962). Personnel management. In P. R. Farnsworth(ED.). Annual Review of Psychology, 13,285-314.
     Dunette, M. D.(1966). Fads, fashions, and folderol in psychology. American Psychologist, 21 ,343-352.
     Dunnette, M. D.(1990). Blending the science and practice of industrial & organizational psychology: where are we and where are we going? In M. D. Dunette & M. H. Leaetta (eds.). Handbook of industrial and organizational psychology (2nd ed.). Vol. I , Palo Alto, CA: Consulting Psychology Press.1-27.
     Eberhardt, B. J., & Muchinsky, P. M.(1982). An empirical investigation of the factor stability of Owen`s Biographical Questionnaire. Journal of Applied Psychology, 67,138-145.
     Elsby, F. H.(1969). Marketing and the Sales Manager. Pergamon Press Co.
     England, G. W.(1971). Development and use of weighted application blanks. (Bulletin iVa. 55). Minneapolis, MN: Industrial Relations Center, University of Minnesota.
     Flanagan, J. C.(1954). The critical incident technique. Psychological Bulletin, 51,327-358.
     Gatewood, R. D. & Field, H. S.(1990).Human Resource Selection. Orland, F1: The Dryden Press.
     Ghiselli, E. E.(1966). The validity of occupational aptitude tests. New York: Wiley.
     Ghiselli, E. E.(1973). The validity of aptitude tests m personnel selection. Personnel Psychology, 26, 461-477.
     Glennon, J. R., Albright, L. E., & Owens, W. A.(1966). A Catalog of Life History Item. Greensboro, N. C.: The Richardson Foundation.
     Goldsmith, D. B.(1922). The usr of the personal history blank as a salesmanship test . Journal of Applied Psychology, 6, 149- 155.
     H. R. Chally Group.(1978). How to Select a Salesforce that Sells. Dayton,4-9.
     Herbert, M. G. & Jenne, G.(1976). Predicting Sales Success: Myths and Reality. Personnel Journal,622-627.
     Herbert, M. G. & Mayer, D.(1964). What Makes a Good Salesman. Harvard Business Review,l19- 125.
     Hellenbeck, G. P.,& Borman, W. C.(1976). Two Analysis in Search of a Job: The implications of Different Analysis Approach. Paper presented at the 84th annual convention of the American Psychological Association. Washington, D. C..
     Hough, L. M.(l984). Development and evaluation of the "Accomplishment Record" method of selection and promoting professionals. Journal of Applied Psychology, 69, 13 5-146.
     Hunter, J. E. & Hunter, R. F.(1984). Validity and utility of alternative predictors of job performance. Psychological Bulletin,96,72-98.
     Jackson Jr., D. W. & Cunningham, W. H.(1988). Selling: The Personal force in Marketing. New York:John Wiley & Sons.
     Jolson, M. A.(1974). The salesman`s career cycle. Journal of Marketing. 38,39-46.
     Kreschmer, E. (1925). Psysique and Character. New York: Harcourt, Brace.
     Lamont, L. M. & Lundstrom, W. J.(1977). Identifying Successful Industrial Salesmen by Personality and Personal Characteristics. Journal of Marketing Research, 14 (November), 517-529.
     Levine,E. L., Ash,R. A., & Bennett, N.(1980). Exploratory Comparative study of Four Job Analysis Method. Journal of Applied Psychology, 65,524-535.
     Le`vy-Leboyer, C.(1988). Success and failure in applying psychology. American Psychologist, 43,779-785.
     Life Insurance Marketing Research Association(1983). The Manpower and Production Survey. Hatiford, CT:Author.
     Malloy, 1. P. & Ivanoff, J. M.(1964). Further use of the Life Experience Inventory in predicting college achievement. Journal of Educational Research,57,522-525.
     McDaniel, M. A.(1989). Biographical constructs for predicting employee suitability. Journal of Applied Psychology, 74,964-970.
     McDaniel, M. A.(1989). Biographical constructs for predicting employee suitability. Journal of Applied Psychology, 74,964-970.
     McDaniel, M. A.(l989).Biographical constructs for predicting employee suitability. Journal of Applied Psychology, 74,964-970.
     Miner, 1. B.(l961). Personality and Ability Factors in Sales Performance. Journal of Applied Psychology, 46,6-13.
     Mitchell, T. W., & Klimoski, R. 1.(1982). Is it rational to be empirical: A test of methods for scoring biographical data. Journal of Applied Psychology, 67,411-418.
     Mosel, 1. N. & Wade, R. R.(1951). A Weighted application blank for reduction of turnover in department store sales clerks. Personnel Psychology, 4,177- 184.
     Moss, S. (1978). What Sales Executives Look for in New Saalespeople. Sales and Marketing Management, 47.
     Muchinsky, P. M.(l986). Personnel selection methods International Review of Industrial and Organizational Psychology,37-70.
     Muchinsky, P. M.(l993). Psychology applied to work: an introduction to industrial and organizational psychology. California :Cole publishing Co.
     Mumford, M. D. & Owens, W. A.(l982). Life history and vocational interests. Journal of Vocational Behavior, 21,330-348.
     Mumford, M. D. & Owens, W. A.(1987). Methodology reVIew: Principles, procedures, and findings in the application of background data measures. Applied Psychological Measurement, 11,1-31.
     Mumford, M. D. & Strokes, G. S.(l992). Develpomental determinants of individual action: Theory and practice in the application of background data measures. In M. Do Dunnette & 1. M. Hough(eds), Handbook of Industrial and Organizational Psychology, vol. 3. Palo Alto; CA: Consulting Psychologist Press.
     Neiner, A. G. & Owens, W. A.(l982). Relationships between two set of biodata with 7 years separation. Journal of Applied Psychology, 67,146-150.
     Owens, W. A.(l968). Toward one discipline of scientific psychology American Psychologist, 23,782-785 .
     Owens, W. A.(l971). A quasi-actuarial prospect for individual assessment. Journal of Applied Psychology Monograph, 26,992-999.
     Owens, W. A.(l976). Background data. In M. D. Dunette(ed.)Handbook of Industrial and Organizational Psychology. Chicago, IL:R and McNally.
     Owens, W. A., & Schoenfeldt, 1. F.(1979). Toward a classification of persons. Journal of Applied Psychology, 64,569-607.
     Reilly, R. R. & Chao, G. T.(l982). Validity and fairness of some alternative employee selection procedures. Personnel Psychology, 35,1-62.
     Robinson, D.(l98l). The Salesman Ambassador of Progress. Published by Sales and Marketing Executives Interrtation.
     Russell, C. J., Mattson, J., devlin, S. E., & Atwater, D.(l990). Predictive validity of biodata items generated from retrospective life experience essays. Journal of Applied Psychology, 75,569-580.
     Schmitt, N., Gooding, R. Z., Noe, R. A. & Kirsch, M.(l984). Meta-analyses of validity studies published between 1964 and 1982 and the investigation of study characteristics. Personnel Psychology, 37,407-422.
     Schoenfeldt, A. D. & Osburn, H. G.(1977). Biodata faking: effects of induced subtlety and position specificity. Personnel Psychology, 30,395-404.
     Schoenfeldt, L. F.(1974). Utilization of manpower: Development and evaluation of an assessment-classification model for matching individuals with jobs. Journal of Applied Psychology, 59,583 -595.
     Schrader, A. D. & Osbuln, H. G.(1977). Biodata faking: effects of induced subtlety and position specificity. Personnel Psychology, 30,395-404.
     Seligman, M. E. P. & Schulman P.(1986). Explanatory style as a predictor of productivity and quitting among life insurance sales agents. Journal of Applied Psychology, 50(4),832-838.
     Seligman, M. E. P. (1975). Helplessness: On Depression, Development and death. San Francisco: W. H. Freeman.
     Shaffer, G. S., Saunders, V. , & Owens, W. A.(1986). Additional evidence for the accuracy of biographical data: Long-term retest and observe ratings. Personnel Psychology, 39,791 -809.
     Sheldon, H. M., Steven, S. S., & Tucker, W. B.(1940). The Varieties of Human Physique. New York: Harper and Row.
     Shipp Jr`., R. D.(1980). Practical selling. Boston: Houghton Miffin Co.
     Staw,B.M.(1980).The consequence of turnover Journal of Occupation Behavior, 1, 253-273.
     Strokes & Reilly(1992). Use of background data in organizational decisions. International review of industrial and organizational psychology.
     Toops, H. A.(1948). The use of addends in experimental control, social census, and managerial research. Psychological Bulletin, 45,41-74.
     Williams, W. E.(1961). Life History Antecedents of Volunteers versus Nonvolunteers for an AFROTC program. Midwestern Psychological Association,Chicago.		zh_TW