Illustrating a Hierarchical Approach for Selecting Personality Traits in Personnel Decisions: An Application of the 3M Model

Byline: Eric G. Harris (1), James M. Lee (2) Keywords: personality; salesperson; employee selection; hierarchical models Abstract: Recent research indicates that managers are not aware of the latest developments in theory regarding the use of personality inventories in personnel selection decisions. This article presents a systematic approach to selecting traits for use in personnel selection that is based on recent developments in hierarchical personality models. Results from a study of real estate sales associates indicate that the new approach does have much to offer the area. Results are discussed along with managerial implications. Author Affiliation: (1) College of Business, University of South Florida--Lakeland, 3433 Winter Lake Road, Lakeland, FL, 33803-9714, USA (2) University of Tampa, USA Article History: Registration Date: 23/12/2004