Procedures in employment psychology

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Monograph

Identifikator:: 173623112X

URN:: urn:nbn:de:zbw-retromon-112923

Document type:: Monograph

Author:: Bingham, Walter Van Dyke http://d-nb.info/gnd/123042593; Freyd, Max

Title:: Procedures in employment psychology

Place of publication:: Chicago & New York

Publisher:: Shaw

Year of publication:: 1926

Scope:: XI, 269 S

Digitisation:: 2020

Collection:: Economics Books

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Document type:: Monograph

Structure type:: Chapter

Title:: V. Analysis of the worker

Collection:: Economics Books

ANALYSIS OF THE WORKER 73 the criterion. These points should be emphasized in the later selection and construction of examinations. As a matter of caution it should be borne in mind that the ratings, as well as the original analysis, are open to errors of judgment. If, however, the investigator has good cooperation and the raters are carefully trained in the use of the scale, the results will be suggestive. In addition, it may later be found that the scale is reliable and valid enough to warrant its use by interviewers of applicants for the job. Cook and Manson (36) carried through an analysis of abilities necessary in effective retail selling, which serves well to illustrate the value of sound procedure. The first step was to obtain, by carefully planned interviews with customers, the data for constructing a list of traits important for retail salespeople. Some questions were framed to bring out desirable traits, others undesirable ones. The answers, recorded verbatim, were later translated into trait terms. The traits most often mentioned, in order of frequency, were: Interest in customer; merchandise information; display of merchandise; interest in work; courtesy; alertness: appear- ance; and ability to size up customer. For 5 of these traits, graphic rating scales were constructed. A scale for rating the “total sale” furnished the criterion against which could be checked the several ratings of the salespeople. After training in the use of these scales, 8 professional shoppers rated 75 sales episodes, and 7 representative customers rated another 75 sales situations. The regression equation was then used to determine the proper weight of each of the 5 traits. It was found that the 2 qualities weighted heaviest by the professional shoppers are alertness (speed with which the sale progresses) and interest in customer; but the order of importance as determined by the representative custom- ers was: (1) Interest in the customer, (2) display of mer- chandise, (3) alertness, (4) merchandise information, (5) courtesy. The customer does not want to be hurried. Courtesy, apart from its expression through interest and the b Fa

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