Comparing the Big Five and the BIP-6F in Predicting Work Outcomes Among Sales Representatives

Abstract

In this research, it was investigated how much variance the BIP-6F can predict in commitment, and the Big Five and the BIP-6F were compared on their predictability of commitment and sales performance. 129, at least 18 years old sales representatives of all career levels answered a survey measuring personality and commitment. Sales performance was measured using company data. Hypothesized was, the BIP-6F significantly explains variance in commitment (H1) and is better in predicting this (H2), and performance (H3) compared to the Big Five. Hierarchical- and multiple regression analyses were performed. H1 and H3 were supported, H2 was not. The BIP-6F significantly explained variance in commitment and also explained more variance in sales performance than the Big Five. Implications, limitations, and recommendations are discussed. Key words: organizational commitment, sales performance, Big Five, BIP-6F, sales, predictive validity