Adaptarea Poppleton Allen Sales Aptitude Test (PASAT2000) în România: Implicaţii privind procesul de evaluare a forţei de vânzări în România
DOI:
https://doi.org/10.24837/pru.v8i2.415Keywords:
selling skills, cultural adaptation, Poppleton Allen Sales Aptitude TestAbstract
The paper discusses the cultural adaptation of the Poppleton Allen Sales Aptitude Test in
Romania, describing the translation and adaptation process, the structure of the Romanian
normative sample and the psychometric characteristics of the Romanian form of the measure.
Also, conclusions drawn are discussed regarding implications of the normative sample, in terms
of comparisons between certain criterion groups contained in the normative sample, as well as in
terms of comparisons of the Romanian data regarding the existence of sales aptitudes in both
sales and non-sales professionals, in different industries.
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References
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Rosenfeld, P., Giacalone, R.A. and Riordan, C.A.
(1995). Impression management. In N.
Nicholson (Ed.), Blackwell dictionary of
organizational behaviour. Oxford, UK.
Blackwell Publishers.
Roth, D.L., Snyder, C.R. and Pace, L.M. (1986).
Dimensions of favourable self-presentation.
Journal of Personality and Social
Psychology, 51, 867-874.
Roth, D.L., Harris R.N. and Snyder, C.R (1988). An
individual differences measure of attributive
and repudiative tactics of favourable selfpresentation.
Journal of Social and Clinical
Psychology, 6, 159-170.
Vernon, P.E. (1950). The structure of human
abilities. London. Methuen.
Witkin, H.A. (1959). The perception of the upright.
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dynamic structure. New York. Holt, Rinehart
and Winston.
Cattell, R.B., Eber, H.W. and Tatsuoka, M.M.
(1970). Handbook of the Cattell 16PF
questionnaire. Institute of Personality and
Ability Testing. Champaign, Illinois.
Cook, M. (1991). Personnel selection and
productivity. Chichester, UK. John Wiley and
Sons.
Freud, S. (1920). Beyond the pleasure principle.
Standard Education. Ed. 1961, Vol. 18.
London, Hogarth Press.
Garbrenya, W.K. and Arkin, R.M. (1980). Factor
structure and factor correlations of the self
monitoring scale. Personality and Social
Psychology Bulletin, 6, 13-22.
Goffman, E. (1959). The presentation of self in
everyday life. Garden City, New York.
Doubleday Anchor.
Studii şi Cercetări
29
Jones, E. E. (1964). Ingratiation; A social
psychological analysis. New York. Appleton-
Century-Crofts.
Jones, E. E. (1990). Interpersonal perception. New
York. W.H. Freeman and Company.
Maslow, A.H. (1942). A theory of human motivation.
Psychological Review, 50, 370-396.
McClelland, D.C. (1961). The achieving society.
New York: Van Nintrand.
Paulhus, D.L. (1991). Measurement and control of
response bias. In J.P. Robinson, P.R. Shaver
and L.S. Wrightsman (Eds.). Measurement of
personality and social psychological
attitudes. San Diego, Academic Press, 397-
408.
Poppleton, S. E. (1975). Biographical and
personality characteristics associated with
success in life assurance salesmen.
Unpublished MSc. Dissertation. Birkbeck
College, University of London.
Poppleton, S.E., & Jones, P. (1997). The selection
of sales staff. Selection and Development
Review, 13, 14-15.
Riordan, C.A. (1989). Images of corporate success.
In R.A. Giacalone and P. Rosenfeld (Eds.)
Impression management in the organisation.
Hillsdale, N.J. Lawrence Erlbaum Associates,
pp.87-104.
Rogers, C.R. (1951). Client centred therapy: its
current practice, implication and theory.
Boston. Houghton Mifflin.
Rosenfeld, P., Giacalone, R.A. and Riordan, C.A.
(1995). Impression management. In N.
Nicholson (Ed.), Blackwell dictionary of
organizational behaviour. Oxford, UK.
Blackwell Publishers.
Roth, D.L., Snyder, C.R. and Pace, L.M. (1986).
Dimensions of favourable self-presentation.
Journal of Personality and Social
Psychology, 51, 867-874.
Roth, D.L., Harris R.N. and Snyder, C.R (1988). An
individual differences measure of attributive
and repudiative tactics of favourable selfpresentation.
Journal of Social and Clinical
Psychology, 6, 159-170.
Vernon, P.E. (1950). The structure of human
abilities. London. Methuen.
Witkin, H.A. (1959). The perception of the upright.
Scientific American, 200, 50-56.
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Published
2020-01-26
How to Cite
Țânculescu, L., Vercellino, D., & Iliescu, D. (2020). Adaptarea Poppleton Allen Sales Aptitude Test (PASAT2000) în România: Implicaţii privind procesul de evaluare a forţei de vânzări în România. Psihologia Resurselor Umane, 8(2), 21–29. https://doi.org/10.24837/pru.v8i2.415
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