Date of Award
Master of Arts (MA)
Dr. William Thompson
Dr. Stewart Briggs
In the past forty years there have been numerous studies of various defined occupational groups in which the authors attempted to determine relationships between job success and psychological test scores. Studies of life insurance salesmen in which psychological tests were used have occupied a prominent position in the sales research field. Life insurance companies have been very Instrumental both Individually and collectively In the promotion of this research. In spiteof the vast amount of research that has been conducted, only a few psychological tests have proved to be statistically valid for predicting success in life -Insurance selling. Types of psychological tests used In previous studies have been confined primarily to intelligence, general interest, and personality measurement.
Murray, Lester Eugene, "Relationships Between Psychological Test Scores and Sales Production of Life Insurance Salesmen" (1957). Student Work. 1860.
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