This thesis addresses the use of psychological assessment in personnel psychology and practice, specifically the relationship between selected personality characteristics of medical representatives in relation to their work performance. In the theoretical part, the selected methods of psychological testing of personality traits used in personnel psychology, with the focus on the Sixteen Personality Factor Questionnaire 16 PF, are desribed. It also deals with the performance appraisal and attention is paid to assessment of employees in a broader context, the most frequent rating errors and the key methods of individual and group performance appraisal. The empirical part deals with the research that examines relationship between the personality characteristics of medical representatives working in a multinational pharmaceutical company to determine whether the most successful workers differ in personality traits from the lowest performing individuals, and what personality characteristics of the profession are exhibited. Keywords: personnel psychology, personality tests, sixteen personality factor questionnaire 16 PF, performace appraisal, medical representative

Nesta Tese replicamos por constructo uma pesquisa européia que encontrou para conhecedores da astrologia médias mais altas em Extroversão entre sujeitos dos signos de Fogo e Ar comparados com sujeitos de Terra e Água, formando um “padrão dente-de-serra" previsto em função da alternância zodiacal entre signos de Elementos Quentes (Fogo e Ar) e Frios (Terra e Água), como sendo efeito da “auto-atribuição", já que a mesma variação não se deu para sujeitos não conhecedores. Também se encontrou, no entanto, maior “suscetibilidade à informação vinda de fora sobre sua personalidade" para os Quentes, o que não invalidou totalmente a teoria astrológica. Encontrou-se lá, além disso, maior média geral em Extroversão para os conhecedores. Usamos o 16 PF – Questionário dos 16 Fatores de Personalidade – com 589 sujeitos brasileiros de ambos os sexos, diferenciando entre conhecedores (208) e não conhecedores (381) da astrologia, sendo o conhecimento constituído da crença na astrologia mais a descrição de três características do signo solar. Para estimular a influência da auto-atribuição, foi dada a parte do grupo (266) a sugestão “Esta é uma pesquisa sobre astrologia", enquanto para a outra parte (323) foi dito que seria “uma pesquisa sobre personalidade". Investigamos variações em função dos Elementos astrológicos, através da Análise de Variância (ANOVA), em todos os fatores do 16 PF, mais Extroversão, Ansiedade e Controle. Não aparecem diferenças significativas para a Extroversão isoladamente, mesmo entre os conhecedores. Os conhecedores se descreveram como tendo significativamente maior Extroversão e maior Ansiedade, comparados aos não conhecedores, sugerindo um locus de controle externo. Confirmou-se no grupo dos conhecedores que a maior média geral em Extroversão é devida aos sujeitos do subgrupo dos signos Quentes, e a maior média em Ansiedade é devida aos sujeitos do subgrupo dos signos Frios, indicando a confirmação da maior suscetibilidade à informação vinda de fora sobre suas personalidades para os Quentes. Investigamos, além disso, se a auto-atribuição de origem astrológica afeta não apenas o autoconceito, mas as habilidades da pessoa, através dos 13 itens da Inteligência do 16 PF. Para o grupo de não conhecedores a Ansiedade foi maior para os Quentes do que para os Frios, segundo seus componentes Estabilidade Emocional e Tensão. Este resultado apontou que a Ansiedade, como fator não intelectivo, induziu uma variação de base astrológica na Inteligência. Sugere-se um fator de suscetibilidade diferenciada ao mundo externo segundo a escala Frio-Quente. São analisadas as possíveis explicações teóricas e implicações desses achados. / In this thesis we constructively replicate an european research that found for astrology knowledgeable subjects higher means on Extraversion among subjects of Fire and Air signs, compared with subjects of Earth and Water, compound a “saw-tooth pattern" due the zodiacal alternation between signs of Hot (Fire and Air) and Cold (Earth and Water) Elements, as an effect of the “self-attribution", since the same variation was not found for no knowledgeable subjets. Also was found, however, a difference on “susceptibility to information about their personality from outside" for the Hots, what didn’t invalidate totally the astrological theory. That research found, furthermore, higher mean in Extraversion for that knowledgeable subjects. We applied the 16PF Test – Sixteen Personality Factor Questionnaire – to 589 brazilian subjects of both sexes, classifying between knowledgeable (208) and no knowledgeable (381) of astrology, being this knowledge constituted by the believe in astrology and by the naming of three characteristics that go with the sunsign. In order to trigger the self-attribution effect, part of the group (266) was given the cue “This is a research into astrology", while to the other part was given “research into personality". We investigate variations by dependence on the astrological Elements, by the Analysis of Variance (ANOVA), on all the 16 PF factors, more Extraversion, Anxiety and Control. Didn´t appear significant differences to the Extraversion alone, yet among the knowledgeable. The knowledgeable subjects describe theirselves significantly as having higher Extraversion and Anxiety, suggesting an external locus of control, by comparision with the no knowledgeable. It was confirmed that for the knowledgeable the higher general mean in Extraversion is due to the subjects pertaining to the subgroup of the Hot signs, and the higher general mean in Anxiety is due to the subjects pertaining to the subgroup of the Cold signs, indicating a confirmation of the higher susceptibility to information about their personality from outside among the Hots. We investigate, furthermore, if the astrological self-attribution affects not only the self-concept, but also the actual performance, with the 13 items of Intelligence in the 16PF. For the no knowledgeable group the Anxiety was higher for the Hots than to the Colds due to their components Emotional Estability and Tension. This finding pointed to that Anxiety, as a non-intellective factor, induced the astrologically based variation for Intelligence. It is suggested, as much to knowledgeable as to no knowledgeable subjects, a factor of differenciated susceptibility to the outer world due the Cold-Hot scale. Are analysed the possible theoretical explanations and implications of these findings.

A Venda version of the South African Sixteen Personality Factor Questionnaire Fifth edition(16PF5) was develop using forward and back translation methods. This version was administered to a sample of 85 Venda speaking subjects. Subjects ranged in age from 18 to 30 years old. Item analysis was done and a qualitative analysis of the reasons why items were not successful was done for each scale. Reasons identified included translation errors, problems in understanding the vocabulary and idiomatic language used, the use of the negative form and possible differences in the manifestation of constructs. Given the large number of items to be excluded, only general trends were indicated as to avoid over interpretation. These trends need to be considered when changing or replacing items. The results of this study can be regarded as a first step in developing a Venda version of the 16PF5. / Psychology / M.A. (Psychology)

Text in Afrikaans, abstract in Afrikaans and English / Die primere doelstellings van die navorsing is om die verband tussen persoonlikheid en toesighouersukses te bepaal. Persoonlikheid is deur die 16-Persoonlikheidsfaktorvraelys ( 16PF) en toesighouersukses deur 'n prestasiebeoordelingstelsel gemeet. 'n Literatuurstudie van persoonlikheidsteoriee en vorige navorsing is gebruik om die verwantskap tussen persoonlikheid en werksukses te verifieer en die navorsingsbehoefte aan te dui. Die steekproef is 74 toesighouers, hoofsaaklik blanke mans, by 'n fabriek van 'n suiwelvervaardigingsmaatskappy. Die verwantskap tussen die 16PF-resultate en toesighouersukses is statisties deur Pearson en Spearman se Produkmomentkorrelasiemetode, Standaard en Stapsgewyse meervoudige regressie en T-toetse vir onafhanklike groepe bepaal. Die resultate toon dat slegs faktore B, C, L, 0, Q4 en die tweedeordefaktor QII van die 16PF 'n beduidende verband met toesighouersukses het. Dit is bevind dat ouderdom, ondervinding en kwalifikasie nie die verwantskap tussen persoonlikheid en toesighouersukses be'invloed nie. Hoewel hierdie bevindinge nie veralgemeen kan word nie, moet persoonlikheid wel deeglik by die evaluering van personeel, byvoorbeeld in seleksie, oorweeg word. / The aim of the research is to establish the relationship between personality and supervisor success. Personality was measured with the 16-Personality Factor Questionnaire (16PF) and supervisor success through a performance measuring system. A literature study was done to verify the relationship between personality and work success. The sample consisted of 74 supervisors, mainly white males, working at a dairy factory. The relationship between the 16PF results and supervisor success has been statistically established through Pearson and Spearman's Product-moment correlation method, standard and stepwise multiple regression analysis and T-tests for independent groups. The results show that factors B, C, L, 0, Q4 and the second order factor QII of the 16PF has a meaningful relationship with supervisor success. It was found that age, qualifications and experience do not influence the relationship between personality and supervisor success. The findings cannot be generalized but personality can be taken into consideration when evaluating employees, for example in selection. / Industrial and Organisational Psychology / M. Comm. (Bedryfsielkunde)

Nesta Tese replicamos por constructo uma pesquisa européia que encontrou para conhecedores da astrologia médias mais altas em Extroversão entre sujeitos dos signos de Fogo e Ar comparados com sujeitos de Terra e Água, formando um “padrão dente-de-serra” previsto em função da alternância zodiacal entre signos de Elementos Quentes (Fogo e Ar) e Frios (Terra e Água), como sendo efeito da “auto-atribuição”, já que a mesma variação não se deu para sujeitos não conhecedores. Também se encontrou, no entanto, maior “suscetibilidade à informação vinda de fora sobre sua personalidade” para os Quentes, o que não invalidou totalmente a teoria astrológica. Encontrou-se lá, além disso, maior média geral em Extroversão para os conhecedores. Usamos o 16 PF – Questionário dos 16 Fatores de Personalidade – com 589 sujeitos brasileiros de ambos os sexos, diferenciando entre conhecedores (208) e não conhecedores (381) da astrologia, sendo o conhecimento constituído da crença na astrologia mais a descrição de três características do signo solar. Para estimular a influência da auto-atribuição, foi dada a parte do grupo (266) a sugestão “Esta é uma pesquisa sobre astrologia”, enquanto para a outra parte (323) foi dito que seria “uma pesquisa sobre personalidade”. Investigamos variações em função dos Elementos astrológicos, através da Análise de Variância (ANOVA), em todos os fatores do 16 PF, mais Extroversão, Ansiedade e Controle. Não aparecem diferenças significativas para a Extroversão isoladamente, mesmo entre os conhecedores. Os conhecedores se descreveram como tendo significativamente maior Extroversão e maior Ansiedade, comparados aos não conhecedores, sugerindo um locus de controle externo. Confirmou-se no grupo dos conhecedores que a maior média geral em Extroversão é devida aos sujeitos do subgrupo dos signos Quentes, e a maior média em Ansiedade é devida aos sujeitos do subgrupo dos signos Frios, indicando a confirmação da maior suscetibilidade à informação vinda de fora sobre suas personalidades para os Quentes. Investigamos, além disso, se a auto-atribuição de origem astrológica afeta não apenas o autoconceito, mas as habilidades da pessoa, através dos 13 itens da Inteligência do 16 PF. Para o grupo de não conhecedores a Ansiedade foi maior para os Quentes do que para os Frios, segundo seus componentes Estabilidade Emocional e Tensão. Este resultado apontou que a Ansiedade, como fator não intelectivo, induziu uma variação de base astrológica na Inteligência. Sugere-se um fator de suscetibilidade diferenciada ao mundo externo segundo a escala Frio-Quente. São analisadas as possíveis explicações teóricas e implicações desses achados. / In this thesis we constructively replicate an european research that found for astrology knowledgeable subjects higher means on Extraversion among subjects of Fire and Air signs, compared with subjects of Earth and Water, compound a “saw-tooth pattern” due the zodiacal alternation between signs of Hot (Fire and Air) and Cold (Earth and Water) Elements, as an effect of the “self-attribution”, since the same variation was not found for no knowledgeable subjets. Also was found, however, a difference on “susceptibility to information about their personality from outside” for the Hots, what didn’t invalidate totally the astrological theory. That research found, furthermore, higher mean in Extraversion for that knowledgeable subjects. We applied the 16PF Test – Sixteen Personality Factor Questionnaire – to 589 brazilian subjects of both sexes, classifying between knowledgeable (208) and no knowledgeable (381) of astrology, being this knowledge constituted by the believe in astrology and by the naming of three characteristics that go with the sunsign. In order to trigger the self-attribution effect, part of the group (266) was given the cue “This is a research into astrology”, while to the other part was given “research into personality”. We investigate variations by dependence on the astrological Elements, by the Analysis of Variance (ANOVA), on all the 16 PF factors, more Extraversion, Anxiety and Control. Didn´t appear significant differences to the Extraversion alone, yet among the knowledgeable. The knowledgeable subjects describe theirselves significantly as having higher Extraversion and Anxiety, suggesting an external locus of control, by comparision with the no knowledgeable. It was confirmed that for the knowledgeable the higher general mean in Extraversion is due to the subjects pertaining to the subgroup of the Hot signs, and the higher general mean in Anxiety is due to the subjects pertaining to the subgroup of the Cold signs, indicating a confirmation of the higher susceptibility to information about their personality from outside among the Hots. We investigate, furthermore, if the astrological self-attribution affects not only the self-concept, but also the actual performance, with the 13 items of Intelligence in the 16PF. For the no knowledgeable group the Anxiety was higher for the Hots than to the Colds due to their components Emotional Estability and Tension. This finding pointed to that Anxiety, as a non-intellective factor, induced the astrologically based variation for Intelligence. It is suggested, as much to knowledgeable as to no knowledgeable subjects, a factor of differenciated susceptibility to the outer world due the Cold-Hot scale. Are analysed the possible theoretical explanations and implications of these findings.

Philosophiae Doctor - PhD / This study focused on the 16PF (SA 92), a personality questionnaire that was developed in the USA and adapted for South African conditions. The main aim of the study was to determine whether the scores of the 16PF are comparable in a cross-cultural setting in South Africa. The influence of age, language, socio-economic status and gender on the scores were also determined. The sample consisted of black, white, coloured, and Indian university students and were drawn from the University of Western Cape, University of Pretoria, University of Durban- Westville, and University of Natal To achieve the aims outlined construct comparability studies and item comparability studies were conducted. In addition, descriptive statistics were also calculated to provide a general picture of the performance of the various sub-samples. A qualitative study was also conducted to determine some of the reasons for the occurrence of item incomparability of the racial sub-sample. The results showed that the racial variable had the greatest influence on the scores obtained. Problems existed with the construct and item comparability of the 16PF when the different race groups were compared. In addition, significant mean differences were also found on the majority of factors when the scores of the different race groups were compared. The results of the qualitative study showed that participants whose home language was not English or Afrikaans had difficulty in understanding many of the words and the construction of sentences contained in the 16PF. The implications of using the 16PF in South Africa, with its multicultural population was outlined, taking the new labour legislation pertaining to selection into consideration. Finally, a number of options for test users, and users of the 16PF in particular were presented.

The primary aim of the research has been to determine whether there is a relationship between personality variables as measured by the Occupational Personality Questionnaire (OPQ32i) and the work performance of credit controllers in a bank. Work performance was measured by means of internal company data sources. A literature review was used to verify whether there is a theoretical relationship between personality and work performance and strong evidence was found. The sample consisted of 89 credit controllers. The relationship between personality variables and work performance was determined by means of correlation studies and multiple regression analyses. Results are reported both in terms of statistical significance and effect sizes. Key terms: personality, work performance, credit control, personality trait theory, Sixteen Personality Factors questionnaire (16PF), Occupational Personality Questionnaire (OPQ). / Industrial and Organizational Psychology / M.Com. (Industrial Psychology)

Anyone desiring to qualify as an accountant or auditor is required to pass an examination as approved by the Public Accountants' and Auditors' Board to establish whether candidates have attained the required standard of academic knowledge in terms of the syllabi laid down by the Board, as well as whether they are able to apply that knowledge in practice (P AAB, 1995). However each year many students fail this very important examination. The reasons for this are not clear and the purpose of this research is to determine whether: personality; vocational interests; intelligence; matriculation Mathematics and home language (English/ Afrikaans) results, predict success in the QE, by comparing a group of successful and unsuccessful QE candidates. The logistic regression, discriminant analysis and t-test statistical procedures, indicated that: warmth (A), liveliness (F), rule-consciousness (G), social boldness (H), apprehension (0), self-reliance (Q2), perfectionism (Q3), tension (Q4), computational interest, social services interest, mechanical interest, Mental Alertness and matriculation home language, are significant factors to consider when identifying candidates likely to be successful in the QE. / Industrial & Organisational Psychology / MCOM (Industrial Psychology)

The primary aim of the research has been to determine whether there is a relationship between personality variables as measured by the Occupational Personality Questionnaire (OPQ32i) and the work performance of credit controllers in a bank. Work performance was measured by means of internal company data sources. A literature review was used to verify whether there is a theoretical relationship between personality and work performance and strong evidence was found. The sample consisted of 89 credit controllers. The relationship between personality variables and work performance was determined by means of correlation studies and multiple regression analyses. Results are reported both in terms of statistical significance and effect sizes. Key terms: personality, work performance, credit control, personality trait theory, Sixteen Personality Factors questionnaire (16PF), Occupational Personality Questionnaire (OPQ). / Industrial and Organizational Psychology / M.Com. (Industrial Psychology)

Anyone desiring to qualify as an accountant or auditor is required to pass an examination as approved by the Public Accountants' and Auditors' Board to establish whether candidates have attained the required standard of academic knowledge in terms of the syllabi laid down by the Board, as well as whether they are able to apply that knowledge in practice (P AAB, 1995). However each year many students fail this very important examination. The reasons for this are not clear and the purpose of this research is to determine whether: personality; vocational interests; intelligence; matriculation Mathematics and home language (English/ Afrikaans) results, predict success in the QE, by comparing a group of successful and unsuccessful QE candidates. The logistic regression, discriminant analysis and t-test statistical procedures, indicated that: warmth (A), liveliness (F), rule-consciousness (G), social boldness (H), apprehension (0), self-reliance (Q2), perfectionism (Q3), tension (Q4), computational interest, social services interest, mechanical interest, Mental Alertness and matriculation home language, are significant factors to consider when identifying candidates likely to be successful in the QE. / Industrial and Organisational Psychology / MCOM (Industrial Psychology)