Previous studies of the influence of personality on behaviour in experimental games have provided conflicting and inconclusive results. The present investigation was designed to search on a broad front for personality correlates of behaviour in a two-person bargaining game, the one used being a derivation of the Deutsch and Krauss Trucking Game. Five personality tests, covering fifty-three personality traits, were administered to 192 undergraduate students attending courses at The University of Stirling, and from these the experimental groups were randomly chosen, the only constraint being the sex of the subjects. The tests were The Sixteen Personality Factor Questionnaire, The Guilford/Zimmerman Temperament Survey, The Study of Values Test, The Edwards Personal Preference Schedule, and The Test of Social Insight. The trucking game was played for 30 trials by two groups of subjects, each containing 24 male dyads and 24 female dyads, under two experimental conditions: Condition I, where subjects had access to full information regarding the other's payoffs, and Condition II, where only incomplete information of the other's payoffs was available. It was hypothesized that behaviour in the game would be influenced by (i) amount of information available about the payoffs of the other; (ii) sex of the players (comparing single-sexed dyads); and (iii) players' personality. No differences due to either amount of information available about the other's payoffs, or sex of the players, were found. An analysis of the data provided by the combined experimental groups, however, successfully located indications of personality effects on behaviour in the game, as measured by total joint payoff summed over 30 trials, total time taken, the number of concessions made to the other player, and first strategy-choice on individual trials. The personality variables concerned were Emotional Stability and Radicalism/Conservatism, (Factors C and Ql of The Sixteen Personality Factor Questionnaire); Personal Relations, (Factor P of The Guilford/Zimmerman Temperament Survey); Theoretical Value, (T scale of The Study of Values Test); Exhibition, ('exh' variable of The Edwards Personal Preference Schedule); and Cooperativeness, (Scale III of The Test of Social Insight). It is suggested that the relationship of these personality variables to game-playing behaviour should be the subject of further investigation.

Summary in English / Research was conducted to determine whether the 16-PF can be used as an objective measurement for the selection of prospective educational psychologists. A wellgrounded literature study was performed about the task of the educational psychologist and skills and personality features which make the task of the educational psychologist easier. The task of the educational psychologist is not of an individual nature, directed at individual problems any more, but covers a wide field which demands that the educational psychologist comes forward with new initiatives. The traditional task of diagnosing, assisting, administrating and conducting research must be extended to one which also emphasizes proactive programmes, mental health, prevention of problems and human development. The nature of the task makes high demands on the educational psychologist and requires the mastering of a variety of skills. A large variety of factors have been found in literature which could make the task of the educational psychologist easier. These factors can be grouped together as cognitive factors, factors which contribute to the creation of an educational climate and accompanying interpersonal relations and rapport, factors which indicate the use of an external reference framework, and factors which indicate mental health. These identified factors were related to the factor patterns of the 16-PF and were derived to personality factors. These latter factors which were thus obtained, were used to compile a personality profile for educational psychologists. The following personality profile for educational psychologists was derived from the literature study: outgoing (affectothymia; A+), high intelligence (B+), higher ego strength (C+), higher superego strength (G+), socially venturesome (H+), shrewdness (N+) and self-assuredness (0-). According to literature, withdrawal (A-) and dominance (E+) are regarded as negative features of the educational psychologist. The personality profile was assessed by experts with the use of the Delphi technique. From the results of the Delphi investigation it appears that the experts support the suggested personality profile. The personality features are regarded as extremely important, and comment on the personality profile was positive. The findings of the research contribute to the solution of the problem around the selection of educational psychologists since an objective assessment of the prospective student's abilities can be obtained by means of the 16-PF. / Psychology of Education / D. Ed. (Sielkundige Opvoedkunde)

Summary in English / Research was conducted to determine whether the 16-PF can be used as an objective measurement for the selection of prospective educational psychologists. A wellgrounded literature study was performed about the task of the educational psychologist and skills and personality features which make the task of the educational psychologist easier. The task of the educational psychologist is not of an individual nature, directed at individual problems any more, but covers a wide field which demands that the educational psychologist comes forward with new initiatives. The traditional task of diagnosing, assisting, administrating and conducting research must be extended to one which also emphasizes proactive programmes, mental health, prevention of problems and human development. The nature of the task makes high demands on the educational psychologist and requires the mastering of a variety of skills. A large variety of factors have been found in literature which could make the task of the educational psychologist easier. These factors can be grouped together as cognitive factors, factors which contribute to the creation of an educational climate and accompanying interpersonal relations and rapport, factors which indicate the use of an external reference framework, and factors which indicate mental health. These identified factors were related to the factor patterns of the 16-PF and were derived to personality factors. These latter factors which were thus obtained, were used to compile a personality profile for educational psychologists. The following personality profile for educational psychologists was derived from the literature study: outgoing (affectothymia; A+), high intelligence (B+), higher ego strength (C+), higher superego strength (G+), socially venturesome (H+), shrewdness (N+) and self-assuredness (0-). According to literature, withdrawal (A-) and dominance (E+) are regarded as negative features of the educational psychologist. The personality profile was assessed by experts with the use of the Delphi technique. From the results of the Delphi investigation it appears that the experts support the suggested personality profile. The personality features are regarded as extremely important, and comment on the personality profile was positive. The findings of the research contribute to the solution of the problem around the selection of educational psychologists since an objective assessment of the prospective student's abilities can be obtained by means of the 16-PF. / Psychology of Education / D. Ed. (Sielkundige Opvoedkunde)

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.

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.

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)

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 DurbanWestville, 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. / Industrial and Organisational Psychology / D.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)