The aim of this research was to generate a theory to predict the success levels of assurance sales representatives. A sample of 245 participants from a life insurance company in South Africa was selected to participate in the study. The sample consisted of 213 males and 32 females; of these, 159 were European, 78 African and 8 Asian; the average age was 40.37 years. The Schepers Locus of Control Inventory (Schepers, 1995), the Entrepreneurial Attitude Orientation Scale (EAOS) (Robinson, Stimpson, Huefner&Hunt, 1991) and a biographical questionnaire were administered to the participants. Factor analysis was conducted to test the psychometric quality of the locus of control and the attitude scale. Hypotheses were tested for the variables with two performance outcomes: commissions earned and lapse ratios. Using the information obtained from the analyses, a model was built of the significant relationships between the performance criteria and the independent variables. Results indicated that neither the EAOS nor the Locus of Control Inventory scales predicted performance outcomes as hypothesized for sales professionals. The significant correlations that did result were generally counter to expectations. Demographic variables had limited success in predicting performance outcomes of sales professionals. The nature of the employment contract (full or part-time w/NEK, F = 5.61; p<0.05), population groups (White South Africans vs. African South Africans w/NEK, F = 5.22; p<0.05), job status (Manager vs. Sales Representative wNEK, F = 3.51; p<0.05), years in sales (w/NEK, r = •0.14345; p<0.05), and desired salary (w/NEK, r = 0.19571; p<0.05) were correlated with the performance outcome measures. Cultural and management implications are discussed with regard to the use of psychometric measures for selection. Research implications also are discussed. / Dissertation (MA (psychology))--University of Pretoria, 2001. / Psychology / unrestricted

The model of psychological flexibility and inflexibility presented within an Acceptance and Commitment Therapy (ACT) framework is one that is multifaceted and complex. Until recent years, however, measurement of the construct of psychological flexibility has largely been conducted in a unidimensional manner across research and clinical contexts. The emergence of the Multidimensional Psychological Flexibility Inventory (MPFI; Rolffs et al., 2016) has remedied this situation by providing the first assessment of its kind to simultaneously capture each dimension of the full psychological flexibility model in a theoretically consistent manner. The current study intends to provide independent validation of the MPFI’s psychometric properties and to further solidify the measure’s utility in more comprehensively measuring ACT constructs for research and clinical contexts. The study will examine the MPFI’s convergence with related measures, its predictive validity with pertinent outcomes, and its utility in relation to the current standard of psychological flexibility measurement.

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Sexual trauma is linked to adverse health outcomes (e.g., D’Andre et al., 2011). Given the negative sequelae of sexual trauma, exploration of factors that influence the relation between sexual trauma and health outcomes is crucial. Current literature suggests that psychological flexibility and inflexibility may be factors in promotion of individuals’ health or pathology (e.g., Gloster et al., 2017). The current study sought to explore the variability in psychological flexibility and inflexibility among participants and the potential moderating effects of psychological flexibility and inflexibility on the relation between sexual trauma and both mental and physical health outcomes. Moderation analyses failed to support significant moderation effect of psychological flexibility on either physical or mental health outcomes. However, psychological inflexibility did significantly moderate the relationship between sexual trauma and emotional wellbeing b = 5.50 t(247) = 2.69 p < 0.01 such that sexual trauma significantly predicts worse emotional wellbeing at high levels of psychological inflexibility. Similarly, in the model examining the potential moderating effect of psychological inflexibility on the relationship between sexual trauma and physical functioning, the interaction was significant, b = 7.51 t(248) = 2.13, p < 0.05, suggesting possible moderation. However, after further probing, psychological inflexibility did not significantly moderate the relationship between sexual trauma and physical functioning at any level. Additionally, t-test results suggest that regardless of a sexual trauma history, participants do not significantly differ in their levels of psychological flexibility or inflexibility. However, within moderation models both psychological flexibility and psychological inflexibility predicted physical and mental health outcomes, further supporting the association between resiliency and psychological flexibility and the link between inflexibility and worsened health outcomes. Findings suggest that interventions that promote psychological flexibility and target inflexibility may be important health promotion factors among both survivors of sexual trauma and non-traumatized populations.

The main aim of this thesis is to investigate the processes of the psychological contract during organisational socialisation. Research on psychological contract tends to focus more on the content and breach of the contract. Very little is known about the formative stages of the contract. Very little attention has also been given to investigating the psychological contract together with organisational socialisation. Linking the two research areas would further our understanding of both the dynamic nature of the psychological contract. This is achieved by investigating the temporal changes of the psychological contract of new employees, pre-entry up to six months post entry into employment. The research also investigates the psychological contract from the employer`s perspective. It utilises Weick`s (1995) sensemaking properties as a methodological framework to better understand these processes. Consistent with the research aim and objectives and social constructionism, a qualitative methodology was adopted. The research used in-depth semi structured interviews to collect data supplemented with sitting in during recruitment interviews in one of the organisations, and data were analysed using template analysis. Periodic interviews were carried out every four to six months post entry. The research consists of two organisations, where each provided two groups for analysis. The findings show that after entry into the organisation, the psychological contract changes in a variety of ways influenced by socialisation into the organisation. A model based on the findings is presented and discussed in the discussion chapter. The research also makes a contribution (methodology) by adopting the sensemaking framework.

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