ADAPTATION AND INTRAINDIVIDUAL VARIATION IN SALES OUTCOMES: EXPLORING THE INTERACTIVE EFFECTS OF PERSONALITY AND ENVIRONMENTAL OPPORTUNITY
研究销售代表个体内绩效的周度变异，发现大部分变异来自个体内部而非个体间，且受中央办公室推荐机会的影响；尽责性增强推荐与绩效的正向关系，开放性则削弱该关系。
Many practices in the field of industrial-organizational psychology assume that individual performance is stable across time; yet, little is actually known about the extent to which performance varies within individuals. We specifically address this issue by exploring the longitudinal influence of a situational opportunity (referrals received from the central office) on intraindividual performance outcomes of sales representatives. We also explore Conscientiousness and Openness to Experience as traits that explain variation in adaptation to changes in referrals. Our results show that more weekly variation in individual performance resides within individuals than between individuals. A majority of this variance is explained by the situational opportunity of referrals. Furthermore, the positive relationship between referrals and outcomes is stronger for sales representatives high on Conscientiousness, but weaker for representatives high on Openness to Experience.