{"id":"https://openalex.org/W2017915012","doi":"https://doi.org/10.1108/01437729710186428","title":"Using Caliper to predict performance of salespeople","display_name":"Using Caliper to predict performance of salespeople","publication_year":1997,"publication_date":"1997-11-01","ids":{"openalex":"https://openalex.org/W2017915012","doi":"https://doi.org/10.1108/01437729710186428","mag":"2017915012"},"language":"en","primary_location":{"id":"doi:10.1108/01437729710186428","doi":"https://doi.org/10.1108/01437729710186428","is_oa":false,"landing_page_url":"https://doi.org/10.1108/01437729710186428","pdf_url":null,"source":{"id":"https://openalex.org/S201037040","display_name":"International Journal of Manpower","issn_l":"0143-7720","issn":["0143-7720","1758-6577"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","fnege-3","jufo-1","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"International Journal of Manpower","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5043875372","display_name":"Peter Kangis","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I28290843","display_name":"University of Surrey","ror":"https://ror.org/00ks66431","country_code":"GB","type":"education","lineage":["https://openalex.org/I28290843"]}],"countries":["GB"],"is_corresponding":false,"raw_author_name":"Peter Kangis","raw_affiliation_strings":["Surrey European Management School, University of Surrey, Surrey, UK"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Surrey European Management School, University of Surrey, Surrey, UK","institution_ids":["https://openalex.org/I28290843"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5005044969","display_name":"Howard Lago","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Howard Lago","raw_affiliation_strings":["Lombard Motor Finance, Redhill, UK"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Lombard Motor Finance, Redhill, UK","institution_ids":[]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":4,"citation_normalized_percentile":{"value":0.29938418,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":96},"biblio":{"volume":"18","issue":"7","first_page":"565","last_page":"575"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12848","display_name":"Psychological Testing and Assessment","score":0.4293999969959259,"subfield":{"id":"https://openalex.org/subfields/3202","display_name":"Applied Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12848","display_name":"Psychological Testing and Assessment","score":0.4293999969959259,"subfield":{"id":"https://openalex.org/subfields/3202","display_name":"Applied Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12415","display_name":"Employer Branding and e-HRM","score":0.18129999935626984,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13812","display_name":"AI and HR Technologies","score":0.048900000751018524,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/salesperson-selection","display_name":"salesperson selection","score":0.7680000066757202},{"id":"https://openalex.org/keywords/personnel-selection","display_name":"personnel selection","score":0.5049999952316284},{"id":"https://openalex.org/keywords/performance-evaluation-human-resources","display_name":"performance evaluation (human resources)","score":0.36800000071525574},{"id":"https://openalex.org/keywords/sales-targets","display_name":"sales targets","score":0.7620000243186951}],"concepts":[{"id":"https://openalex.org/C186738849","wikidata":"https://www.wikidata.org/wiki/Q12408","display_name":"Calipers","level":2,"score":0.9838493466377258},{"id":"https://openalex.org/C198531522","wikidata":"https://www.wikidata.org/wiki/Q485146","display_name":"Sample (material)","level":2,"score":0.6654296517372131},{"id":"https://openalex.org/C2776436953","wikidata":"https://www.wikidata.org/wiki/Q5163215","display_name":"Consistency (knowledge bases)","level":2,"score":0.6025497317314148},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5393685102462769},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.46435976028442383},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.37723883986473083},{"id":"https://openalex.org/C105795698","wikidata":"https://www.wikidata.org/wiki/Q12483","display_name":"Statistics","level":1,"score":0.36015957593917847},{"id":"https://openalex.org/C121955636","wikidata":"https://www.wikidata.org/wiki/Q4116214","display_name":"Accounting","level":1,"score":0.33937376737594604},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.20856037735939026},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.1956164538860321},{"id":"https://openalex.org/C127413603","wikidata":"https://www.wikidata.org/wiki/Q11023","display_name":"Engineering","level":0,"score":0.158995121717453},{"id":"https://openalex.org/C78519656","wikidata":"https://www.wikidata.org/wiki/Q101333","display_name":"Mechanical engineering","level":1,"score":0.07042267918586731},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.06265830993652344},{"id":"https://openalex.org/C185592680","wikidata":"https://www.wikidata.org/wiki/Q2329","display_name":"Chemistry","level":0,"score":0.0},{"id":"https://openalex.org/C43617362","wikidata":"https://www.wikidata.org/wiki/Q170050","display_name":"Chromatography","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1108/01437729710186428","doi":"https://doi.org/10.1108/01437729710186428","is_oa":false,"landing_page_url":"https://doi.org/10.1108/01437729710186428","pdf_url":null,"source":{"id":"https://openalex.org/S201037040","display_name":"International Journal of Manpower","issn_l":"0143-7720","issn":["0143-7720","1758-6577"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","fnege-3","jufo-1","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"International Journal of Manpower","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[{"id":"https://metadata.un.org/sdg/8","display_name":"Decent work and economic growth","score":0.5299999713897705}],"study_designs":[{"id":"https://openalex.org/study-designs/observational-study","display_name":"Observational Study"}],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":20,"referenced_works":["https://openalex.org/W648578862","https://openalex.org/W1543848957","https://openalex.org/W1559371994","https://openalex.org/W1563262549","https://openalex.org/W1901865882","https://openalex.org/W1994964744","https://openalex.org/W2007836841","https://openalex.org/W2038042154","https://openalex.org/W2047406664","https://openalex.org/W2054670479","https://openalex.org/W2054976315","https://openalex.org/W2120721090","https://openalex.org/W2154199097","https://openalex.org/W2168830717","https://openalex.org/W2313163322","https://openalex.org/W2314062561","https://openalex.org/W2327866474","https://openalex.org/W4239165255","https://openalex.org/W4246276146","https://openalex.org/W4252118620"],"related_works":["https://openalex.org/W2074107807","https://openalex.org/W2291736426","https://openalex.org/W322407567","https://openalex.org/W2110419425","https://openalex.org/W2067232506","https://openalex.org/W1535122292","https://openalex.org/W2035690694","https://openalex.org/W2071819309","https://openalex.org/W2413843645","https://openalex.org/W2081791981"],"abstract_inverted_index":{"Reports":[0],"that":[1,56,66,93],"concern":[2],"with":[3,113],"selection":[4],"of":[5,15,31,47,92,102,108],"high\u2010performing":[6],"salespeople":[7,33,82],"has":[8],"a":[9,29,36,106,114],"long":[10],"pedigree,":[11],"but":[12],"the":[13,25,39,45,48,51,69,72,81,90,99,118],"results":[14],"research":[16],"have":[17],"not":[18],"been":[19],"encouraging.":[20],"Test":[21],"one":[22],"composite":[23],"instrument,":[24],"Caliper":[26,73,96],"Profile,":[27],"on":[28],"sample":[30,70],"90":[32],"employed":[34],"by":[35],"company":[37,67],"in":[38,65],"financial":[40],"services":[41],"sector.":[42],"After":[43],"comparing":[44],"predictions":[46,91],"instrument":[49],"against":[50,85],"records,":[52],"it":[53],"was":[54,58],"concluded":[55],"there":[57],"some":[59],"consistency":[60],"between":[61,80],"how":[62],"line":[63],"managers":[64],"appraised":[68],"and":[71,89],"predictions.":[74],"There":[75],"was,":[76],"however,":[77],"little":[78],"relationship":[79],"quantified":[83],"performance":[84],"agreed":[86],"sales":[87],"targets":[88],"instrument.":[94],"Thus":[95],"predicted":[97],"better":[98],"managers\u2019":[100],"assessment":[101],"overall":[103],"performance.":[104],"Advances":[105],"number":[107],"methodological":[109],"considerations":[110],"are":[111],"advanced":[112],"view":[115],"to":[116],"exploring":[117],"subject":[119],"further.":[120]},"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2020,"cited_by_count":1},{"year":2017,"cited_by_count":1}],"updated_date":"2026-10-03T13:16:28.481748","created_date":"2016-06-24T00:00:00"}
