THE PROACTIVE PERSONALITY SCALE AND OBJECTIVE JOB-PERFORMANCE AMONG REAL-ESTATE AGENTS

A sample of 131 real estate agents was used to examine the criterion validity of the Proactive Personality Scale (T. S. Bateman and J. M. Grant, 1993). A job performance index was computed for each agent from archival records of the number of houses sold, number of listings obtained, and commission income over a 9-month period. Experience, social desirability, general mental ability, and 2 of the Big Five factors-Conscientiousness and Extraversion-were controlled for, and the Proactive Personality Scale explained an additional 8% of the variance in the objective measure of agents' job performance. These results provide additional evidence for the criterion validity of the Proactive Personality Scale and suggest that specific personality measures can have incremental validity over the Big Five factors.