Diseño de tests de selección de personal a partir de la teoría clásica de los tests, el caso de vendedores de vehículos

• Autores: Herman Frank Littlewood Zimmerman, Ana Catalina Colín Sánchez
• Localización: Contaduría y administración, ISSN 0186-1042, ISSN-e 2448-8410, Vol. 69, Nº. 3, 2024, págs. 118-142
• Idioma: español
• Títulos paralelos:
  • Design of personnel selection tests based on the classical theory of tests, the case of vehicle salespeople
• Enlaces
  • Texto completo (pdf)
• Resumen
  • español

    El objetivo es diseñar un test válido y confiable para la selección de vendedores de vehículos automotores que laboran en una distribuidora nacional y compartir el proceso en la elección y/o diseño de tests de acuerdo a la teoría clásica de los tests. En una primera fase se realizó un estudio cualitativo de tipo fenomenológico exploratorio e inductivo, mediante entrevistas, grupos focales y análisis de solicitudes para identificar las características de vendedores exitosos y en una segunda fase se diseñó e investigó un test de tipo cuantitativo para medir las características identificadas en la primer fase. Se identificaron once rasgos de en la primera fase, ninguno se relacionó con comisiones por ventas, pero un análisis factorial y otro confirmatorio, identificó un constructo de 15 ítems, con una confiabilidad de .94, que correlaciona significativa y negativamente (-.41**) con comisiones por ventas; los vendedores con bajos puntajes en el test ganan más del doble en comisiones de ventas. Debido a que se trata de un primer estudio, requiere replicarse con otras muestras a fin de confirmar su validez. Cabe mencionar que en la literatura internacional y latinoamericana no se encontraron tests publicados de ventas que aporten evidencia de validez de constructo y de criterio, los tests deben contribuir a la optimización de la administración del talento. El principal hallazgo es la identificación de un constructo que predice el éxito en ventas.

  • English

    The aim is to design a valid and reliable test for the selection of motor vehicle salespeople who work at a national distributor and share the validation process proposed by the classical test theory, . In the first phase, a qualitative study of an exploratory and inductive phenomenological type was conducted, through interviews, focus groups and analysis of applications, so as to identify the characteristics of successful salespeople, and in a second phase, a quantitative test was designed to measure such characteristics. identified in the first phase. Eleven traits were identified in the first phase, none was related to sales commissions, but a factorial analysis identified a construct of fifteen items, with a reliability of .94, which correlates significantly and negatively (-.41**). with sales commissions, and that selects salespeople who earn more than double in sales commissions. A LISREL confirmatory factor analysis confirms the findings of the exploratory analysis. Since this is a first study, it needs to be replicated with other samples to confirm validity. No published sales tests were found in the international and Latin American literature that provide evidence of construct and criterion validity; tests can contribute to the optimization of talent management. The main finding is the identification of a construct that predicts sales success

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