Political skill as moderator of personality – Job performance relationships in socioanalytic theory: Test of the getting ahead motive in automobile sales

Based on the socioanalytic perspective of performance prediction (Hogan, 1991 and Hogan and Shelton, 1998), this study tests whether the motive to get ahead produces greater performance when interactively combined with social effectiveness. Specifically, we investigated whether interactions of the five-factor model constructs of extraversion and openness to experience (i.e., operationalizations of the getting ahead motive in the socioanalytic framework) with political skill predict sales performance. The hypotheses were tested in a sample of 112 car salespersons, and the results supported the extraversion × political skill interaction, but not the openness to experience × political skill interaction. For individuals high on political skill, higher levels of extraversion were associated with higher levels of sales. For individuals low on political skill, higher levels of extraversion were associated with lower levels of sales. Implications of the results and directions for future research are provided.