PASAT 2000

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Note: This test review was published by BPS on 1oth December 2004

Description of the Test:

The PASAT 2000 is a multi-scale personality inventory designed specifically to measure those personality attributes that have a direct relevance to success in sales roles. The original item set was derived from job analysis of a range of representative sales positions. Self-report scores on these items were then correlated with concurrent measures of job performance. Predictive items were retained and factor analysed to create the measure. The PASAT 2000 is a major revision of the Poppleton Allen Sales Aptitude Test. The PASAT 2000 has eight main scales: (1) Motivational Adjustment (2) Emotional Adjustment (3) Social Adjustment (4) Adaptability (5) Conscientiousness (6) Emotional Stability (7) Social Control (8) Self-Assurance There are also three scales designed to detect attempts to present false impressions. These scales are largely composed of items that form part of the eight main scales. (1) Attentive Faking (2) Adaptive Faking (3) Social Faking The manual suggests that these scales go beyond basic distortion scales, which traditionally attempt to identify socially desirable responding because it is a ‘bad’ thing to do. The PASAT 2000 attempts to utilise distortion data because research indicates that impression management may be a positive thing in sales jobs. The eight minor group scales are intercorrelated and reduce to three higher-order major factors: Work-Life Adjustment, Control and Self-Assurance. The manual suggests some intercorrelation among these three factors (no data provided) indicates a general personality factor underlying effectiveness in sales roles. This is termed Positive Attitude. Though developed for sales positions, the scale labels are psychological in style and not driven by face validity. The publishers argue that PASAT may be relevant to non-sales roles, such as police service positions.

Authors: S. Poppleton & P. Jones

Test Publisher: Hogrefe Ltd.