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Misurare la personalità dei venditori: l'adattamento italiano del Poppleton Allen Sales Aptitude Test 2000 (PASAT 2000)
Journal Title: RISORSA UOMO  
Author/s: Annamaria Di Fabio, Marco Giovanni Mariani 
Year:  2008 Issue: Language: Italian 
Pages:  12 Pg. 85-96 FullText PDF:  78 KB

This study proposes the realization of an Italian adaptation of the PASAT 2000, furnishing a first contribution on the reliability and validity of the tool. The Italian sample was composed of 453 salespeople who were administered the PASAT 2000 and 16PF-5. In general, the tool was shown to be reliable. The emerging factors show goodoptimal congruence corresponding with the original version in English. The confirmatory factorial analysis shows adequate fit between the data and the model. Correlations between scores on the PASAT 2000 and the 16PF-5 illustrate the moderate-good concurrent validity. The tool shows some interesting requisites that may be of contribution to research and professional practice.

Annamaria Di Fabio, Marco Giovanni Mariani, in "RISORSA UOMO " 1/2008, pp. 85-96, DOI:


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