PASAT 2000

Hogrefe Ltd

Summary of Test Review

General description of Test


Test Review Summary

Test Name:PASAT 2000
Author of Original Test: Professor S. Poppleton and P. Jones
Local test distributor / publisher:Hogrefe
Date of Current Review:2003
Date of Publication of Current Review / Edition:10 Dec 2004
Type of Test:Personality - Trait
Main Area of Use:Work and Occupational
Constructs Measured:Personality attributes that have a direct relevance to success in sales roles.
Administration Mode:Interactive individual administration
Supervised Group administration
Computerised locally-installed application - supervised/proctored
Response Mode:Paper and pencil
General Description of 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.

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