THE SUBSTANTIVE NATURE OF PERFORMANCE VARIABILITY: PREDICTING INTERINDIVIDUAL DIFFERENCES IN INTRAINDIVIDUAL PERFORMANCE

Abstract

The nature of intraindividual performance variability over time, along with individual difference predictors of such variability, was examined using latent growth curve methodology. Quarterly sales performance for a sample of securities analysts ( n = 303) was measured at 8 times. Average intraindividual performance approximated a basic “learning” curve, although there were considerable individual differences in each of the latent performance growth parameters. Individual difference predictors from a biodata inventory were moderately related to these latent growth parameters. Theoretical and practical implications of performance variability for personnel selection are also discussed.