What categories of variables affecting performance can you identify? Raymond Baker is J.P. Reynolds Investments’ district sales manager for the Southeastern Region (covering Florida, Georgia, South Carolina, Tennessee, and Alabama). J.P. Reynolds sells a variety of mutual funds and other investment products to financial services companies that are retailer sellers of such products. It generally offers its investment products to small- and medium-sized customers, such as regional banks, as opposed to large financial services companies.

Raymond recently lost his best salesperson and must replace him immediately. This morning he interviewed two job candidates, Dag Wicklo and Katharine Bryant, for the position of sales representative, level Il (three to six years of experience), for about 45 minutes each. Dag is 26, tall, athletic, enjoys outdoor activities, is not married, has no children, and is clearly from the South. He came to the interview with very short-cropped hair and a slightly wrinkled suit. He scored slightly below average on the test of general mental aptitude administered by the HR department. Katharine is 36, shorter than average, not athletic, is married to a wealthy financier, has two children, and is originally from New York.

She is wearing a very formal black suit and expensive-looking shoes. She scored well on the test of general mental aptitude.