Ivancevich, John M.2011-01-102011-01-101977Ivancevich, John M. (1977). A multitrait-multirater analysis of a behaviorally-anchored rating scale for sales personnel. Applied Psychological Measurement, 1, 523-531. doi:10.1177/014662167700100408doi:10.1177/014662167700100408https://hdl.handle.net/11299/98616Behaviorally-anchored rating scales (BARS) have grown in popularity among researchers and practitioners. There have been reports and studies of BARS being used to evaluate the performance of nurses, engineers, grocery clerks, managers, and teachers. An important issue in using BARS concerns the validity of the instrument. This study of the development and validity evaluation by the multitrait-multirater approach of a BARS for sales personnel suggests (1) moderate convergent validity and (2) little or no discriminant validity.enArticle