A STRUCTURAL EQUATION MODEL OF THE PERSONALITIES AND WORK ACHIEVEMENT OF LIFE INSURANCE SALESPERSONS: EVIDENCE FROM TAIWAN

Mu-Lan Wang and Li-Jeng Liang

Global Journal of Business Research, 2012, vol. 6, issue 1, 27-37

Abstract: The aim of this research is to discuss the personal characters of salespersons that produce higher work achievement. A sample of 384 life insurance salespeople from Taiwan are examined. A structural equation model is used to discuss the direct and positive influence of personalities on work achievement. The research shows that conscientious and extravert characters have direct and positive influences on task performance within work achievement. Neuroticism has direct and negative influence. Being conscientious and agreeable has direct and positive influences on contextual performance. We recommend that insurance companies consider those whose personalities are conscientious, extravert, agreeable, emotional stable, and less anxious for employment. People with these features have better familiarity in core skills and can create better work achievement.

Keywords: personalities; work achievement; structural equation model (search for similar items in EconPapers)
JEL-codes: G22 (search for similar items in EconPapers)
Date: 2012
References: View complete reference list from CitEc
Citations:

Downloads: (external link)
http://www.theibfr2.com/RePEc/ibf/gjbres/gjbr-v6n1-2012/GJBR-V6N1-2012-4.pdf (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ibf:gjbres:v:6:y:2012:i:1:p:27-37

Access Statistics for this article

Global Journal of Business Research is currently edited by Terrance Jalbert

More articles in Global Journal of Business Research from The Institute for Business and Finance Research
Bibliographic data for series maintained by Mercedes Jalbert ( this e-mail address is bad, please contact ).