Personality Traits and Sales Effectiveness : the Life Insurance Market in Poland

• Autorzy: Andrzej Janowski
• Języki publikacji: EN

Abstrakty

EN

Within organizations in industrialized countries, the quality of human resources tends to become a major issue on the path to achieving a competitive advantage. According to the author's research, the implementation of the five-factor model of Costa and McCrae provides the solution for the abovementioned problem. This article demonstrates the crucial utility of the five-factor model of Costa and McCrae in the context of life insurance industry effectiveness from both the theoretical and practical perspectives based on a case study of the four largest life insurance companies 796 most effective agents. Results imply the existence of a positive correlation between the level of the selected personality traits intensities and the life insurance agent's sales efficiency. Moreover, as levels of the personality traits of "openness to experience," "consciousness," "agreeableness" and "neuroticism" are the predictors of life insurance company effectiveness, there are fundamentals for induction to be appropriate for the whole retail financial sector human resources management system. (original abstract)

W organizacjach w uprzemysłowionych krajach, jakość zasobów ludzkich stanowi główny problem na drodze do uzyskania przewagi konkurencyjnej. Implementacja modelu pięcioczynnikowego Costy i McCrae'a dostarcza rozwiązania dla wzmiankowanego problem. Celem niniejszego artykułu jest ukazanie kluczowej roli implementacji modelu pięcioczynnikowego Costy i McCrae'a dla efektywności zakładu ubezpieczeń na życie zarówno z perspektywy teoretycznej, jak i praktycznej. Badanie w tej pracy oparto na stadium przypadku czterech największych zakładów ubezpieczeń na życie. Próbę stanowiło 796 najbardziej efektywnych agentów ubezpieczeniowych. W badaniu posłużono się kwestionariuszem modelu pięcioczynnikowego. Wyniki wskazują na istnienie pozytywnej korelacji pomiędzy poziomem natężenia niektórych cech osobowości i skutecznością sprzedażową agentów ubezpieczeniowych. Poziom natężeń cech "otwartość na doświadczenie", "sumienność", "ugodowość" i "neurotyzm" stanowi korelatę efektywności zakładu ubezpieczeń na życie. Co więcej, wyniki badań wskazują na istnienie podstaw do ich indukcji do systemów zarządzania całego sektora finansowych usług detalicznych. (abstrakt oryginalny)

Słowa kluczowe

EN

Competitive advantage; Effectiveness; Management; Organisation; Human personality

PL

Przewaga konkurencyjna; Efektywność; Zarządzanie; Organizacja; Osobowość człowieka

• Czasopismo: Journal of Entrepreneurship, Management and Innovation (JEMI)
• Rocznik: 2018
• Tom: 14
• Numer: nr 1 Innovation, Entrepreneurship and Psychological Traits as Factors Influencing Productivity
• Strony: 143--160

Twórcy

autor

Andrzej Janowski

• Bydgoszcz University of Science and Technology

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Identyfikatory

DOI

10.7341/20181418