Agent's Performance Versus Life Insurance Company Effectiveness: Five Factor Model

• Autorzy: Andrzej Janowski
• Języki publikacji: EN

Abstrakty

EN

The purpose of this article is to demonstrate the crucial role of five factor model of Costa and McCrae implementation in the context of life insurance industry effectiveness from both theoretical and practical perspectives. There was implemented and tested the five factor model (FFM) of Costa and McCrae, based on a case study of four largest life insurance companies, one domestic and three international ones, on the basis of international scientific projects conducted from 2008 to 2014 and sample of 796 most effective life insurance agents. The results imply the existence of a positive correlation between openness to experience and neuroticism traits and the life insurance agent's efficiency. The study is focused on job, or task based cues, but there are other factors that may be relevant. Future research might study those variables as situational moderators as well. In this context, it is important to accept an assumption concerning the permanence of personality traits [Mc-Crae, Costa 2003], and the response to items on a personality inventory at any one moment is determined by many traits, states and features of immediate situation. (original abstract)

Słowa kluczowe

EN

Competitive advantage; Effectiveness; Life insurance; Life insurance companies

PL

Przewaga konkurencyjna; Efektywność; Ubezpieczenia na życie; Towarzystwa ubezpieczeniowe na życie

• Czasopismo: Przedsiębiorczość i Zarządzanie
• Rocznik: 2017
• Numer: t. 18, z. 12, cz. 2 Globalne i regionalne wyzwania przedsiębiorczości i innowacyjności
• Strony: 449--461

Twórcy

autor

Andrzej Janowski

• Bydgoszcz University of Science and Technology

Bibliografia

• Araujo L.M., Dubois A. (2004), Research methods in industrial marketing studies, Wiley, Chichester, pp. 207-228.
• Barrick M. R., Mount M. K., Judge T. A. (2001), The FFM personality dimensions and job performance: Meta-Analysis of meta-analyses, "International Journal of Selection and Assessment", 9, pp. 9-30.
• Behling O. (1998), Employee selection: Will intelligence and conscientiousness do the job? "Academy of Management Executive", 12, pp. 77-86.
• Bing M.N., Lounsbury J. (2000), Openness and job performance in U.S.-based Japanese manufacturing companies, "Journal of Business and Psychology", 14, pp. 515-522.
• Busato V., Prins F., Elshout J., Hamaker Ch. (1999), The relation between learning styles, the Big Five personality traits, and achievement motivation in higher education, "Personality and Individual Differences", 26, pp. 129-140.
• Buss D.M. (2009), An evolutionary formulation of person-situation interactions, "Journal of Research in Personality", 43, pp. 241-242.
• Christiansen N., Tett R. (2007), Personality tests at the crossroads: a response to Morgeson, Campion, Dipboye, Hollenbeck, Murphy, and Schmitt, "Personnel Psychology", 60 (4), pp. 967-993.
• Collings D.G., Mellahi K. (2009), Strategic talent management: A review and research agenda, "Human Resources Management Review", 19, pp. 304-313.
• Dubois A., Gadde L.E. (2002), Systematic combining: an abductive approach to case research, "Journal of Business Research", 55 (7), pp. 553-560.
• Eisenhardt K.M., Graebner M.E. (2007), Theory building from cases: opportunities and challenges, "The Academy of Management Journal", 50 (1), pp. 25-32.
• Evans K. (2012), Advancing Sales Performance Research: A Focus on Five Underresearched Topic Areas, Journal of Personal Selling and Sales Management, 32 (1), pp. 89-106.
• Ford J.K., MacCallum R.C., Tait M. (1986), The application of exploratory factor analysis in applied psychology: A critical review and analysis, "Personnel Psychology", 59, pp. 291-314.
• Funder D.C. (2006), Towards a resolution of the personality triad: Persons, situations, and behaviours, "Journal of Research in Personality", 40, pp. 21-34.
• Furnham A. (2008), Personality and Intelligence at Work, Routledge. New York.
• Gasparski W. (2013), Human Action as an Ultimate Given: Ludwig von Mises' Praxeology as Seen from a Business Ethics Angle, "Studia Humana", 2 (1), pp. 3-14.
• Gibbert M., Ruigrok W. (2010), The "what" and "how" of case study rigor: Three strategies based on published work, "Organizational Research Methods", 13 (4), pp. 710-737.
• Graziano W., Tobin R. (2009), Agreeableness. Handbook of individual differences in social behavior, Guilford, New York.
• Hogan R. (2007), Personality and the fate of organizations, Lawrence Erlbaum Associates Mahwah, New Jersey.
• Ilies R., Keeney J., Scott B. (2011), Work-Family Interpersonal Capitalization: Sharing Positive Work Events at Home, "Organizational Behavior and Human Decision Processes", 114, pp. 115-126.
• Janowski A. (2015), The Development of Polish Life Insurance Market in the Context of Austrian School - Client's Approach, "British Journal of Economics, Management & Trade", 5, pp. 132-143.
• John O.P., Gross J.J. (2007), Individual differences in emotion regulation [in:] Gross J.J. (Ed.), Handbook of emotion regulation, Guilford Press, New York.
• Joshi A., Roh H. (2009), The role of context in work team diversity research: A meta-analytic review, "Academy of Management Journal", 52, pp. 599-627.
• Journal of Laws (2015), Act of 11 September on insurance and reinsurance operations, Item 1844.
• Joyce W.F., Slocum J.W. (2012), Top management talent, strategic capabilities and firm performance, "Organizational Dynamics", 41, pp. 183-193.
• Judge T., Zapata C. (2015), The Person-Situation Debate Revisited: Effect of Situation Strenght and Trait Activation on the Validity of the Big Five Personality Traits in Predicting Job Performance, "Academy of Management Journal", 58 (4), pp. 1149-1179.
• Kerlinger F. (1986), Foundations of behavioural research, Holt, Rinehart, Winston, New York.
• Komarraju M., Karau S., Schmeck R., Avdic A. (2011), The Big Five Personality traits, learning styles, and academic achievement, "Personality and Individual Difference", 51: pp. 472-477.
• LePine J., Colquitt J., Erez A. (2000). Adaptability to changing task context: Effects of general cognitive ability, conscientiousness, and openness to experience, "Personnel Psychology", 53, pp. 563-593.
• Lucas R.E., Donnellan M.B. (2009), If the person- situation debate is really over, why does it still generate so much negative affect? "Journal of Research in Personality", 43, pp. 146-149.
• McCrae R., Costa P. (2003), Personality in adulthood: A five-factor theory perspective (2nd ed.), Guilford Press, New York.
• Mischel W., Shoda Y. (1995), A cognitive-affective system theory of personality: Reconceptualizing situations, dispositions, dynamics, and invariance in personality structure, "Psychological Review", 102, pp. 246-268.
• Mises L. Von. (2014), Economic calculation in the socialist commonwealth, Mises Institute, Alabama.
• Ones D.S., Dilchert S., Viswesvaran C., Judge T.A. (2007), In support of personality assessment in organizational settings, "Personnel Psychology", 60, pp. 995-1027.
• Pulakos E., Arad S., Donovan M., Plamondon K. (2000), Adaptability in the workplace: Development of a taxonomy of adaptive performance, "Journal of Applied Psychology", 85, pp. 612-624.
• Roberts B.W. (2009), Back to the future: Personality and assessment and personality development, Journal of Research in Personality, 43, pp. 137-145.
• Rogozinski K. (2012), Zarządzanie wartością z klientem, Wolters Kluwer, Warsaw.
• Trevino L.K. (1986), Ethical decision making in organizations: A person-situation interactionist model, "Academy of Management Review", 11, pp. 601-617.
• Uppal N., Mishra S., Vohra N. (2014), Prior Related Work Experience and Job Performance: Role of personality, "International Journal of Selection and Assessment", 22 (1), pp. 39-51.
• Verbeke W., Dietz B., Verwaal E. (2011), Drivers of Sales Performance: A Contemporary Metaanalysis. Have Salespeople Become Knowledge Brokers? "Journal of the Academy of Marketing Science", 39 (3), pp. 407-428.
• Ward C., Leong C., Low M. (2004), Personality and sojourner adjustment: An exploration of the big five and the cultural fit proposition, "Journal of Cross-Cultural Psychology", 35, pp. 137-151.
• Widiger T. (2009), Neuroticism. Handbook of individual differences in social behavior, Guilford, New York.
• Williamson J.B., Karp D.A., Dalphin J.R., Grey P.S. (1982), The research craft, Little, Brown, Boston.
• Wilt J., Revelle W. (2009), Extraversion. Handbook of individual differences in social behavior, Guilford, New York.
• Zimbardo P. (2006), Psychologia i życie, PWN, Warsaw.