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A Structural Equation Model Of The Personalities And Work Achievement Of Life Insurance Salespersons: Evidence From Taiwan

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  • Mu-Lan Wang
  • Li-Jeng Liang

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.

Suggested Citation

  • Mu-Lan Wang & Li-Jeng Liang, 2012. "A Structural Equation Model Of The Personalities And Work Achievement Of Life Insurance Salespersons: Evidence From Taiwan," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 6(1), pages 27-37.
  • Handle: RePEc:ibf:gjbres:v:6:y:2012:i:1:p:27-37
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    More about this item

    Keywords

    personalities; work achievement; structural equation model;

    JEL classification:

    • G22 - Financial Economics - - Financial Institutions and Services - - - Insurance; Insurance Companies; Actuarial Studies

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