The job characteristics of life insurance sales agents

Pao Yue-kong Library Electronic Theses Database

The job characteristics of life insurance sales agents

 

Author: Yeung, Joyce
Title: The job characteristics of life insurance sales agents
Degree: M.B.A.
Year: 1998
Subject: Life insurance agents -- China -- Hong Kong
Hong Kong Polytechnic University -- Dissertations
Department: Dept. of Management
Pages: ii, 46, [13] leaves : ill. ; 30 cm
Language: English
InnoPac Record: http://library.polyu.edu.hk/record=b1442281
URI: http://theses.lib.polyu.edu.hk/handle/200/4855
Abstract: This study aimed to investigate the job characteristics of life insurance sales agents in Hong Kong. Life insurance sales agents' work was classified into six categories: prospecting, making appointment, meeting clients (fact finding), plan preparation, closing and after sale servicing. The diversity in life insurance sales agents' time allocation and concern with these work categories was observed. Based on Hackman and Oldham's Job Characteristics Model, the motivating potential of life insurance sales agents' work categories was assessed in terms of five job characteristics : task identity, task significance, skill variety, autonomy and feedback. Among the six work categories, closing was found to have the greatest motivating potential. Furthermore, life insurance sales agents' job characteristics were found strongly related to affective outcomes in life insurance sales agents such as job satisfaction, motivation, intention to change employers and intention to change jobs. Life insurance sales agents' knowledge and skill, personal growth need and context satisfaction are all possible moderators of the relationship between job characteristics and affective outcomes. The findings supported the validity of Hackman and Oldham's Job Characteristics Theory in the context of insurance organisations in Hong Kong.

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