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Department:Department of Managementen_US
Author:Yeung, Joyceen_US
URI:https://theses.lib.polyu.edu.hk/handle/200/4855-
Language:Englishen_US
Title:The job characteristics of life insurance sales agentsen_US
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.en_US
Pages:ii, 46, [13] leaves : ill. ; 30 cmen_US
Year:1998-
Degree:All Masteren_US
Degree:M.B.A.en_US
Subject:Life insurance agents -- China -- Hong Kongen_US
Subject:Hong Kong Polytechnic University -- Dissertationsen_US
Access:restricted access-

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Please use this identifier to cite or link to this item: https://theses.lib.polyu.edu.hk/handle/200/4855