Customer Orientation, Social Values And Reward System On Performance Of Life Insurance Agents
| dc.contributor.author | Hon Tat, Muhahuam | |
| dc.date.accessioned | 2016-02-05T08:47:06Z | |
| dc.date.available | 2016-02-05T08:47:06Z | |
| dc.date.issued | 1999-05 | |
| dc.description.abstract | This research seeks to examine the relationship between customer-oriented selling behavior and social values on the performance of life insurance agents. Questionnaires developed by Saxe and Weitz (1982), that is SOCO scale was used to examine customer-oriented selling behavior, while List of Values (LOV) (Kahle, 1983) was used to examine social values. ~egression analysis shows that social values has no impact on the enhancement of performance of agents. But customer-oriented selling behavior has shown a positive relationship with the performance of agents. This research also determines whether ( 1) perception of type of reward given by the life insurers and (2) frequency of receiving rewards by the agents; have any impact on the relationship mentioned. As a whole, perception of type of reward given by life insurer has no interaction impact with the relationship mentioned above. But frequency of receiving any rewards by the agent has found to have an additional impact on the relationship between customer-oriented selling behavior with performance. The above results imply that the local life insurance agents must have customeroriented selling behavior in order to enhance their performance. While, life insurers in Malaysia must continually have various types of contest in order to enable their agents to have a chance to receive any rewards given by them because the frequency of receiving any rewards by the agents will boost the agents to a higher level of performance. | en_US |
| dc.identifier.uri | http://hdl.handle.net/123456789/1758 | |
| dc.language.iso | en | en_US |
| dc.subject | Customer Orientation | en_US |
| dc.subject | Social Values | en_US |
| dc.subject | Reward System | en_US |
| dc.subject | Life Insurance | en_US |
| dc.title | Customer Orientation, Social Values And Reward System On Performance Of Life Insurance Agents | en_US |
| dc.type | Thesis | en_US |
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