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Analysis of personal characteristics and working conditions of seller agents in insurance
Barbara Boban (2019)
VERN University of Applied Sciences
Cite this document

Boban, B. (2019). Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja (Master's thesis). Retrieved from https://urn.nsk.hr/urn:nbn:hr:146:513833

Boban, Barbara. "Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja." Master's thesis, VERN University of Applied Sciences, 2019. https://urn.nsk.hr/urn:nbn:hr:146:513833

Boban, Barbara. "Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja." Master's thesis, VERN University of Applied Sciences, 2019. https://urn.nsk.hr/urn:nbn:hr:146:513833

Boban, B. (2019). 'Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja', Master's thesis, VERN University of Applied Sciences, accessed 18 October 2019, https://urn.nsk.hr/urn:nbn:hr:146:513833

Boban B. Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja [Master's thesis]. Zagreb: VERN University of Applied Sciences; 2019 [cited 2019 October 18] Available at: https://urn.nsk.hr/urn:nbn:hr:146:513833

B. Boban, "Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja", Master's thesis, VERN University of Applied Sciences, Zagreb, 2019. Available at: https://urn.nsk.hr/urn:nbn:hr:146:513833

Metadata
TitleAnaliza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja
Title (english)Analysis of personal characteristics and working conditions of seller agents in insurance
AuthorBarbara Boban
MentorIrena Miljković Krečar (mentor)
GranterVERN University of Applied Sciences
Zagreb
Defense date and country2019-04-16, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Information and Communication Sciences
Abstract
Fokus ovog rada stavljen je na zastupnike osiguranja te njihove osobne karakteristike kao preduvjet prodajne uspješnosti. Odnosno, cilj je istražiti odnos između osobnih karakteristika i zadovoljstva poslom s uspješnošću prodaje osiguranja. Istraživanje je provedeno na 44 zastupnika u prodaji osiguranja. Rezultati nisu potvrdili značajnu povezanost prodajne samoefikasnosti, unutarnjeg lokusa kontrole, optimizma i radnog zadovoljstva s objektivnom prodajnom uspješnošću. Međutim, oni prodavači koji su optimistični i imaju veću prodajnu samoefikasnost više su zadovoljni poslom. Iako rezultati nisu potvrdili povezanost osobnih karakteristika s uspješnosti u prodaji, pažljiva selekcija i edukacija zaposlenika u prodaji nužna je pretpostavka uspješnosti poslovanja.
Abstract (english)
The focus of this paper is on insurance agents as well as their personal characteristics as a prerequisite for sales efficacy. The goal is to examine the correlation between personal characteristics, job satisfaction and insurance sales efficacy. The survey was conducted on 44 insurance sales agents. The results did not show significant correlation between sales self-efficacy, internal locus of control, optimism and job satisfaction, and objective sales performance. However, those agents who are more optimistic and have greater sales self – efficacy show higher levels of job safisfaction. Although the results did not confirm the correlation between personal characteristics and sales efficacy, careful selection and training of employees in sales is a necessary precondition for business success.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:146:513833
Study programmeTitle: Managing Business Communication
Study programme type: professional
Study level: specialist graduate
Academic / professional title: stručni/a specijalist/specijalistica upravljanja poslovnim komunikacijama (stručni/a specijalist/specijalistica upravljanja poslovnim komunikacijama)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of usehttp://rightsstatements.org/vocab/InC/1.0/
Created on2019-04-30 11:22:56