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Effect of respondents' personality on resistance to change and the sales force
KTH, Skolan för industriell teknik och management (ITM), Industriell ekonomi och organisation (Inst.).
2014 (engelsk)Inngår i: Journal of Financial Services Marketing, ISSN 1363-0539, E-ISSN 1479-1846, Vol. 9, s. 155-164Artikkel i tidsskrift (Fagfellevurdert) Published
Abstract [en]

The purpose of this study is to investigate the effect of the Big-Five Personality dimensions on Resistance-to-change (RTC). The data from a sample of 200 sales people was collected from a large financial services firm in South Africa. Principal-components factor analysis, followed by Varimax rotation, was undertaken to test the factor structure and the internal validity of the measures employed. Correlation analysis was undertaken to determine whether insurance salespersons personality types are related to the reported levels of Resistance-to-Change. The results are reported, the limitations are noted, and directions for future research are indicated.

sted, utgiver, år, opplag, sider
2014. Vol. 9, s. 155-164
Emneord [en]
Feedback orientation, quality, performance, feedback environment
HSV kategori
Forskningsprogram
Företagsekonomi
Identifikatorer
URN: urn:nbn:se:kth:diva-157115DOI: 10.1057/fsm.2014.13Scopus ID: 2-s2.0-84901854636OAI: oai:DiVA.org:kth-157115DiVA, id: diva2:769115
Merknad

QC 20150114

Tilgjengelig fra: 2014-12-05 Laget: 2014-12-05 Sist oppdatert: 2017-12-05bibliografisk kontrollert

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Totalt: 67 treff
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