Effect of respondents' personality on resistance to change and the sales force
2014 (English)In: Journal of Financial Services Marketing, ISSN 1363-0539, Vol. 9, 155-164 p.Article in journal (Refereed) Published
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.
Place, publisher, year, edition, pages
2014. Vol. 9, 155-164 p.
Feedback orientation, quality, performance, feedback environment
Research subject Business Studies
IdentifiersURN: urn:nbn:se:kth:diva-157115DOI: 10.1057/fsm.2014.13ScopusID: 2-s2.0-84901854636OAI: oai:DiVA.org:kth-157115DiVA: diva2:769115
QC 201501142014-12-052014-12-052015-01-14Bibliographically approved