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Effect of respondents' personality on resistance to change and the sales force
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
2014 (English)In: Journal of Financial Services Marketing, ISSN 1363-0539, Vol. 9, 155-164 p.Article in journal (Refereed) 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.

Place, publisher, year, edition, pages
2014. Vol. 9, 155-164 p.
Keyword [en]
Feedback orientation, quality, performance, feedback environment
National Category
Social Sciences
Research subject
Business Studies
URN: urn:nbn:se:kth:diva-157115DOI: 10.1057/fsm.2014.13ScopusID: 2-s2.0-84901854636OAI: diva2:769115

QC 20150114

Available from: 2014-12-05 Created: 2014-12-05 Last updated: 2015-01-14Bibliographically approved

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Lilford, Neil
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Industrial Economics and Management (Dept.)
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