PSYCH  Vol.3 No.12 A , December 2012
Relations between Positive and Negative Attributional Styles and Sales Performance as Moderated by Length of Insurance Sales Experience among Japanese Life Insurance Sales Agents
ABSTRACT

Past studies have shown that a sales agent’s attributional for positive and negative events is related to sales performance. The aim of the present study was to examine an agent’s length of sales experience as a moderator of the relation between sales performance and attributional for positive/negative events. 360 Japanese life insurance sales agents were assessed with attributional s for positive and negative events (would be referred to as positive attributional and negative attributional , respectively), sales performance and their lengths of sales experience. It was found that relationship between sales performance and the two types of attributional s was largely different depending upon length of an agent’s insurance sales experience. Among “novices” (n = 183) whose lengths of insurance sales experience were less than three years, sales performance was related significantly to negative attributional , whereas it was not related to positive attributional . By contrast, among “veterans” (n = 177) whose lengths of insurance sales experience were three years or more, sales performance was related significantly to positive attributional , whereas it was not related to negative attributional . Theoretical and practical implications are discussed.



Cite this paper
Tsuzuki, Y. , Matsui, T. & Kakuyama, T. (2012). Relations between Positive and Negative Attributional Styles and Sales Performance as Moderated by Length of Insurance Sales Experience among Japanese Life Insurance Sales Agents. Psychology, 3, 1254-1258. doi: 10.4236/psych.2012.312A186.
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