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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