Adaptive Selling Behavior Based on Psychological Capital, Transformational Leadership and Job Satisfaction ()
ABSTRACT
The aim of this study is to describe adaptive
selling of life insurance agents that are in charge of marketing their products
directly to the customers . Adaptive selling behavior will be assessed
according to their association with individual and organizational factors.
Organizational factors in question are job satisfaction and transformational
leadership, whereas individual factors in question is psycho- logical capital.
Data were collected through self-report questionnaires to 205 life insurance
agents of several insurance companies in Jakarta. Further data were processed
statistically using ANOVA and regression techniques SPSS to examine the effect
of transformational leadership, job satisfaction, and psychological capital on
adaptive selling behavior. The results showed that all three independent
variables significantly influenced adaptive selling behavior (F = 76.483, p <
0.01), with a score of R2 = 0.533, mean contribution of these three variables
jointly by 53.3%. The partial correlation proved that psychological capital
showed a significant relationship and tended to be strong connection with
adaptive selling behavior, whereas transformational leadership and job
satisfaction showed no significant relationship with adaptive selling behavior.
From these findings it can be argued that adaptive selling behavior is more
influenced by individual factors rather than organizational factors.
Share and Cite:
, R. (2015) Adaptive Selling Behavior Based on Psychological Capital, Transformational Leadership and Job Satisfaction.
Open Journal of Social Sciences,
3, 83-90. doi:
10.4236/jss.2015.39013.
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