PERFORMANCE OF LIFE INSURANCE INTERMEDIARIES: CASE OF LITHUANIA

被引：0

作者：

Juscius, Vytautas ^{[1
]}

Laurisoniene, Egle ^{[1
]}

Koisova, Eva ^{[2
]}

机构：

[1] Klaipeda Univ, Herkaus Manto St 84, LT-92294 Klaipeda, Lithuania

[2] Alexander Dubcek Univ Trencin, Studentska 3, Trencin 91101, Slovakia

来源：

AD ALTA-JOURNAL OF INTERDISCIPLINARY RESEARCH | 2019年 / 9卷 / 01期

关键词：

life insurance; insurance intermediaries; consumer behaviour; personal selling; sales performance; EMOTIONAL INTELLIGENCE; SALES PERFORMANCE; CUSTOMER; SALESPEOPLE; ORIENTATION; BEHAVIORS; IMPACT;

D O I：

暂无

中图分类号：

O [数理科学和化学]; P [天文学、地球科学]; Q [生物科学]; N [自然科学总论];

学科分类号：

07 ; 0710 ; 09 ;

摘要：

The paper examines the influence of work methods (adaptive selling, customer orientation, active listening) used by Lithuanian dependent life insurance intermediaries and their personality traits (self-efficacy, emotional intelligence) on customers' decision to purchase life insurance. The purpose of this research is to evaluate how these factors determine the performance of life insurance intermediaries, which in this study is measured by the average number of life insurance contracts concluded by intermediaries per month, the average premium of the signed contracts and the average amount of commissions received for life insurance intermediation.

引用

页码：125 / 131

页数：7

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