Indicators for sales success of a personal financial advisor in the bancassurance environment

Van der Merwe, Pieter Retief

dc.contributor.advisor	Joubert, Johan Pierre Retief	en
dc.contributor.advisor	De Beer, Marié	en
dc.contributor.author	Van der Merwe, Pieter Retief	en
dc.date.accessioned	2009-08-25T10:55:07Z
dc.date.available	2009-08-25T10:55:07Z
dc.date.issued	2009-02
dc.date.submitted	2009-02-28	en
dc.identifier.citation	Van der Merwe, Pieter Retief (2009) Indicators for sales success of a personal financial advisor in the bancassurance environment, University of South Africa, Pretoria, <http://hdl.handle.net/10500/1638>	en
dc.identifier.uri	http://hdl.handle.net/10500/1638
dc.description.abstract	This study investigated the relationships between personality, ability, biographical and sociographical factors on the one hand and criterion measures of job-relevant behaviour on the other. The aim of the study was to isolate success-predicting factors for a Personal Financial Advisor in a South African Bancassurance operation. The research was done by means of a criterion-related concurrent validation study. The sample consisted of 185 advisors with two years or longer sales tenure in the position. Predictor variables included measurement on a 20-dimension competency model, an ability assessment and 17 biographical and sociographical variables related to the position. Criterion variables included production figures and managerial ratings on advisor performance. Meaningful predictors for the success of financial advisors were found for personality, ability, biographical and sociographical variables, and the results confirmed the hypothesised competency model derived from a job analysis.	en
dc.format.extent	1 online resource (ix, 138 leaves) : ill.
dc.language.iso	en	en
dc.subject	Ability	en
dc.subject	Insurance	en
dc.subject	Biographical factors	en
dc.subject	Bancassurance	en
dc.subject	Competence	en
dc.subject	Competency	en
dc.subject	Concurrent validation	en
dc.subject	Job analysis	en
dc.subject	Personal financial advisor	en
dc.subject	Personality factors	en
dc.subject	Sociographical factors	en
dc.subject	Sales	en
dc.subject	Validity	en
dc.subject.ddc	158.7
dc.subject.lcsh	Psychology, Industrial
dc.subject.lcsh	Success in business
dc.subject.lcsh	Finance, Personal
dc.title	Indicators for sales success of a personal financial advisor in the bancassurance environment	en
dc.type	Dissertation	en
dc.description.department	Industrial and Organisational Psychology	en
dc.description.degree	M. Com. (Industrial and Organisational Psychology)	en