Degree Granting Department
Paul E. Spector, Ph.D.
Anol Bhattacherjee, Ph.D.
Paul Solomon, Ph.D.
Rebecca Smith, Ph.D.
extraversion, five factor model, grit, hardiness, performance, sales, conscientiousness, openness to experience
The focus of this dissertation is exploring personality factors that impact performance within a small insurance agency. The primary research question is, what is (or are) the best personality factor(s), sub-facets, or constructs, that contribute to increased performance within an insurance agency. Three of the Five-Factor Model dimensions, extroversion, conscientiousness, and openness to experience along with grit and hardiness were examined, as well as their sub-facets. Grit and hardiness were not found to add additional explanation of the variance while five of the sub-facets were found to better explain the variance over the composite dimensions.
Scholar Commons Citation
Greer, Timothy R., "What Personality Factors Influence Performance in a Multi-line Insurance Agency?" (2018). Graduate Theses and Dissertations.