Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja

Boban, Barbara

prikaz prve stranice dokumenta Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja

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master's thesis

Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja

Zagreb: VERN University, 2019. urn:nbn:hr:146:513833

Boban, Barbara

VERN University

Cite this document

APA 6th Edition

Boban, B. (2019). Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja (Master's thesis). Zagreb: VERN University . Retrieved from https://urn.nsk.hr/urn:nbn:hr:146:513833

MLA 8th Edition

Boban, Barbara. "Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja." Master's thesis, VERN University , 2019. https://urn.nsk.hr/urn:nbn:hr:146:513833

Chicago 17th Edition

Harvard

Boban, B. (2019). 'Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja', Master's thesis, VERN University , accessed 29 December 2024, https://urn.nsk.hr/urn:nbn:hr:146:513833

Vancouver

Boban B. Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja [Master's thesis]. Zagreb: VERN University ; 2019 [cited 2024 December 29] Available at: https://urn.nsk.hr/urn:nbn:hr:146:513833

IEEE

B. Boban, "Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja", Master's thesis, VERN University , Zagreb, 2019. Available at: https://urn.nsk.hr/urn:nbn:hr:146:513833

Cite this item: https://urn.nsk.hr/urn:nbn:hr:146:513833

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Metadata

Title	Analiza povezanosti osobnih karakteristika i radnog zadovoljstva prodavača s uspjehom u prodaji osiguranja
Title (english)	Analysis of personal characteristics and working conditions of seller agents in insurance
Author	Barbara Boban
Mentor	Irena Miljković Krečar (mentor)
Granter	VERN University Zagreb
Defense date and country	2019-04-16, Croatia
Scientific / art field, discipline and subdiscipline	SOCIAL SCIENCES Economics
Abstract	Fokus ovog rada stavljen je na zastupnike osiguranja te njihove osobne karakteristike kao preduvjet prodajne uspješnosti. Odnosno, cilj je istražiti odnos između osobnih karakteristika i zadovoljstva poslom s uspješnošću prodaje osiguranja. Istraživanje je provedeno na 44 zastupnika u prodaji osiguranja. Rezultati nisu potvrdili značajnu povezanost prodajne samoefikasnosti, unutarnjeg lokusa kontrole, optimizma i radnog zadovoljstva s objektivnom prodajnom uspješnošću. Međutim, oni prodavači koji su optimistični i imaju veću prodajnu samoefikasnost više su zadovoljni poslom. Iako rezultati nisu potvrdili povezanost osobnih karakteristika s uspješnosti u prodaji, pažljiva selekcija i edukacija zaposlenika u prodaji nužna je pretpostavka uspješnosti poslovanja.
Abstract (english)	The focus of this paper is on insurance agents as well as their personal characteristics as a prerequisite for sales efficacy. The goal is to examine the correlation between personal characteristics, job satisfaction and insurance sales efficacy. The survey was conducted on 44 insurance sales agents. The results did not show significant correlation between sales self-efficacy, internal locus of control, optimism and job satisfaction, and objective sales performance. However, those agents who are more optimistic and have greater sales self – efficacy show higher levels of job safisfaction. Although the results did not confirm the correlation between personal characteristics and sales efficacy, careful selection and training of employees in sales is a necessary precondition for business success.
Keywords
Keywords (english)
Language	croatian
URN:NBN	urn:nbn:hr:146:513833
Study programme	Title: Managing Business Communication Study programme type: professional Study level: specialist graduate Academic / professional title: stručni/a specijalist/specijalistica upravljanja poslovnim komunikacijama (stručni/a specijalist/specijalistica upravljanja poslovnim komunikacijama)
Type of resource	Text
File origin	Born digital
Access conditions	Access restricted to students and staff of home institution
Terms of use
Repository	VERN' University Repository
Created on	2019-04-30 11:22:56