Intra-role conflict and the selling decision: The case of Taiwan's life insurance industry

Lu-Ming Tseng

doi:10.1108/10444061111171378

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International Journal of Conflict Management

ISSN: 1044-4068

Online from: 1990

Subject Area: Management Science/Management Studies

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Intra-role conflict and the selling decision: The case of Taiwan's life insurance industry

Document Information:
Title:	Intra-role conflict and the selling decision: The case of Taiwan's life insurance industry
Author(s):	Lu-Ming Tseng, (Feng Chia University, Seatwen, Taiwan)
Citation:	Lu-Ming Tseng, (2011) "Intra-role conflict and the selling decision: The case of Taiwan's life insurance industry", International Journal of Conflict Management, Vol. 22 Iss: 4, pp.373 - 393
Keywords:	Compensation, Conflict, Conflict management, Marketing policy, Sales strategies, Selling, Taiwan, Training
Article type:	Research paper
DOI:	10.1108/10444061111171378 (Permanent URL)
Publisher:	Emerald Group Publishing Limited
Abstract:	Purpose – In the personal selling industry, it is particularly difficult for salespeople to manage a conflict of interest that exists between the company and customers. The purpose of this research is to examine the impact of time based compensation on salespeople's selling decisions when the conflict occurs. Design/methodology/approach – Questionnaire surveys were collected from 361 full-time life insurance salespeople in Taiwan. Findings – The results indicate that compensation, training, and marketing policy may affect salespeople's selling decisions. Originality/value – Very little research addresses what salespeople would do when a conflict of interest occurs between the company and customers. Also, how time based compensation would affect salespeople's selling decisions in company-customer conflict is unknown. Furthermore, training and marketing policy may affect salespeople's selling decisions in the conflict. This paper relates to these issues and provides some discussions of them.