Online from: 1990
Subject Area: Management Science/Management Studies
Options: To add Favourites and Table of Contents Alerts please take a Emerald profile
|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|
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.
To purchase this item please login or register.
Complete and print this form to request this document from your librarian