The Impact Factors of Individual-Level and Organization-Level on Career Success of Insurance Sales Agents in Thailand

Main Article Content

Sakarin Noypa
Kanon Trichandhara
Wisanupong Potipiroon

Abstract

The purpose of this research is to examine individual-level and organization-level factors that influence one’s career success subjective career success and number of promotions) of insurance sales agents. Three individual-level factors include core-self evaluation (CSE), extraversion, and humility, while three organization-level factors include perceived team support (PTS), perceived supervisor support (PSS), and perceived learning and growth opportunities. The sample for this study was 373 sales agents selected by using the purposive sampling technique. The data were collected via online surveys. Multiple regression analyses revealed that CSE, humility, PTS and PSS were significantly related to subjective career success. Further analyses also showed that CSE and PSS were significant for male agents, whereas CSE, humility and PTS were significant for female agents. Lastly, it was found that CSE was the only significant predictor of the number of promotions for both males and females. Implications for practice and further research are discussed. The research will be useful for the organization recruitment to induce person-job fit, increase work efficiency, and reduce turnover rates.

Downloads

Download data is not yet available.

Article Details

Section
Research Articles

References

Abele, A. E., & Spurk, D. (2009). The longitudinal impact of self-efficacy and career goals on objective and subjective career success. Journal of Vocational Behavior, 74(1), 53-62.
Aryee, S., Chay, Y. W., & Tan, H. H. (1994). An examination of the antecedents of subjective career success among a managerial sample in Singapore. Human Relations, 47(5), 487-509.
Barrick, M. R., & Mount, M. K. (1991). The big five personality dimensions and job performance: A meta-analysis. Personnel Psychology, 44(1), 1-26.
Baugh, S. G., & Sullivan, S. E. (2005). Mentoring and career development. Career Development International, 10(6/7), 425-428.
Bishop, J. W., Scott, K. D., & Burroughs, S. M. (2000). Support, commitment, and employee outcomes in a team environment. Journal of Management, 26(6), 1113-1132.
Bono, J. E., & Judge, T. A. (2003). Core self-evaluations: A review of the trait and its role in job satisfaction and job performance. European Journal of Personality, 17(S1), S5-S18.
Boudreau, J. W., Boswell, W. R., & Judge, T. A. (2001). Effects of personality on executive career success in the United States and Europe. Journal of Vocational Behavior, 58(1), 53-81.
Brescoll, V. L., & Uhlmann, E. L. (2008). Can an angry woman get ahead? Status conferral, gender, and expression of emotion in the workplace. Psychological Science, 19(3), 268-275.
Buakhwan, S. (2013). Patčhai thī song phon tō̜ kāntatsinčhai lư̄ak sư̄ bǣp prakanchīwit. [Factors affecting the decision making on purchasing life insurance] (Master’s thesis, Thammasat University).
Burke, M. J., Borucki, C. C., & Hurley, A. E. (1992). Reconceptualizing psychological climate in a retail service environment: A multiple-stakeholder perspective. Journal of Applied Psychology, 77(5), 717-729.
Chinkham, P., & Pakdeewoot, J. (2018). Konlayut kān čhūngčhai thī mī phon tō̜ phrưttikamkān
tatsinčhai lư̄ak bō̜risat prakanchīwit khō̜ng tūathǣn prakanchīwit nai khēt čhangwat rō̜i ʻet [Motivational strategies affecting decision making behavior of life assurance agents in Roi Et]. Journal of Roi Et Rajabhat University, 12(1), 11-22.
Collins, J. C. (2001). Good to great: Why some companies make the leap - and others don't.
New York: HarperBusiness
Costa, P. T., & McCrae, R. R. (1992). Revised NEO personality inventory (NEO-PI-R) and NEO five-factor inventory (NEO-FFI) professional manual. Odessa, FL: Psychological Assessment Resources.
Dreher, G. (1990). A comparative study of mentoring among men and women in managerial, professional, and technical positions. Journal of Applied Psychology, 75(5), 539-546.
Eagly, A. H. (1987). Sex differences in social behavior: A social-role interpretation. Hillsdale, NJ: Erlbaum.
Eisenberger, R., Huntington, R., Hutchison, S., & Sowa, D. (1986). Perceived organizational support.. Journal of Applied Psychology, 71(3), 500-507.
Forret, M. L., & Dougherty, T. W. (2004). Networking behaviors and career outcomes: differences for men and women?. Journal of Organizational Behavior: The International Journal of Industrial, Occupational and Organizational Psychology and Behavior, 25(3), 419-437.
Foong, K., Yorston, R., & Gratton, L. (2003). Human capital measurement and reporting: A British perspective. London: DTI.
Gosling, S. D., Rentfrow, P. J., & Swann, W. B. (2003). A very brief measure of the Big-Five personality domains. Journal of Research in Personality, 37(6), 504-528.
Gould-Williams, J., & Davies, F. (2005). Using social exchange theory to predict the effects of HRM practice on employee outcomes: An analysis of public sector workers. Public Management Review, 7(1), 1-24.
Grant, A. M. (2013). Rethinking the extraverted sales ideal: The ambivert advantage. Psychological Science, 24(6), 1024–1030.
Greenhaus, J. H., Parasuraman, S., & Wormley, W. M. (1990). Effects of race on organizational experience, job performance evaluations, and career outcomes. Academy of Management Journal, 33(1), 64–86.
Hair, J. F. Jr., Anderson, R. E., Tatham, R. L., & Black, W. C. (1995). Multivariate data analysis (4th ed). New Jersey: Prentice Hall.
Heilman, M. E., & Chen, J. J. (2005). Same behavior, different consequences: Reactions to men's and women's altruistic citizenship behavior. Journal of Applied Psychology, 90(3), 431-441.
Heslin, P. A. (2005). Conceptualizing and evaluating career success. Journal of Organizational Behavior, 26(2), 113-136.
Hofstede, G., Hofstede, G. J., & Minkov, M. (2010). Culture and organisations: Software of the mind (3rd ed.). New York: McGraw-Hill
Fagenson-Eland, E. A., Marks, M. A., & Amendola, K. L. (1997). Perceptions of mentoring relationships. Journal of Vocational Behavior, 51(1), 29-42.
Judge, T. A. (1994). Person–organization fit and the theory of work adjustment: Implications for satisfaction, tenure, and career success. Journal of Vocational Behavior, 44(1), 32-54.
Judge, T. A., & Bono, J. E. (2001). Relationship of core self-evaluations traits—self-esteem, generalized self-efficacy, locus of control, and emotional stability—with job satisfaction and job performance: A meta-analysis. Journal of Applied Psychology, 86(1), 80-92.
Judge, T. A., Erez, A., & Bono, J. E. (1998). The power of being positive: The relation between positive self-concept and job performance. Human Performance, 11(2-3), 167-187.
Judge, T. A., Erez, A., Bono, J. E., & Thoresen, C. J. (2002). Are measures of self-esteem, neuroticism, locus of control, and generalized self-efficacy indicators of a common core construct?. American Psychological Association, 83(3), 693-710.
Judge, T. A., Erez, A., Bono, J. E., & Thoresen, C. J. (2003). The core self-evaluations scale: Development of a measure. Personnel Psychology, 56(2), 303-331.
Judge, T. A., Klinger, R. L., & Simon, L. S. (2010). Time is on my side: Time, general mental ability, human capital, and extrinsic career success. Journal of Applied Psychology, 95(1), 92-107.
Kirchmeyer, C. (1998). Determinants of managerial career success: Evidence and explanation of
male/female differences. Journal of Management, 24(6), 673-692.
Kittiarampong, P., Thongborisut, C., & Rojniruttikul, N. (2014). khwām phūkphan tō̜ ʻongkān khō̜ng
tūathǣn prakanchīwit bō̜risat ʻAmērikan ʻIntœ̄nēchannǣn ʻǢtchūaran čhamkat nai khēt
Krung Thēp Mahā Nakhō̜n [Organization commitment of insurance agents in american
international assurance co., ltd. in Bangkok]. Journal of Industrail Education, 13(1), 71-77.
Limsuthiwanpoom, T. (2016). Kānsưksā chō̜ngthāng kān khāi lak khō̜ng bō̜risat prakanchīwit phān tūathǣn prakanchīwit [Study of the main distribution channel of insurance company through life insurance agents.VRU Research and Development Journal Humanities and Social Science, 11(2), 63-72.
Mueller, R. O. (1996). Basic principles of structural equation modeling: An introduction to LISREL and EQS. New York: Springer.
Morris, J. A., Brotheridge, C. M., & Urbanski, J. C. (2005). Bringing humility to leadership: Antecedents and consequences of leader humility. Human Relations, 58(10), 1323-1350.
Nabi, G. R. (2001). The relationship between HRM, social support and subjective career success among men and women. International Journal of Manpower, 22(5), 457-474.
Ng, T. W. H., Eby, L. T., Sorensen, K. L., & Feldman, D. C. (2005). Predictors of objective and subjective career success: A meta-analysis. Personnel Psychology, 58, 367–408.
Office of Insurance Commission (OIC). (2019). Khunnasombat [Property]. Retrieved September 2,
2019, from http://www.oic.or.th/th/education/broker/qualification
Owens, B. P., Johnson, M. D., & Mitchell, T. R. (2013). Expressed humility in organizations: Implications for performance, teams, and leadership. Organization Science, 24(5), 1517–
1538.
Patcharasopit, K., & Pongsamran, S. (2018). Patčhai nai kān patibat ngān khō̜ng tūathǣn
prakanchīwit mī phon tō̜ prasitthiphon nai kān patibat ngān khō̜ng tūathǣn prakanchīwit bō̜risat ʻē ʻai ʻē čhamkat [Factors affecting the performance of life insurance sale agents in AIA life insurance companies]. Research and Development Journal Loei Rajabhat University, 13(44), 35-45.
Peluchette, J. V. E. (1993). Subjective career success: The influence of individual difference, family, and organizational variables. Journal of Vocational Behavior, 43(2), 198-208.
Rhoades, L., Eisenberger, R., & Armeli, S. (2001). Affective commitment to the organization: The contribution of perceived organizational support. Journal of Applied Psychology, 86(5), 825-836.
Salvaggio, A. N., Schneider, B., Nishii, L. H., Mayer, D. M., Ramesh, A., & Lyon, J. S. (2007). Manager personality, manager service quality orientation, and service climate: test of a model. Journal of Applied Psychology, 92(6), 1741-1773.
Samanso, A. (2015). Tūa bǣp kāntalāt khō̜ng thurakit prakanchīwit [Marketing model of life insurance business]. Academic Journal Phranakhon Rajabhat University, 6(1), 146-159.
Schieman, S. (2006). Gender, dimensions of work, and support coworker relations. Sociological Quarterly, 47(2), 195-214.
Scott, K. L., Ingram, A., Zagenczyk, T. J., & Shoss, M. K. (2015). Work–family conflict and social undermining behaviour: An examination of PO fit and gender differences. Journal of Occupational and Organizational Psychology, 88(1), 203-218.
Seibert, S. E., Crant, J. M., & Kraimer, M. L. (1999). Proactive personality and career success. Journal of Applied Psychology, 84(3), 416-427.
Shanock, L. R., & Eisenberger, R. (2006). When supervisors feel supported: Relationships with subordinates' perceived supervisor support, perceived organizational support, and performance. Journal of Applied Psychology, 91(3), 689-695.
Shockley, K. M., Ureksoy, H., Rodopman, O. B., Poteat, L. F., & Dullaghan, T. R. (2016). Development of a new scale to measure subjective career success: A mixed-methods study. Journal of Organizational Behavior, 37(1), 128-153.
Sonchaiya, S. (2014). Patčhai dān phrưttikam læ kānmī sūanrūam thī song phon tō̜ khwām nai kān ngān khō̜ng bō̜risat krung thēp prakanchīwit kat (Mahāchon) [Behavior factors and participation of organization influencing work success of Bangkok life assurance public company limited] (Master’s thesis, Bangkok University).
Stumpp, T., Muck, P. M., Hülsheger, U. R., Judge, T. A., & Maier, G. W. (2010). Core self-evaluations in Germany: Validation of a German measure and its relationships with career success. Applied psychology, 59(4), 674-700.
Techaphan, J., Saengthong, P., & Siripanich, S. (2014). Patčhai nai kān patibat ngān khō̜ng tūathǣn
prakanchīwit mī phon tō̜ prasitthiphon nai kān patibat ngān khō̜ng tūathǣn prakanchīwit bō̜risat ʻē ʻai ʻē čhamka [Successful development guidelines for agent assurance: Case study SCB life assurance public company limited Hadyai district, in Songkhla life assurance]. Journal of Graduate Research, 5(2), 161-168.
The Thai Life Assurance Association. (2019). Rāingān pračham pī sō̜ngphanhārō̜ihoksipʻet [Annual Report 2018]. Retrieved September 10, 2019, from https://www.tlaa.org/download /file/TLAA%20AR2018.pdf
Wayne, S. J., Liden, R. C., Kraimer, M. L., & Graf, I. K. (1999). The role of human capital, motivation and supervisor sponsorship in predicting career success. Journal of Organizational Behavior, 577-595.
Yang, F. X., & Lau, V. M.-C. (2015). Does workplace guanxi matter to hotel career success? International Journal of Hospitality Management, 47(Supplement C), 43-53.