Please use this identifier to cite or link to this item: https://hdl.handle.net/10356/20233
Title: Relationship development in insurance selling : a script-theoretic approach.
Authors: Tan, Jan Ai Kiang.
Keywords: DRNTU::Business::Finance::Insurance
Issue Date: 1997
Abstract: The purpose of this study is to obtain the grand selling scripts of effective and less effective salespersons. The study also attempts to investigate the cognitive knowledge of salespersons using the script-theoretic approach. That is, this research explores how effective and ineffective salesperson's knowledge bases may differ in terms of elaborateness, contingency, hypotheticality, and uniqueness. Comparisons among the groups are also made so as to identify differences that may exist based on the typicality of the selling situations. The extent to which effective and ineffective salespersons differ in the emphasis placed on relationship building is studied across selling situations as well. Further, the influence of self-monitoring is studied to provide understanding of its impact on selling knowledge and relationship building emphasis.
URI: http://hdl.handle.net/10356/20233
Rights: NANYANG TECHNOLOGICAL UNIVERSITY
Fulltext Permission: restricted
Fulltext Availability: With Fulltext
Appears in Collections:NBS Theses

Files in This Item:
File Description SizeFormat 
TanJanAiKiang97.pdf
  Restricted Access
20.8 MBAdobe PDFView/Open

Page view(s)

235
checked on Sep 26, 2020

Google ScholarTM

Check

Items in DR-NTU are protected by copyright, with all rights reserved, unless otherwise indicated.