TITLE:
Adaptive Selling Behavior Based on Psychological Capital, Transformational Leadership and Job Satisfaction
AUTHORS:
Rostiana
KEYWORDS:
Adaptive Selling, Psychological Capital, Transformational Leadership, Job Satisfaction
JOURNAL NAME:
Open Journal of Social Sciences,
Vol.3 No.9,
September
18,
2015
ABSTRACT: The aim of this study is to describe adaptive
selling of life insurance agents that are in charge of marketing their products
directly to the customers . Adaptive selling behavior will be assessed
according to their association with individual and organizational factors.
Organizational factors in question are job satisfaction and transformational
leadership, whereas individual factors in question is psycho- logical capital.
Data were collected through self-report questionnaires to 205 life insurance
agents of several insurance companies in Jakarta. Further data were processed
statistically using ANOVA and regression techniques SPSS to examine the effect
of transformational leadership, job satisfaction, and psychological capital on
adaptive selling behavior. The results showed that all three independent
variables significantly influenced adaptive selling behavior (F = 76.483, p