This study compared stress levels between law enforcement officers and the civilian population as measured by systolic blood pressure, the State-Trait Personality Inventory, and the Anger Reaction Scale. The relationship between systolic blood pressure and the self report instruments was also investigated. Thirty Deputy Sheriffs from the street patrol division of the Sheriff's Department served as the law enforcement group and 20 underwriters for the Hartford Insurance Company were the civilian or control group. the Deputy Sheriffs had significantly higher average systolic blood pressure than the Hartford employees with the effects of covariates removed. However, the Hartford employees scored significantly higher on anger--in F(1,45)=12.37, p < .005, anger-expression F(1,45=8.84, p < .005, state-anxiety F(1,46)=17.98, p < .001, trait-anxiety F(1,46)=22.77, p < .001, and trait-anger F(1,46)=13.44, p=.001, than the deputies. For the Hartford group, the relationship between systolic blood pressure and the self report instruments was consistent with previous research which has found a positive correlation between anger-in and systolic blood pressure. However, there was a negative relationship between the self-report scales and systolic blood pressure for the deputies which is inconsistent with previous research. These results suggest that the Sheriffs may be repressing some of these unpleasant emotions.

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Ng, Alexander. / Thesis (M.Phil.)--Chinese University of Hong Kong, 2011. / Includes bibliographical references (leaves 28-32). / Abstracts in English and Chinese. / Abstract --- p.p.i / Chinese Abstract --- p.p.iii / Table of Contents --- p.p.v / Introduction --- p.p.1 / Proactive Personality --- p.p.1 / Time Management Behavior --- p.p.3 / Proactive Personality X Time Management Behavior Interaction --- p.p.4 / Method --- p.p.8 / Results --- p.p.12 / Discussion --- p.p.17 / References --- p.p.28

The marketing of personnel assessment services by a variety of individuals and groups has developed into a highly competitive, somewhat unstable, and unusually controversial major American merchandising effort. This study contains a review of the promotional materials and activities of several commercial assessment organizations. Emphasis has been placed upon various "scientific breakthroughs" in the field, including, when possible, the descriptive as well as the predictive utilities that are claimed to result from their use. Three procedures were studied under actual industrial conditions, using tenure and productivity measures as criteria. None of the procedures was found to be significantly predictive in this instance.

Conhecer o que o cliente valoriza em um serviço ou produto é importante para o crescimento de uma organização e pode representar uma vantagem competitiva determinante. Sob essa perspectiva, este trabalho tem o objetivo de mensurar os fatores que os clientes de serviços percebem como valor ao escolher uma corretora de seguros e, adjacente a este, criar uma proposta de estratégias de vendas para este objetivo. Para tanto, o referencial teórico deste estudo descreve o setor de serviços e o comportamento do cliente, valor e estratégia. O método de pesquisa apresenta as características desta pesquisa, enquanto o método de trabalho apresenta a coleta dos dados, que foi realizada por meio de questionário; a análise dos dados, que foi realizada por meio do software SPSS; e a proposta de estratégias de vendas criada por meio da metodologia 5W2H. Como resultados deste estudo, na coleta de dados obteve-se um total de 94 respostas, o que representa 21,32% dos clientes da corretora; o resultado final da análise dos dados é o modelo de regressão múltipla, que mostra a equação que representa o valor percebido pelos clientes da corretora e que é utilizado na estratégia de vendas como referência para a tomada de decisão. Pelo modelo de regressão descobriu-se que a variável que mais impacta na percepção de valor dos clientes é o valor emocional. O plano de estratégias de vendas apresenta 10 ações que foram descritas a fim de melhorar os fatores que mais impactam no valor percebido pelos clientes. Os resultados obtidos com esta pesquisa foram de grande valia para a corretora, visto que agora a empresa tem dados conclusivos que podem nortear suas futuras ações e próximos passos. Sugere-se para trabalhos futuros realizar a pesquisa segmentando os tipos de clientes e os segmentos de seguros / Submitted by cmquadros@ucs.br (cmquadros@ucs.br) on 2018-03-05T17:53:22Z No. of bitstreams: 1 Dissertacao Gabriela Cervieri Balbinot.pdf: 1644604 bytes, checksum: 8de7b368760d9884f98aaba7e580919d (MD5) / Made available in DSpace on 2018-03-05T17:53:23Z (GMT). No. of bitstreams: 1 Dissertacao Gabriela Cervieri Balbinot.pdf: 1644604 bytes, checksum: 8de7b368760d9884f98aaba7e580919d (MD5) Previous issue date: 2018-03-05 / Knowing what the customer values in a service or product is important for the growth of an organization and can represent a determining competitive advantage. From this perspective, this research aims to measure the factors that service customers perceive as value when choosing an insurance company and, adjacent to it, to create a proposal of sales strategies. Therefore, the literature review of this study describes the service sector and customer behavior, value and strategy. The research method presents the characteristics of this research, while the work method presents the data collection, which was performed through a survey questionnaire; the data analysis, was performed using SPSS software; and the proposal of sales strategies created through the 5W2H methodology. As a result of this research, a total of 94 responses were collected, representing 21.32% of the company clients; the final result of the data analysis is the multiple regression model, which shows the equation that represents the value perceived by the company customers and which is used in the sales strategy as a reference for decision-making. It was found though the regression model that the variable that most impacts clients perception of value is the emotional value. The sales strategies plan presents 10 actions that have been described to improve the factors that most impact the perceived value of the customers. The results obtained with this research are of great value to the insurance company, since now the company has conclusive data that can guide its future actions and next steps. It is suggested for future studies to perform the survey questionnaire segmenting the types of clients and the segments of insurance

Conhecer o que o cliente valoriza em um serviço ou produto é importante para o crescimento de uma organização e pode representar uma vantagem competitiva determinante. Sob essa perspectiva, este trabalho tem o objetivo de mensurar os fatores que os clientes de serviços percebem como valor ao escolher uma corretora de seguros e, adjacente a este, criar uma proposta de estratégias de vendas para este objetivo. Para tanto, o referencial teórico deste estudo descreve o setor de serviços e o comportamento do cliente, valor e estratégia. O método de pesquisa apresenta as características desta pesquisa, enquanto o método de trabalho apresenta a coleta dos dados, que foi realizada por meio de questionário; a análise dos dados, que foi realizada por meio do software SPSS; e a proposta de estratégias de vendas criada por meio da metodologia 5W2H. Como resultados deste estudo, na coleta de dados obteve-se um total de 94 respostas, o que representa 21,32% dos clientes da corretora; o resultado final da análise dos dados é o modelo de regressão múltipla, que mostra a equação que representa o valor percebido pelos clientes da corretora e que é utilizado na estratégia de vendas como referência para a tomada de decisão. Pelo modelo de regressão descobriu-se que a variável que mais impacta na percepção de valor dos clientes é o valor emocional. O plano de estratégias de vendas apresenta 10 ações que foram descritas a fim de melhorar os fatores que mais impactam no valor percebido pelos clientes. Os resultados obtidos com esta pesquisa foram de grande valia para a corretora, visto que agora a empresa tem dados conclusivos que podem nortear suas futuras ações e próximos passos. Sugere-se para trabalhos futuros realizar a pesquisa segmentando os tipos de clientes e os segmentos de seguros / Knowing what the customer values in a service or product is important for the growth of an organization and can represent a determining competitive advantage. From this perspective, this research aims to measure the factors that service customers perceive as value when choosing an insurance company and, adjacent to it, to create a proposal of sales strategies. Therefore, the literature review of this study describes the service sector and customer behavior, value and strategy. The research method presents the characteristics of this research, while the work method presents the data collection, which was performed through a survey questionnaire; the data analysis, was performed using SPSS software; and the proposal of sales strategies created through the 5W2H methodology. As a result of this research, a total of 94 responses were collected, representing 21.32% of the company clients; the final result of the data analysis is the multiple regression model, which shows the equation that represents the value perceived by the company customers and which is used in the sales strategy as a reference for decision-making. It was found though the regression model that the variable that most impacts clients perception of value is the emotional value. The sales strategies plan presents 10 actions that have been described to improve the factors that most impact the perceived value of the customers. The results obtained with this research are of great value to the insurance company, since now the company has conclusive data that can guide its future actions and next steps. It is suggested for future studies to perform the survey questionnaire segmenting the types of clients and the segments of insurance

The aim of this research was to generate a theory to predict the success levels of assurance sales representatives. A sample of 245 participants from a life insurance company in South Africa was selected to participate in the study. The sample consisted of 213 males and 32 females; of these, 159 were European, 78 African and 8 Asian; the average age was 40.37 years. The Schepers Locus of Control Inventory (Schepers, 1995), the Entrepreneurial Attitude Orientation Scale (EAOS) (Robinson, Stimpson, Huefner&Hunt, 1991) and a biographical questionnaire were administered to the participants. Factor analysis was conducted to test the psychometric quality of the locus of control and the attitude scale. Hypotheses were tested for the variables with two performance outcomes: commissions earned and lapse ratios. Using the information obtained from the analyses, a model was built of the significant relationships between the performance criteria and the independent variables. Results indicated that neither the EAOS nor the Locus of Control Inventory scales predicted performance outcomes as hypothesized for sales professionals. The significant correlations that did result were generally counter to expectations. Demographic variables had limited success in predicting performance outcomes of sales professionals. The nature of the employment contract (full or part-time w/NEK, F = 5.61; p<0.05), population groups (White South Africans vs. African South Africans w/NEK, F = 5.22; p<0.05), job status (Manager vs. Sales Representative wNEK, F = 3.51; p<0.05), years in sales (w/NEK, r = •0.14345; p<0.05), and desired salary (w/NEK, r = 0.19571; p<0.05) were correlated with the performance outcome measures. Cultural and management implications are discussed with regard to the use of psychometric measures for selection. Research implications also are discussed. / Dissertation (MA (psychology))--University of Pretoria, 2001. / Psychology / unrestricted

Lam Hoi-sze Libby. / Thesis (M.Phil.)--Chinese University of Hong Kong, 1999. / Includes bibliographical references (leaves [108-111]). / Abstracts in English and Chinese; questionnaire in Chinese. / Chapter ´ةŒ --- Introduction / Chapter ´ةŒ --- Study --- p.1 / Chapter - --- Methodology / Chapter - --- Results / Chapter - --- Discussion / Chapter ´ةŒ --- Study --- p.2 / Chapter - --- Methodology / Chapter - --- Results / Chapter - --- Discussion / Chapter ´ةŒ --- General Discussion / Chapter ´ةŒ --- Appendices

Past studies showed that older workers maintained a high level of job performance despite declines in physical and cognitive abilities. The present research project aimed at examining the impacts of emotion regulatory and SOC (selection, optimization, and compensation) strategies in explaining how older workers manage to maintain a high level of job performance. Two studies were conducted to assess Chinese insurance sales workers' global and momentary employment of emotion regulatory and SOC strategies at work, and to compare the effectiveness of emotion regulatory and SOC strategies in predicting job performance for younger and older workers. Study 1 was a cross-sectional survey study and consisted of 355 insurance sales workers. Results showed that older adults reported higher employment of elective selection and optimization than did younger workers. Older workers' employment of elective selection and compensation, as well as suppression, was associated with higher job performance, however such association was not found among younger workers. Study 2 was a five-day experience sampling study. It consisted of 87 participants who carried a handheld computer that recorded their momentary employment of emotion regulatory and SOC strategies during their work. Results of the multilevel analyses revealed that older and younger workers varied in their use of cognitive reappraisal, elective selection, and loss-based selection across work-related situations with different levels of task difficulty. Older workers' greater use of the four SOC strategies and suppression in the sampling period was predictive of the post-sampling increase in sales commission. Among these strategies, elective selection contributed the most to the increase in insurance sales among older workers even after accounting for the impact of other strategies. Findings from this research project contribute to the understanding of Chinese workers' psychological adaptation in the face of age-related declines in cognitive abilities. They also revealed cultural differences in the effectiveness of emotion regulatory strategies in predicting job performance of older and younger workers. Moreover, these findings shed light on the types of recommendations that should be given to employers for modifying organizational policies and implementing appropriate training and development programs, to meet with the needs of the aging workforce. / Yeung, Yuen Lan Dannii. / Adviser: Helene H. Fung. / Source: Dissertation Abstracts International, Volume: 70-06, Section: B, page: 3821. / Thesis (Ph.D.)--Chinese University of Hong Kong, 2008. / Includes bibliographical references (leaves 76-86). / Electronic reproduction. Hong Kong : Chinese University of Hong Kong, [2012] System requirements: Adobe Acrobat Reader. Available via World Wide Web. / Electronic reproduction. [Ann Arbor, MI] : ProQuest Information and Learning, [200-] System requirements: Adobe Acrobat Reader. Available via World Wide Web. / Electronic reproduction. Ann Arbor, MI : ProQuest dissertations and theses, [201-] System requirements: Adobe Acrobat Reader. Available via World Wide Web. / Abstracts in English and Chinese. / School code: 1307.