by Wai Kwok-kwong and Cheng Man-kwong. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1981. / Bibliography: leaves 77-78.

published_or_final_version / Business Administration / Master / Master of Business Administration

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

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.

by Wong Shun Yin. / Thesis (M.Phil.)--Chinese University of Hong Kong, 1997. / Includes bibliographical references. / Abstract --- p.i / Acknowledgements --- p.ii / Table of Contents --- p.iii / List of Tables --- p.vii / Chapter CHAPTER ONE: --- INTRODUCTION / Chapter I. --- RESEARCH AGENDA --- p.1 / Chapter II. --- RESEARCH METHODOLOGY --- p.3 / Chapter III. --- OVERVIEW --- p.4 / Chapter CHAPTER TWO: --- INTERACTIVE SERVICE WORK IN INSURANCE COMPANIES --- p.5 / Chapter CHAPTER THREE: --- HONG KONG'S INSURANCE INDUSTRY AND ITS NATURE / Chapter I. --- DEVELOPMENT OF HONG KONG INSURANCE INDUSTRY --- p.12 / Chapter II. --- FUNCTIONS OF LIFE INSURANCE --- p.13 / Chapter III. --- NATURE OF SERVICES --- p.14 / Chapter A) --- FUNCTIONS OF LIFE INSURANCE FROM THE VIEWPOINTS OF CUSTOMERS --- p.14 / Chapter i) --- FUNCTION OF FAMILY AND ECONOMIC PROTECTION --- p.15 / Chapter ii) --- FUNCTION OF INVESTMENT --- p.15 / Chapter iii) --- FACTORS IN AFFECTING THE NEEDS OF LIFE INSURANCES --- p.16 / Chapter iv) --- VARIATIONS OF THE NEED --- p.17 / Chapter a) --- BASIC NECESSITY? --- p.18 / Chapter b) --- EFFECTS OF HONG KONG SOCIAL POLICIES --- p.19 / Chapter c) --- EFFECT OF FRINGE BENEFITS FROM COMPANIES --- p.19 / Chapter d) --- INTANGIBLE NATURES OF INSURANCE --- p.19 / Chapter 1) --- UNTOUCHABLE --- p.19 / Chapter 2) --- CONCEPTUAL --- p.19 / Chapter 3) --- DIFFICULTY IN EVALUATION --- p.20 / Chapter 4) --- LONG-TERM COMMITMENT --- p.21 / Chapter e) --- POOR SERVICE QUALITY --- p.21 / Chapter v) --- NATURES OF LIFE INSURANCE INDUSTRY --- p.23 / Chapter a) --- PERSONAL SERVICE FROM AGENCY SYSTEM --- p.23 / Chapter b) --- UNIQUE SERVICE QUALITY OF AGENTS AND PROFESSIONAL TRAINING --- p.24 / Chapter 1) --- POOR QUALITY OF SOME AGENTS --- p.24 / Chapter 2) --- IDEAL TYPES OF GOOD INSURANCE AGENTS --- p.24 / Chapter c) --- IMPORTANCE OF IMAGES IN LIFE INSURANCE COMPANIES --- p.25 / Chapter B) --- FUNCTIONS OF LIFE INSURANCE FROM THE VIEWPOINTS OF AGENTS --- p.25 / Chapter i) --- FUNCTION OF PROTECTION --- p.26 / Chapter ii) --- FUNCTION OF INVESTMENT --- p.26 / Chapter iii) --- MARKET --- p.26 / Chapter iv) --- INACTIVE CUSTOMERS --- p.26 / Chapter a) --- CAUSES / Chapter 1) --- TRUST PROBLEM --- p.26 / Chapter 2) --- NEGATIVE IMAGES FROM MASS MEDIA --- p.27 / Chapter 3) --- INTANGIBLE AND LONG-TERM COMMITTED NATURE --- p.27 / Chapter v) --- EDUCATION AND AGENCY SYSTEM --- p.27 / Chapter a) --- THE AGENCY SYSTEM --- p.28 / Chapter 1) --- SOLE PARTNERSHIP --- p.28 / Chapter 2) --- PROFESSIONAL TRAINING - APPRENTICE SYSTEM --- p.28 / Chapter vi) --- LONG-TERM COMMITTED CAREER --- p.29 / Chapter vii) --- PERSONAL SERVICES --- p.30 / Chapter CHAPTER FOUR: --- RECRUITMENT: A START OF BEING A GOOD AGENT / Chapter I. --- INTRODUCTION --- p.31 / Chapter II. --- RECRUITMENT IN HONG KONG --- p.31 / Chapter III. --- RECRUITMENT TALK: A HINT --- p.37 / Chapter CHAPTER FIVE: --- TRAINING: TRANSFORMATION TO BE GOOD AGENTS / Chapter I. --- INTRODUCTION --- p.40 / Chapter II. --- TRAINING IN HONG KONG'S LIFE INSURANCE INDUSTRY --- p.41 / Chapter A) --- TRAINING FROM PROFESSIONAL UNITS --- p.41 / Chapter B) --- TRAINING FROM INSURANCE COMPANIES --- p.41 / Chapter i) --- PRELIMINARY TRAINING FROM INSURANCE COMPANIES --- p.41 / Chapter ii) --- TRAINING FROM UNITS AND MANAGERS --- p.42 / Chapter iii) --- FURTHER TRAINING FOR THE ESTABLISHED AGENTS --- p.46 / Chapter III. --- TRAINING MISSION: BE PRODUCTIVE --- p.47 / Chapter A) --- POWER OF MOTIVATION --- p.48 / Chapter i) --- FAIR GAME --- p.48 / Chapter ii) --- JOB SATISFACTION AND CONTRIBUTION --- p.48 / Chapter iii) --- CONFIRMATION OF RIGHT CHOICE --- p.49 / Chapter iv) --- GREAT MARKET --- p.49 / Chapter B) --- SELLING TECHNIQUES --- p.50 / Chapter i) --- CREATIVE SALES --- p.50 / Chapter ii) --- RIGHT ATTITUDE TOWARDS SELLING --- p.50 / Chapter iii) --- HANDLING REJECTION --- p.51 / Chapter a) --- LOCATING THE RIGHT CUSTOMERS --- p.52 / Chapter b) --- TO APPROACH --- p.53 / Chapter c) --- INTERVIEW TECHNIQUES --- p.54 / Chapter d) --- CLOSING TECHNIQUES --- p.54 / Chapter C) --- EFFECTS OF MANAGEMENT --- p.56 / Chapter i) --- CLOSE SUPERVISION --- p.56 / Chapter a) --- UP-LINE UNIT TRAINING --- p.56 / Chapter b) --- UNIT TRAINING --- p.58 / Chapter CHAPTER SIX: --- SELLING: SURVIVE OR DIE / Chapter I. --- INTRODUCTION --- p.62 / Chapter II. --- SITUATIONS OF AGENTS IN SELLING --- p.64 / Chapter III. --- MOTIVATION IN THE INSURANCE MANAGEMENT --- p.74 / Chapter IV. --- FINAL DESTINATION OF AGENTS: SURVIVE OR DIE --- p.82 / Chapter CHAPTER SEVEN: --- CONCLUSION --- p.86 / ENDNOTES / Chapter APPENDIX I --- BACKGROUND OF INTERVIEWEES / Chapter APPENDIX II --- PREFERRED EDUCATION AND TRAINING OF HONG KONG'S INSURANCE EMPLOYEES IN SALES LEVEL FROM 1981 TO1989 / Chapter APPENDIX III --- ADVERTISEMENT OF ABC INSURANCE COMPANY'S RECRUITMENT / Chapter APPENDIX IV --- INTERVIEWEES' LAW OF AVERAGBE / BIBLIOGRAPHY