Despite the obvious importance attached to the psychological significance of height and weight in everyday life, few researchers have studied the relationship of these variables to the sales performance of ordinary life insurance salesmen. In the present study, it was hypothesized that (1) taller and/or heavier ordinary life insurance salesmen are more successful than shorter and/or lighter ordinary life insurance salesmen; (2) those who possess more "ideal statures" are more successful than those who do not; and, secondarily, (3) life insurance companies tend to hire taller and/or heavier applicants for life insurance sales positions. The results of this study offer further support for the view that many sales managers and recruiters tend to believe that "the bigger they are, the better," and to select applicants accordingly, with the qualification that in this sample, female agents were taller, but lighter than average. These findings are discussed in terms of their implications for the life insurance industry and future investigations.
| Identifer | oai:union.ndltd.org:unt.edu/info:ark/67531/metadc332000 |
| Date | 12 1900 |
| Creators | Murrey, Joe H. |
| Contributors | Jenkins, Floyd Harold, Cox, Alfred A., Thornton, John Hugh |
| Publisher | North Texas State University |
| Source Sets | University of North Texas |
| Language | English |
| Detected Language | English |
| Type | Thesis or Dissertation |
| Format | vii, 153 leaves : ill., Text |
| Rights | Public, Murrey, Joe H., Copyright, Copyright is held by the author, unless otherwise noted. All rights reserved. |
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