A STRUCTURAL EQUATION MODEL OF THE PERSONALITIES AND WORK ACHIEVEMENT OF LIFE INSURANCE SALESPERSONS: EVIDENCE FROM TAIWAN

The aim of this research is to discuss the personal characters of salespersons that produce higher work achievement. A sample of 384 life insurance salespeople from Taiwan are examined. A structural equation model is used to discuss the direct and positive influence of personalities on work achievement. The research shows that conscientious and extravert characters have direct and positive influences on task performance within work achievement. Neuroticism has direct and negative influence. Being conscientious and agreeable has direct and positive influences on contextual performance. We recommend that insurance companies consider those whose personalities are conscientious, extravert, agreeable, emotional stable, and less anxious for employment. People with these features have better familiarity in core skills and can create better work achievement.