TITLE
"Understanding Insurance Salesperson Internet Information
Management Intentions: A Test of Competing Models," Journal
of Insurance Issues, Kevin Celuch, Steven A.
Taylor, and Stephen Goodwin, Spring 2004, Vol. 27, No. 1, pp.
22-40. Full-text articles soon will be available through ABI/INFORM
and EBSCO; click here for
article PDF.
ABSTRACT
The present research compares two attitudinal models adapted from the Theory of
Reasoned Action (TORA), which includes attitude and subjective norm components,
and the Theory of Planned Behavior (TOPB), which includes TORA facets, and also
examines a decomposed perceived behavioral control construct that consists of
self-efficacy and perceived control. Data from over 700 salespersons of a
medium-sized, national insurance/financial services company are used to explore
the models using structural equation modeling. The results suggest that
the models are comparable in terms of standard fit indices, with the model
adapted from the TOPB adding substantially to the variance explained for
internet information management intentions for both consumer and company
contact. These results hold implications for future theory, research, and
management of information technology-related salesperson motivation in the
insurance industry.
[Keywords: salesperson, internet, intentions] |