Agents play a key role in marketing insurance products and services. Consequently, insurance sales supervisors (or managers) should be concerned with agents' reactions to their jobs (positions). Limited published research has examined how insurance sales supervisors might stimulate positive (favorable) responses from their agents. This paper reports the results of a study that explored relationships between a set of factors controllable by managers and agents' attitudinal and behavioral reactions to their positions. Implications for insurance sales supervisors and researchers are also provided.
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Dubinsky et al. (1985) studied this question.
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