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- W602183993 abstract "Despite obvious importance attached to psychological significance of height and weight in everyday life, few researchers have studied relationship of these variables to sales performance of ordinary life insurance salesmen. In 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 view that many sales managers and recruiters tend to believe that the bigger they are, better, and to select applicants accordingly, with qualification that in this sample, female agents were taller, but lighter than average. These findings are discussed in terms of their implications for life insurance industry and future investigations." @default.
- W602183993 created "2016-06-24" @default.
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- W602183993 date "1976-12-01" @default.
- W602183993 modified "2023-09-24" @default.
- W602183993 title "The role of height and weight in the performance of salesmen of ordinary life insurance" @default.
- W602183993 hasPublicationYear "1976" @default.
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