Mental Toughness och personlighetsdrags betydelse för säljare inom försäkringsbranschen
(2012) PSYK01 20121Department of Psychology
- Abstract
- This study aimed to investigate if mental toughness can be applied on other occupations besides elite sport performers. The relationship between mental toughness and sales personnel at an insurance company in Sweden were targeted. Mental toughness was correlated with two of the personality traits from the five-factor model (extraversion, emotional stability). A modified version of the Mental Toughness Questionnaire (MTQ48) was distributed digitally to different departments engaged in sales. In addition questions regarding personality traits and self-composed questions where incorporated into MTQ48. 18 questionnaires where allocated and analyzed. The respondents that were targeted during this study ranged between 25-62 years. The results... (More)
- This study aimed to investigate if mental toughness can be applied on other occupations besides elite sport performers. The relationship between mental toughness and sales personnel at an insurance company in Sweden were targeted. Mental toughness was correlated with two of the personality traits from the five-factor model (extraversion, emotional stability). A modified version of the Mental Toughness Questionnaire (MTQ48) was distributed digitally to different departments engaged in sales. In addition questions regarding personality traits and self-composed questions where incorporated into MTQ48. 18 questionnaires where allocated and analyzed. The respondents that were targeted during this study ranged between 25-62 years. The results showed a significant positive correlation between mental toughness and emotional stability, likewise concerning mental toughness and subjectively perceived sales capacity. The results indicated no significant correlation between mental toughness and extraversion. Descriptive statistics showed that mental toughness is equal in both sexes and that mental toughness had no significant relationship with the amount of years within the sales business. The purpose of this study was aimed to broaden the knowledge concerning mental toughness in occupations unrelated to sports. (Less)
Please use this url to cite or link to this publication:
http://lup.lub.lu.se/student-papers/record/2862726
- author
- Båge Von Sivers, Casper LU and Carlsson, Pernilla LU
- supervisor
-
- Simon Granér LU
- organization
- course
- PSYK01 20121
- year
- 2012
- type
- M2 - Bachelor Degree
- subject
- keywords
- subjectively experienced sales capacity, neuroticism, insurance, extraversion, emotional stability, sales personnel, Mental toughness
- language
- Swedish
- id
- 2862726
- date added to LUP
- 2012-09-03 09:21:16
- date last changed
- 2012-09-03 09:21:16
@misc{2862726,
abstract = {{This study aimed to investigate if mental toughness can be applied on other occupations besides elite sport performers. The relationship between mental toughness and sales personnel at an insurance company in Sweden were targeted. Mental toughness was correlated with two of the personality traits from the five-factor model (extraversion, emotional stability). A modified version of the Mental Toughness Questionnaire (MTQ48) was distributed digitally to different departments engaged in sales. In addition questions regarding personality traits and self-composed questions where incorporated into MTQ48. 18 questionnaires where allocated and analyzed. The respondents that were targeted during this study ranged between 25-62 years. The results showed a significant positive correlation between mental toughness and emotional stability, likewise concerning mental toughness and subjectively perceived sales capacity. The results indicated no significant correlation between mental toughness and extraversion. Descriptive statistics showed that mental toughness is equal in both sexes and that mental toughness had no significant relationship with the amount of years within the sales business. The purpose of this study was aimed to broaden the knowledge concerning mental toughness in occupations unrelated to sports.}},
author = {{Båge Von Sivers, Casper and Carlsson, Pernilla}},
language = {{swe}},
note = {{Student Paper}},
title = {{Mental Toughness och personlighetsdrags betydelse för säljare inom försäkringsbranschen}},
year = {{2012}},
}