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Mental Toughness och personlighetsdrags betydelse för säljare inom försäkringsbranschen

Båge Von Sivers, Casper LU and Carlsson, Pernilla LU (2012) PSYK01 20121
Department 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)
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author
Båge Von Sivers, Casper LU and Carlsson, Pernilla LU
supervisor
organization
course
PSYK01 20121
year
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},
  keyword      = {subjectively experienced sales capacity,neuroticism,insurance,extraversion,emotional stability,sales personnel,Mental toughness},
  language     = {swe},
  note         = {Student Paper},
  title        = {Mental Toughness och personlighetsdrags betydelse för säljare inom försäkringsbranschen},
  year         = {2012},
}