Document Type : Original Article
Authors
1
MS.c. in Social Psychology, Payame Noor University, Tehran, Iran
2
Professor, Psychology, Payame Noor University, Tehran, Iran
10.30473/jpsy.2023.64935.1016
Abstract
Sales, the final link in the chain of socio-economic life and awareness of the black box of successful salespeople, is the goal and desire of all business and idea owners. The main purpose of this study was to predict empathy and emotional intelligence mediated by personality dimensions in successful salespeople in insurance. The research population included all sales managers of life insurance in the insurance industry in Iran, from which a sample was selected by available and voluntary sampling method. According to the inclusion criteria, the sample was a total of 240 people, from which incomplete questionnaires were removed, and finally, 202 complete questionnaires were analyzed. For data collection, the modified Davis empathy questionnaire (Saffarinia, Malekan, 2017), Bar-On's (1980) emotional intelligence test, and the revised version of the NEO-PI-R five-factor personality questionnaire. (Costa and McCray, 1992), were used. The approach of this research was structural equation modeling (SEM) and measurement model (confirmatory factor analysis) (CFA). Quantitative data were analyzed at two levels descriptive statistics using SPSS 26 software and inferential statistics using SmartPLS software. The results showed that the strong fit of the structural equation model was confirmed in the three sections of the measurement model, the structural model, and the general model, according to the value of the GOF criterion (0.62). four extraversion factors (25/73), neuroticism (56/40), duty orientation (16/24), and agreeableness (22/86) from the five big personality factors (considering that the significant number of the path between two variables is more from 1/96), successful insurance industry salesmen played a role in predicting emotional intelligence, and among them, the neuroticism factor had an indirect effect, but none of the personality dimensions did not predict empathy and the relationship between empathy and components of emotional intelligence was not confirmed.
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