Relation of Type A behavior to performance and satisfaction among sales personnel

Abstract

Many of the personal characteristics frequently associated with successful sales performance are very similar to behaviors which are a part of the Type A coronary-prone behavior pattern. This study investigated the relationship between Type A behavior and sales performance, as well as job satisfaction, among a sample of 355 life insurance agents. No significant differences were found between Type A and B agents and three measures of sales performance and one measure of general job satisfaction. Type A behavior among the sample was associated with measures of stress and number of health complaints. Possible explanations for the lack of Type A-performance and Type A-satisfaction relationships are discussed as is the importance of the association with stress and health complaints.