Possession of entrepreneural personality traits and insurance agents' productivity in corporate organizations: a case study of Jubilee life insurance company.

Abstract

ABSTRACT This study was carried out to establish whether entrepreneurial personality traits as manifested through the need for achievement, need for affiliation and need for power have a relationship with the insurance agent productivity at Jubilee Life Insurance Uganda (JLIU). This was carried out with the intention of enhancing the existing productivity levels of insurance agents at JLIU. The population of the study was composed of the agents of JLIU. A sample of 203 agents was considered in the study. Out of these, 191 agents managed to successfully provide responses to the researcher representing a response rate of 94%. Data was collected using interview as well as questionnaire approaches. Descriptive, correlation and regression analyses were carried out to analyze the data collected. The results from analysis indicated that all the three needs had significant association with insurance agent productivity. However, there were only two types of needs that had influence on insurance agent productivity at JLIU. These are need for achievement as well as need for power. The influence from need for affiliation was found to be insignificant. Based on these results, it was recommended that the entrepreneurial personality traits manifested through need for achievement and need for power have to be encouraged to manifest in the operations of insurance agents at JLIU. This way, the productivity of insurance agents is expected to be enhanced at JLIU. 1