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Journal of Business and Psychology

, Volume 9, Issue 1, pp 23–32 | Cite as

predicting insurance agent turnover using a video-based situational judgment test

  • Anthony T. Dalessio
Article

Abstract

High turnover of newly contracted insurance agents is a wide-spread problem faced by many insurance companies. The objective of the present study was to examine the usefulness of a video-based selection test in the prediction of turnover for insurance agents. Newly contracted insurance agents (N=677) responded to items presented on a video-based situational judgment test. Each item presented a videotaped situation showing an agent interacting with client. Following the situation, the agents responded to a multiple-choice question indicating how they would handle the situation. Turnover information was gathered on the agents one year after contract. Using an empirical scoring method, data analyses indicated a significant relationship between test scores and the turnover criterion.

Keywords

Data Analysis Significant Relationship Social Psychology Test Score Social Issue 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

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Copyright information

© Human Sciences Press, Inc. 1994

Authors and Affiliations

  • Anthony T. Dalessio
    • 1
  1. 1.NYNEX CorporationWhite Plains

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