publication . Article . 2004

Understanding Insurance Salesperson Internet Information Management Intentions: A Test of Competing Models

Kevin Celuch; Steven A. Taylor; Stephen Goodwin;
Open Access
  • Published: 01 Jan 2004 Journal: Journal of Insurance Issues, volume 27, issue 1, pages 22-40
The present research compares two attitudinal models adapted from the Theory of Reasoned Action (TORA), which includes attitude and subjective norm components, and the Theory of Planned Behavior (TOPB), which includes TORA facets and also examines a decomposed perceived behavioral control construct that consists of self-efficacy and perceived control. Data from over 700 salespersons of a medium sized, national insurance/financial services company are used to explore the models using structural equation modeling. The results suggest that the models are comparable in terms of standard fit indices, with the model adapted from the TOPB adding substantially to the va...
55 references, page 1 of 4

Ajzen, I. (1985) “From Intentions to Actions: A Theory of Planned Behavior,” in Action Control: From Cognition to Behavior, J. Kuhl and J. Beckman, eds. Berlin: Springer-Verlag, pp. 11-39. [OpenAIRE]

Ajzen, I. (1988) Attitudes, Personality, and Behavior. Chicago, IL: Dorsey Press. [OpenAIRE]

Ajzen, I. (1991) “The Theory of Planned Behavior,” Organizational Behavior and Human Decision Processes, 50, pp. 179-211. [OpenAIRE]

Ajzen, I. and M. Fishbein (1980) Understanding Attitudes and Predicting Social Behavior. Englewood Cliffs, NJ: Prentice Hall.

Armitage, C. J. and M. Conner (1999) “The Theory of Planned Behavior: Assessment of Predictive Validity and 'Perceived Control,'” British Journal of Social Psychology, 38, pp. 35-54.

Bandalos, D. L. and S. J. Finney (2001) “Item Parceling Issues in Structural Equation Modeling,” in New Developments and Techniques in Structural Equation Modeling, G.A. Marcoulides and R.E. Schumacker, eds. London: Lawrence Erlbaum Associates, pp. 269-296.

Bandura. A. (1982) “Self-Efficacy Mechanisms in Human Agency,” American Psychologist, 37, pp. 122-147. [OpenAIRE]

Bandura, A. (1986) Social Foundations of Thought and Action: A Social Cognitive Theory. Englewood Cliffs, NJ: Prentice Hall.

Bandura, A. (1992) “On Rectifying the Comparative Autonomy of Perceived Control: Comments on 'Cognates of Personal Control',” Applied and Preventive Psychology, 1, pp. 121-126.

Bandura, A. (1997) Self-Efficacy: The Exercise of Control. New York: W. H. Freeman and Company.

Banker, R. D., R. J. Kauffman and M. A. Mahmood (1993) Strategic Information Technology Management: Perspectives on Organizational Growth and Competitive Advantage. Harrisburg, PA: Idea Group Publishing.

Bobbitt, L. M. and P. A. Dabholkar (2001) “Integrating Attitudinal Theories to Understand and Predict Use of Technology-Based Self-Service: The Internet as an Illustration,” International Journal of Service Industry Management, 12, 5, pp. 423-450.

Conner, M. and C. J. Armitage (1998) “Extending the Theory of Planned Behavior: A Review and Avenues for Further Research,” Journal of Applied Social Psychology, 28, pp. 1429-1464.

Dabholkar, P. A. and R. P. Bagozzi (2002) “An Attitudinal Model of TechologyBased Self-Service: Moderating Effects of Consumer Traits and Situational Factors,” Journal of the Academy of Marketing Science, 30, 3, pp. 184-201. [OpenAIRE]

Davis, F. D. (1989) “Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology,” MIS Quarterly, 13, Sept., pp. 319-339.

55 references, page 1 of 4
Powered by OpenAIRE Open Research Graph
Any information missing or wrong?Report an Issue