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
Abstract
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...
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