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dc.contributor.authorStringfield, Paul Anthony
dc.date.accessioned2016-04-06T21:41:52Z
dc.date.available2016-04-06T21:41:52Z
dc.date.issued1971
dc.identifier.citationStringfield, P. A. (1971). Like Status Sells: A Field Study of Belief Congruence (Thesis, Bachelor of Philosophy). University of Waikato, Hamilton, New Zealand. Retrieved from https://hdl.handle.net/10289/10051en
dc.identifier.urihttps://hdl.handle.net/10289/10051
dc.description.abstractA test of Rokeach's (1960) theory of belief congruence with 53 life insurance salesmen strongly supports the validity of the theory. The theory was generalized beyond the pencil and paper test situations to behaviour representative of real life settings. Afield study technique was used and the experiment investigated the effect that the principle of belief congruence would have on life assurance salesmen and clients of similar background, attitudes and values, as compared with salesmen and clients of differing backgrounds, when selling life assurance. The results revealed that salesmen sold significantly more life assurance to clients of similar background or occupational groups to themselves than to dissimilar occupational groups. Also, the results revealed that salesmen holding a particular occupational rank would sell significantly more life assurance below their occupational rank than above it.
dc.format.mimetypeapplication/pdf
dc.language.isoen
dc.publisherUniversity of Waikato
dc.rightsAll items in Research Commons are provided for private study and research purposes and are protected by copyright with all rights reserved unless otherwise indicated.
dc.titleLike Status Sells: A Field Study of Belief Congruence
dc.typeThesis
thesis.degree.grantorUniversity of Waikato
thesis.degree.levelMasters
thesis.degree.nameBachelor of Philosophy
dc.date.updated2016-04-06T21:23:16Z
pubs.place-of-publicationHamilton, New Zealanden_NZ


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