ES Predictor Sales Productiv 1986 - See discussions stats and author profiles for this publication at https/www.researchgate.net/publication/232497771

ES Predictor Sales Productiv 1986 - See discussions stats...

This preview shows page 1 - 3 out of 8 pages.

See discussions, stats, and author profiles for this publication at: Explanatory Style as a Predictor of Productivity and Quitting Among Life Insurance Sales Agents Article in Journal of Personality and Social Psychology · April 1986 DOI: 10.1037/0022-3514.50.4.832 CITATIONS 333 READS 1,750 2 authors , including: Peter Schulman University of Pennsylvania 12 PUBLICATIONS 1,045 CITATIONS SEE PROFILE All content following this page was uploaded by Peter Schulman on 01 December 2014. The user has requested enhancement of the downloaded file. All in-text references underlined in blue are added to the original document and are linked to publications on ResearchGate, letting you access and read them immediately.
Image of page 1

Subscribe to view the full document.

Journal of Personality and Social Psychology 1986, Vol. 50, No. 4, 832-838 Copyright 1986 by the American Psychological Association, Inc. 0022-3514/86/$00,75 Explanatory Style as a Predictor of Productivity and Quitting Among Life Insurance Sales Agents Martin E. P. Seligman and Peter Schulman University of Pennsylvania The reformulated learned helplessness model claims that the tendency to explain bad events by internal, stable, and global causes potentiates quitting when bad events are encountered. We tested this prediction in the work setting with individuals who frequently experience bad events. Explanatory style, as measured by the Attributional Style Questionnaire (ASQ), correlated with and predicted the perfor- mance of life insurance sales agents. In a cross-sectional study of 94 experienced agents, individuals scoring in the top half of the ASQ sold 37% more insurance in their first 2 years of service than those scoring in the bottom half. In a prospective 1-year study of 103 newly hired agents, individuals who scored in the top half of the ASQ when hired remained in their job at twice the rate and sold more insurance than those scoring in the bottom half of the ASQ. These two studies support the claim that a pessimistic explanatory style leads to poor productivity and quitting when bad events are experienced, and extend the usefulness of the ASQ to the workplace. According to the reformulation of the learned helplessness model, individuals with a "pessimistic" explanatory style are more likely to display helplessness deficits when confronted with a bad event than individuals with an "optimistic" explanatory style (Abramson, Seligman, & Teasdale, 1978; Seligman, Abramson, Semmel, & von Baeyer, 1979). Individuals who ha- bitually construe the causes of bad events as internal, stable, and global ("it's my fault, it's going to last forever, and it's going to undermine everything I do") should, when they experience bad events, be more susceptible to helplessness deficits than those with the opposite style. Peterson and Seligman (1984) reviewed 12 studies that confirm this model by finding depressive deficits associated with a pessimistic explanatory style in students, de- pressed patients, prisoners, and children.
Image of page 2
Image of page 3
  • Fall '16
  • alej
  • ASQ, explanatory style, AiB, Learned helplessness, Cpcn, Explanatory Style

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern

Ask Expert Tutors You can ask 0 bonus questions You can ask 0 questions (0 expire soon) You can ask 0 questions (will expire )
Answers in as fast as 15 minutes