{"id":2343,"date":"2020-07-17T13:37:18","date_gmt":"2020-07-17T13:37:18","guid":{"rendered":"https:\/\/revista.isfin.ro\/?p=2343"},"modified":"2020-07-30T14:54:30","modified_gmt":"2020-07-30T14:54:30","slug":"rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus","status":"publish","type":"post","link":"https:\/\/revista.isfin.ro\/en\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/","title":{"rendered":"Rolul caracteristicilor individuale \u00een prezicerea comportamentelor de cross-selling \u0219i up-selling \u00een industria asigur\u0103rilor – Cristian Dorel L\u0103c\u0103tu\u0219"},"content":{"rendered":"
\n\t\t\t\t\t\t
\n\t\t\t\t\t\t\t
\n\t\t\t\t\t\t\t
\n\t\t\t\t\t\t
\n\t\t\t\t\t\t\t
\n\t\t\t\t\t
\n\t\t\t
\n\t\t\t\t\t\t\t
\n\t\t\t\t\t\t
\n\t\t\t\t\t\t
\n\t\t\t\t\t\t\t
\n\t\t\t\t\t
\n\t\t\t
\n\t\t\t\t\t\t\t
\n\t\t\t\t\t\t
\n\t\t\t\t
\n\t\t\t\t\t\t\t\t
\n\t\t\t\t

Author: Cristian Dorel L\u0103c\u0103tu\u0219
\u00a0Vol. 5 \u2022 No. 8 \u2022 May 2020<\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

\n\t\t\t
\n\t\t\t\t\t\t\t
\n\t\t\t\t\t\t
\n\t\t\t\t
\n\t\t\t\t\t
\n\t\t\t\t\t\t
\n\t\t\t\t\n\t\t\t\t<\/i>\t\t\t\t<\/a>\n\t\t\t<\/div>\n\t\t\t\t\t\t
\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\t\t\t\tView Abstract PDF\t\t\t\t\t<\/a>\n\t\t\t\t<\/h6>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
\n\t\t\t\t
\n\t\t\t\t\t
\n\t\t\t\t\t\t
\n\t\t\t\t\n\t\t\t\t<\/i>\t\t\t\t<\/a>\n\t\t\t<\/div>\n\t\t\t\t\t\t
\n\t\t\t\t
\n\t\t\t\t\t\n\t\t\t\t\t\tView Article PDF\t\t\t\t\t<\/a>\n\t\t\t\t<\/h6>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
\n\t\t\t\t
\n\t\t\t\t\t
\n\t\t\t\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
\n\t\t\t\t
\n\t\t\t\t\t\t\t\t
\n\t\t\t\t

Abstract<\/strong><\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t
\n\t\t\t\t\t\t\t\t
\n\t\t\t\t

Past research has outlined the idea that personality traits deserve to be taken into account when predicting sales\nperformance. The main goals of this research are: (1) analysing the predictive role that self-discipline,\nachievement motivation, emotional stability, friendliness, and activity level have upon sales performance, crossselling, and up-selling behaviours; (2) investigating the increment that biodata (gender, age, work experience,\nand position) brings in addition to personality traits in explaining sales performance, cross-selling, and upselling behaviours on a sample consisting of 381 insurance employees. The statistical analyses revealed that: (1)\nself-discipline is a valid predictor for sales performance and up-selling behaviours; (2) achievement motivation\npredicts sales performance and cross-selling behaviours; (3) friendliness predicts cross-selling behaviours; (4)\nactivity level predicts neither sales performance nor cross-selling and up-selling behaviours; (5) emotional\nstability predicts up-selling behaviours; (6) gender was the only biodata that brought a significant increment\nabove personality traits in explaining up-selling behaviours, men showing a higher proclivity to engage in this\ntype of selling behaviour. Theoretical and practical implications are discussed throughout the paper.<\/p>

____________________________________<\/p>

1 The cross-selling process implies the selling of additional products that are related to the main product that the\nclient intends to buy.\nThe up-selling process refers to an increase in the volume of sales by convincing the clients to buy either a\nbigger quantity of the product, or a more expensive version of the same product.<\/em><\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t
\n\t\t\t\t\t
\n\t\t\t\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
\n\t\t\t\t
\n\t\t\t\t\t\t\t\t
\n\t\t\t\t

Keywords<\/strong>: cross-selling; up-selling; sales performance; personality traits; biodata<\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t
\n\t\t\t\t\t
\n\t\t\t\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
\n\t\t\t\t
\n\t\t\t\t\t\t\t\t
\n\t\t\t\t

JEL classification<\/strong>: C12, G24, G52, L81<\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t
\n\t\t\t
\n\n \n\n
\n\n \n BACK<\/span>\n\n <\/div>\n <\/a>\n <\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"

Autor: Cristian Dorel L\u0103c\u0103tu\u0219\u00a0Vol. 5 \u2022 Nr. 8 \u2022 Mai 2020 Vizualizare Abstract PDF Vizualizare Articol PDF Abstract Cercet\u0103rile anterioare au subliniat faptul c\u0103 tr\u0103s\u0103turile de personalitate merit\u0103 s\u0103 fie luate \u00een considerare \u00een prezicerea performan\u021bei \u00een v\u00e2nz\u0103ri. Obiectivele centrale ale acestei lucr\u0103ri sunt, a\u0219adar: (1) analizarea rolului predictiv pe care auto-disciplina, dorin\u021ba de realizare, …<\/p>\n

Rolul caracteristicilor individuale \u00een prezicerea comportamentelor de cross-selling \u0219i up-selling \u00een industria asigur\u0103rilor – Cristian Dorel L\u0103c\u0103tu\u0219<\/span> Read More »<\/a><\/p>","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[160],"tags":[],"yoast_head":"Rolul caracteristicilor individuale \u00een prezicerea comportamentelor de cross-selling \u0219i up-selling \u00een industria asigur\u0103rilor - Cristian Dorel L\u0103c\u0103tu\u0219 - Revista de Studii Financiare<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/revista.isfin.ro\/en\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Rolul caracteristicilor individuale \u00een prezicerea comportamentelor de cross-selling \u0219i up-selling \u00een industria asigur\u0103rilor - Cristian Dorel L\u0103c\u0103tu\u0219 - Revista de Studii Financiare\" \/>\n<meta property=\"og:description\" content=\"Autor: Cristian Dorel L\u0103c\u0103tu\u0219\u00a0Vol. 5 \u2022 Nr. 8 \u2022 Mai 2020 Vizualizare Abstract PDF Vizualizare Articol PDF Abstract Cercet\u0103rile anterioare au subliniat faptul c\u0103 tr\u0103s\u0103turile de personalitate merit\u0103 s\u0103 fie luate \u00een considerare \u00een prezicerea performan\u021bei \u00een v\u00e2nz\u0103ri. Obiectivele centrale ale acestei lucr\u0103ri sunt, a\u0219adar: (1) analizarea rolului predictiv pe care auto-disciplina, dorin\u021ba de realizare, … Rolul caracteristicilor individuale \u00een prezicerea comportamentelor de cross-selling \u0219i up-selling \u00een industria asigur\u0103rilor – Cristian Dorel L\u0103c\u0103tu\u0219 Read More »\" \/>\n<meta property=\"og:url\" content=\"https:\/\/revista.isfin.ro\/en\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/\" \/>\n<meta property=\"og:site_name\" content=\"Revista de Studii Financiare\" \/>\n<meta property=\"article:published_time\" content=\"2020-07-17T13:37:18+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2020-07-30T14:54:30+00:00\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Revista ISF\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebSite\",\"@id\":\"https:\/\/revista.isfin.ro\/#website\",\"url\":\"https:\/\/revista.isfin.ro\/\",\"name\":\"Revista de Studii Financiare\",\"description\":\"\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/revista.isfin.ro\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-GB\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/revista.isfin.ro\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/#webpage\",\"url\":\"https:\/\/revista.isfin.ro\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/\",\"name\":\"Rolul caracteristicilor individuale \\u00een prezicerea comportamentelor de cross-selling \\u0219i up-selling \\u00een industria asigur\\u0103rilor - Cristian Dorel L\\u0103c\\u0103tu\\u0219 - Revista de Studii Financiare\",\"isPartOf\":{\"@id\":\"https:\/\/revista.isfin.ro\/#website\"},\"datePublished\":\"2020-07-17T13:37:18+00:00\",\"dateModified\":\"2020-07-30T14:54:30+00:00\",\"author\":{\"@id\":\"https:\/\/revista.isfin.ro\/#\/schema\/person\/d709ae622feb4a954f2e16c530e0815a\"},\"breadcrumb\":{\"@id\":\"https:\/\/revista.isfin.ro\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/#breadcrumb\"},\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/revista.isfin.ro\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/revista.isfin.ro\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Prima pagin\\u0103\",\"item\":\"https:\/\/revista.isfin.ro\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Rolul caracteristicilor individuale \\u00een prezicerea comportamentelor de cross-selling \\u0219i up-selling \\u00een industria asigur\\u0103rilor – Cristian Dorel L\\u0103c\\u0103tu\\u0219\"}]},{\"@type\":\"Person\",\"@id\":\"https:\/\/revista.isfin.ro\/#\/schema\/person\/d709ae622feb4a954f2e16c530e0815a\",\"name\":\"Revista ISF\",\"image\":{\"@type\":\"ImageObject\",\"@id\":\"https:\/\/revista.isfin.ro\/#personlogo\",\"inLanguage\":\"en-GB\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/f5e83b250196a64f9f7f3802f9f4123d?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/f5e83b250196a64f9f7f3802f9f4123d?s=96&d=mm&r=g\",\"caption\":\"Revista ISF\"},\"sameAs\":[\"https:\/\/revista.isfin.ro\"],\"url\":\"https:\/\/revista.isfin.ro\/en\/author\/isfin\/\"}]}<\/script>","yoast_head_json":{"title":"Rolul caracteristicilor individuale \u00een prezicerea comportamentelor de cross-selling \u0219i up-selling \u00een industria asigur\u0103rilor - Cristian Dorel L\u0103c\u0103tu\u0219 - Revista de Studii Financiare","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/revista.isfin.ro\/en\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/","og_locale":"en_GB","og_type":"article","og_title":"Rolul caracteristicilor individuale \u00een prezicerea comportamentelor de cross-selling \u0219i up-selling \u00een industria asigur\u0103rilor - Cristian Dorel L\u0103c\u0103tu\u0219 - Revista de Studii Financiare","og_description":"Autor: Cristian Dorel L\u0103c\u0103tu\u0219\u00a0Vol. 5 \u2022 Nr. 8 \u2022 Mai 2020 Vizualizare Abstract PDF Vizualizare Articol PDF Abstract Cercet\u0103rile anterioare au subliniat faptul c\u0103 tr\u0103s\u0103turile de personalitate merit\u0103 s\u0103 fie luate \u00een considerare \u00een prezicerea performan\u021bei \u00een v\u00e2nz\u0103ri. Obiectivele centrale ale acestei lucr\u0103ri sunt, a\u0219adar: (1) analizarea rolului predictiv pe care auto-disciplina, dorin\u021ba de realizare, … Rolul caracteristicilor individuale \u00een prezicerea comportamentelor de cross-selling \u0219i up-selling \u00een industria asigur\u0103rilor – Cristian Dorel L\u0103c\u0103tu\u0219 Read More »","og_url":"https:\/\/revista.isfin.ro\/en\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/","og_site_name":"Revista de Studii Financiare","article_published_time":"2020-07-17T13:37:18+00:00","article_modified_time":"2020-07-30T14:54:30+00:00","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Revista ISF","Estimated reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebSite","@id":"https:\/\/revista.isfin.ro\/#website","url":"https:\/\/revista.isfin.ro\/","name":"Revista de Studii Financiare","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/revista.isfin.ro\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-GB"},{"@type":"WebPage","@id":"https:\/\/revista.isfin.ro\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/#webpage","url":"https:\/\/revista.isfin.ro\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/","name":"Rolul caracteristicilor individuale \u00een prezicerea comportamentelor de cross-selling \u0219i up-selling \u00een industria asigur\u0103rilor - Cristian Dorel L\u0103c\u0103tu\u0219 - Revista de Studii Financiare","isPartOf":{"@id":"https:\/\/revista.isfin.ro\/#website"},"datePublished":"2020-07-17T13:37:18+00:00","dateModified":"2020-07-30T14:54:30+00:00","author":{"@id":"https:\/\/revista.isfin.ro\/#\/schema\/person\/d709ae622feb4a954f2e16c530e0815a"},"breadcrumb":{"@id":"https:\/\/revista.isfin.ro\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/#breadcrumb"},"inLanguage":"en-GB","potentialAction":[{"@type":"ReadAction","target":["https:\/\/revista.isfin.ro\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/revista.isfin.ro\/2020\/07\/17\/rolul-caracteristicilor-individuale-in-prezicerea-comportamentelor-de-cross-selling-si-up-selling-in-industria-asigurarilor-cristian-dorel-lacatus\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Prima pagin\u0103","item":"https:\/\/revista.isfin.ro\/"},{"@type":"ListItem","position":2,"name":"Rolul caracteristicilor individuale \u00een prezicerea comportamentelor de cross-selling \u0219i up-selling \u00een industria asigur\u0103rilor – Cristian Dorel L\u0103c\u0103tu\u0219"}]},{"@type":"Person","@id":"https:\/\/revista.isfin.ro\/#\/schema\/person\/d709ae622feb4a954f2e16c530e0815a","name":"Revista ISF","image":{"@type":"ImageObject","@id":"https:\/\/revista.isfin.ro\/#personlogo","inLanguage":"en-GB","url":"https:\/\/secure.gravatar.com\/avatar\/f5e83b250196a64f9f7f3802f9f4123d?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/f5e83b250196a64f9f7f3802f9f4123d?s=96&d=mm&r=g","caption":"Revista ISF"},"sameAs":["https:\/\/revista.isfin.ro"],"url":"https:\/\/revista.isfin.ro\/en\/author\/isfin\/"}]}},"_links":{"self":[{"href":"https:\/\/revista.isfin.ro\/en\/wp-json\/wp\/v2\/posts\/2343"}],"collection":[{"href":"https:\/\/revista.isfin.ro\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/revista.isfin.ro\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/revista.isfin.ro\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/revista.isfin.ro\/en\/wp-json\/wp\/v2\/comments?post=2343"}],"version-history":[{"count":8,"href":"https:\/\/revista.isfin.ro\/en\/wp-json\/wp\/v2\/posts\/2343\/revisions"}],"predecessor-version":[{"id":2849,"href":"https:\/\/revista.isfin.ro\/en\/wp-json\/wp\/v2\/posts\/2343\/revisions\/2849"}],"wp:attachment":[{"href":"https:\/\/revista.isfin.ro\/en\/wp-json\/wp\/v2\/media?parent=2343"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/revista.isfin.ro\/en\/wp-json\/wp\/v2\/categories?post=2343"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/revista.isfin.ro\/en\/wp-json\/wp\/v2\/tags?post=2343"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}