The Effect of Mental Welfare on Positive Sales Behaviors with Regard to the Moderating Role of Organizational Identity and Social Behavior Studies in Ilam Insurance Sales Agencies

Subject Areas : Social Science Quarterly

Sakineh Hatami Alvar ¹ (Master of Business Management, Department of Business Management, Boroujerd Branch, Islamic Azad University, Boroujerd, Iran.)
Hojat Taheri Goodarzi ² (Assistant Professor of Public Management, Department of Public Administration, Department of Public Management, Boroujerd Branch, Islamic Azad University, Boroujerd, Iran.)

Received: 2017-10-05 Accepted : 2017-10-16 Published : 2017-11-22

Keywords: organizational identity, Mental Welfare, Adaptive Sales, Sales Creativity and Positive Sales Behaviors,

Abstract :

The purpose of this study was to determine the effect of subjective well-being on positive sales behaviors due to the moderating role of organizational identity. The research method is applied in terms of purpose and in terms of nature and descriptive method is survey. The statistical population of the study consists of 142 Iranian insurance sales agents in Ilam province. Data were collected using the standard questionnaires of mental well-being of Lango et al. (2018), Mael & Ashforth (1992) organizational identity, Spiro & Weitz adaptive sales (1990), and Lango et al. (2018). The data were analyzed through statistical tests such as Kolmogorov-Smirnov test and simple and multiple linear regression tests and structural equation modeling. The results show that subjective well-being has a positive influence on adaptive sales, creativity in sales and ultimately on positive sales behaviors due to the moderating role of organizational identity. ................................................................................................