Validation of Instruments for Measuring the Salesforce Characteristics in Life Insurance Business in Indonesia

Syahputra, Abdul Rahim Othman, Maria Abdul Rahman

Abstract: Background This study intends to validation of Instruments for measuring the salesforce characteristics in life insurance business in Indonesia. Results from factor analysis using principle component with varimax rotation, initially extracted three factors solution. After measures of sampling adequacy (MSA) deletion, a single factor consisting of 14-items salesforce characterisitics scale was established the Kaiser-Meyer-Olkin measure of sampling adequacy (KMO) for one dimensions solution is 0.934, with a significant Bartletts test of sphericy (Sig=0, 000). The variance is explained by 65.03 % with extracted factors eigenvalue of more than 1. Conclusion this study validated the salesforce characteristics instrument through the analysis using exploratory factor analysis in SPSS.

Keywords: salesforce characteristics, Indonesia life insurance, sales organization, behavioral strategy, attitude