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THE ROLE OF EXPERTISE, LIKABILITY AND METHOD OF COMPENSATION ON THE CREDIBILITY OF AN INSURANCE ADVISOR
Abstract
Two hundred twelve upper level college students of a major Midwestern university were randomly selected as subjects in an experiment studying the effects of three variables on the credibility of an insurance advisor. Subjects were told varying information concerning the expertise level, method of compensation and likability of an insurance advisor and then watched the same videotape of the insurance advisor with a client. Using a 2 x 2 x 2 factorial design the three variables were tested with the analysis of variance (ANOVA) with the two covariates, attitude toward the advice given and attitude toward insurance. Only the insurance advisor's level of expertise significantly affected the advisor's credibility rating. This rating was significantly related to an individual's stated intention to use that advisor in the future.
Subject Area
Marketing
Recommended Citation
STRONG, PATRICIA ANN, "THE ROLE OF EXPERTISE, LIKABILITY AND METHOD OF COMPENSATION ON THE CREDIBILITY OF AN INSURANCE ADVISOR" (1982). ETD collection for University of Nebraska-Lincoln. AAI8217559.
https://digitalcommons.unl.edu/dissertations/AAI8217559