An Empirical Investigation into the
Potential Relationship between
Emotional Intelligence Levels and
Production Results of Insurance Agents
Dan Hallock
College of Business
University of North Alabama
Florence, Alabama
Email: dehallock@una.edu
Rick Lester
College of Business
University of North Alabama
Florence, Alabama
Email: ralester@una.edu
Kerry Gatlin
College of Business
University of North Alabama
Florence, Alabama
Email: kpgatlin@una.edu
A proposal submitted for presentation at the 3rd Annual Academic Business
World International Conference to be held in Nashville, Tennessee, May 2007
Abstract
An Empirical Investigation into the Potential
Relationship between Emotional Intelligence
Levels and Production Results of Insurance
Agents
This exploratory research study is designed to investigate if relationships exist
between emotional intelligence and various demographics and whether these
relationships differed between the top producing insurance agents as compared
to average and lower producing agents. This study is attempting to obtain 100
agents’ participation from a national insurance company with branches in
Tennessee and Alabama. The company tracks production measures in
numerous categories in order to evaluate agents using a scorecard approach.
This study will determine if any significant differences exist in any dimension of EI
between the various levels of production between agents.
Preliminary research questions/hypotheses have been established, the literature
review is underway, the sample population has been identified, and data
collection procedures have been developed. We intend to collect all data using a
website set up to allow participants to access all scales from one location online.
The need for additional study in this area, especially the need to link emotional
intelligence with moral intelligence, is driven by the trust clients must have with
their agents. The results of our study may be useful for the sponsoring firm and
increase the knowledge base regarding the characteristics of their successful
agents.