search query: @author Eastman, K. L. / total: 2
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| Author: | Jacqueline K. Eastman, A. D. Eastman, K. L. |
| Title: | Insurance Sales Agents and the Internet: The Relationship Between Opinion Leadership, Subjective Knowledge, and Internet Attitudes |
| Journal: | Journal of Marketing Management
2002 : APR, VOL. 18:3-4, p. 259-285 |
| Index terms: | SALES SALESPEOPLE INTERNET LEADERSHIP KNOWLEDGE ATTITUDES |
| Language: | eng |
| Abstract: | The Internet offers a number of opportunities and threats for insurance sales agents. On the one hand, the Internet provides opportunities to communicate with and reach customers. However, it also introduces the risk of losing business to insurance providers or competitors. These opportunities and threats create a need to understand the characteristics that may affect the views of insurance agents regarding the Internet and its impact on their business. This paper compares insurance sales agents' scores on an opinion leadership scale (Flynn, Goldsmith, and Eastman 1996) and subjective knowledge scale (Flynn and Goldsmith 1999) with their attitudes toward the Internet. |
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