A Study on Impacts of the Personality of Brokers of Securities Company on PI Resistance

증권사 영업사원의 개인성향이 PI저항에 미치는 영향에 대한 연구

This research analyze the impact factors that affect the PI resistance of securities brokerage salespersons during Process Innovation in securities companies focusing on the broker's individual personality. After reviewing some related literatures, a survey was conducted at a domestic securities company with the derived factors from a focus group of securities salesmen with over 10 year work experience. The results show that broker's individual propensity to innovation, individual customer relationship and individual flexibility are closely related to the PI resistance. By controlling such factors for salespersons, securities companies can boost the ability to meet and control the changing situation and management innovation.