A note on Kahn and Hadley's "factors related to life insurance selling."

Abstract

Most of the conclusions by Kahn and Hadley (see 24: 357), are questionable because the "sample" of insurance salesmen which they used was not relevant to the problem they stated. It was curtailed to an unknown degree, and the criterion of success (sales for the duration of the school term) was contaminated by unrecognized and, with the number of salesmen involved, undetectable company differences. Findings published by the Life Insurance Agency Management Association are referenced to support the comments. (PsycInfo Database Record (c) 2025 APA, all rights reserved)