With solid experience in the banking industry, Ronny Schmit transitioned into insurance in 2021 as a Network Manager. He developed strong expertise in sales coordination and partner performance management. He now works as a consultant to the Sales Director, contributing to strategic commercial transformation and sales effectiveness projects.
Ronny Schmit will defend his Executive Doctorate of Business Administration (EDBA) in March 2026, on the theme “Motivation in Sales: A Mixed-Methods Single Case Study on Influencing Factors in a Luxembourg Insurance Company” under the supervision of Professor Heiko Hansjosten, Hochschule Heilbronn, Germany.
Thesis Direction
Prof Hansjosten Heiko
Thesis Title
Motivation in sales: A mixed-method case study on influencing factors in a Luxembourg insurance company
Abstract
This case study examines the motivation of independent insurance agents in the Luxembourg market, focusing on influencing factors such as autonomy, self-efficacy, involvement and personality. Using a mixed-method approach, semi-structured interviews with 10 independent agents and 9 managers provide valuable qualitative insights into the motives and personalities of the agents. In the subsequent quantitative analysis, the results were statistically verified using PLS-SEM. Both the measurement and structural models proved to be satisfactory. The path analyses of the influencing factors of self-efficacy, connectedness and autonomy yielded significant results for both sales and administrative tasks. Although no significant moderating effects of personality traits could be identified, the qualitative evaluation yielded important findings. It was found that intrinsic motivation, especially in terms of autonomy and selfefficacy, plays a primary role. These findings are particularly important for insurance management, as they provide valuable insights into the motivation and leadership of agents. The study thus highlights the importance of considering agents’ motivation and personality and offers avenues for future research to investigate the transferability of the results to other markets.