臺灣博碩士論文加值系統

中文摘要
近年來台灣的保險市場漸趨成熟，加上台灣電視購物頻道、便利超商、銀行保險中介人等各種保險通路的成立；與利率下降所衍生的其他投資型商品的出現，都使得保險公司營業單位的發展開始受到挑戰。
由組織管理的角度來說，處經理由於與業壽險業務員間為非正式的聘雇關係，傳統的組織管理工具，如升遷、獎懲或績效評估對業務員的影響力不高，處經理必須靠個人魅力與領導，才能留住業務員。反之，業務員對保險公司的期待已不像過去只為求得高佣金及工作保障而已，他們期待公司能給予更好的福利與成長機會等等，同時也希望保險公司營業單位的環境更好。人是保險的根本，而業務員更是保險公司最有價值的資本，如何營造一良好的保險公司營業單位環境，成為現代保險公司營業單位經理的重要挑戰。
本研究以保險公司營業單位為研究對象，希望瞭解保險公司營業單位經理的創業家精神、領導風格與組織文化，如何影響業務員的組織公民行為。
本研究之範圍，主要是以某台灣知名外商保險公司之中部地區保險公司營業單位處經理與業務員為主要的研究對象，目的在探討不同處經理的創業家精神、領導風格與業務員的組織公民行為與組織文化等構面因素之影響及其差異性。期能提供保險公司營業單位管理實務上之參考依據。
本研究採便利抽樣，以中部地區保險公司營業單位為主，每個保險公司營業單位除處經理填寫一份外，另發放四份問卷，請業務員填寫。共寄發問卷200份，總計回收有效問卷161 份，有效回收率為80.5%。
本研究發現處經理的創業家精神對處經理領導風格的運用與對業務員組織公民行為的影響大部分都有顯著的正相關。本研究結果發現在創業家之預應性及競爭積極等二個構面上，業務員之主觀認知，均顯著高於處經理的自我評估。
本研究發現處經理運用轉換型領導或交易型領導對業務員的組織公民行為都有顯著性的影響，轉換型領導對組織公民行為的表現有高度的正相關，可見處經理可以善用轉換型領導以促使成員展現組織公民行為，讓通訊處推動各種活動更順暢。

Abstract
The insurance market is more competitive because people can buy insurance policies from TV shopping channel, convenient store and various agents and brokers. Moreover, due to the decreasing interest rate in banks, more people are interested in buying investment-link insurance products than convention product. Therefore, the development of insurance agency center is highly challenged.
From the organizational management perspective, the relationship between managers and insurance agents are informal. Therefore, the conventional management tactics such as promotion, incentive scheme and performance reviews are not applicable to insurance branch. On the other hand, the managers must develop their own leadership to retain agents. And, insurance agents not only want to win high commission but also want to have better learning and career development opportunities. Agents are the most important human capital to insurance companies. It is important to know how agency managers can develop own entrepreneurship and leadership to encourage agents’ organizational citizenship to contribute more.
Convenient sampling technique is adapted and we sent out 200 questionnaires to Taichung insurance centers and receive 161 valid questionnaire. The respond rate is 80.5%.
The study finds that the leadership and entrepreneurship of agency managers are significantly positively related to the organizational citizenship of insurance agents. It is suggested that agency managers must develop their own leadership style and entrepreneurship to encourage the insurance agents who would actively deliver products, have higher loyalty and proactively participate team activities which called agent organizational citizenship.
The managerial recommendation and suggestions to future studies are also provided.

目 錄
第一章 緒論…………………………………………………………………………..1
第一節 研究背景………………………………………………………………..1
第二節 研究範圍與目的………………………………………………………..3
第三節 研究流程 ………………………………………………………………5
第二章 文獻探討 ……………………………………………………………………7
第一節 創業家精神…………….……………………………………………… 7
第二節 領導風格……………….……………………………………………… 10
第三節 組織公民行為…………..………………………………………………17
第三章 研究方法 ……………………………………………………………………21
第一節 研究架構與研究假設 …………………………………………………21
第二節 操作性定義與問卷設計 ………………………………………………24
第三節 抽樣與問卷發放 ………………………………………………………29
第四節 資料分析方法 …………………………………………………………29
第四章 研究結果……………………………………………………………………..32
第一節 為敘述性統計分析……………………………………………………..32
第二節 為因素分析與信度檢定………………………………………………..33
第三節 各構面因素之差異性檢定……………………………………………..41
第四節 研究變項之敘述性統計分析…………………………………………..42
第五節 研究變項之間的相關性………………………………………………..43
第六節 創業家精神對轉換型領導風格的影響………………………………..43
第七節 創業家精神對交易型領導的影響……………………………………..44
第八節 創業家精神對組織公民行為…………………………………………..46
第九節 轉換型領導及交易型領導對組織公民行為的影響…………………..47
第十節 假設驗證結果彙總與研究發現………………………………………..48
第十一節 研究發現………………………………………………………………49
第五章 結論與建議……………………………………………………………………52
第一節 研究結論………………………………………………………………..52
第二節 研究建議………………………………………………………………..53
第三節 研究限制及未來研究方向……………………………………………..55

參考文獻 ………………………………………………………………………………57
附錄一 業務員樣本資料分析 ....................................................................................66
附錄一 處經理問卷 …………………………………………………………………68
附錄二 業務員問卷 …………………………………………………………………73

表目錄
表2-1 組織公民行為定義彙整表……………………………………………………..11
表2-2 組織公民行為衡量構面 ………………………………………………………16
表4-1 各研究變項統計結果 ………………………………………………………... 33
表4-2 處經理創業家精神之因素分析結果 ………………………………………... 35
表4-3 處經理轉換型領導風格之因素分析結果 …………………………………... 36
表4-4 處經理交易型領導風格之因素分析結果 …………………………………... 38
表4-5 組織公民行為之因素分析結果 ……………………………………………... 40
表4-6 各構面之差異性推定 ………………………………………………………... 41
表4-7 研究變項之描述性統計 ……………………………………………………... 42
表4-8 主要研究變數Pearson積差相關分析 ….......................................................... 43
表4-9 創業家精神對轉換型領導已迴歸分析 ……………………………………... 44
表4-10 創業家精神構面對轉換型領導複迴歸分析 ………………………………. 44
表4-11 創業家精神對交易型領導已迴歸分析 ……………………………………. 45
表4-12 創業家精神對交易型領導複迴歸分析 ……………………………………. 45
表4-13 創業家精神組織公民行為之迴歸分析 ……………………………………. 46
表4-14 創業家精神對組織行為之複迴歸分析 ……………………………………. 46
表4-15 領導型風格對組織公民行為之迴歸分析 …………………………………. 47
表4-16 轉換型領導對組織公民行為之迴歸分析 …………………………………. 47
表4-17 交易型領導對組織公民行為之迴歸分析 …………………………………. 48
表4-18 假設驗證結果一覽表 ………………………………………………………. 48

圖目錄
圖 1-1 研究流程圖 ...................................................................................................... 6
圖 3-2 研究架構 ……………………………………………….................................. 21

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