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研究生:江毓容
研究生(外文):Yu-Rong Jiang
論文名稱:組織社會化與工作鑲嵌對壽險業務員工作結果之影響
論文名稱(外文):Research Organizational socialization and Job embeddedness Effect The Life-Agent Work-Outcom.
指導教授:鄭家宜鄭家宜引用關係
指導教授(外文):Jia-Yi Cheng
學位類別:碩士
校院名稱:銘傳大學
系所名稱:風險管理與保險學系碩士在職專班
學門:商業及管理學門
學類:風險管理學類
論文種類:學術論文
論文出版年:2008
畢業學年度:96
語文別:中文
論文頁數:103
中文關鍵詞:組織社會化工作鑲嵌工作滿足業務績效
外文關鍵詞:job satisfactionjob embeddednessorganizational socializationbusiness performance
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壽險業務員在這個保險銷售多元化的時代裡,扮演銷售的主要角色。當壽險業務員面對壽險業獨特的商品專業知識及行銷技巧及不同於一般工作的組織型態時,在工作上或工作以外所產生的問題,往往影響了壽險業務員的工作結果。國內壽險公司在業務員管理的重點上
,ㄧ直都相當積極尋找提高其工作結果的方法及原因,企圖加強組織與業務員間的關係,使業務員對於工作有更明確的目標及組織向心力
,目的是希望透過對於工作滿足、認同及收入的穩定來增加業務人員的根植性,並期待更大的業務收益。但過去文獻中卻鮮少探討組織社會化與工作鑲嵌對壽險業務員工作結果的影響。基於上述研究目的,本研究主要針對五家保險公司及二家保險經代公司所轄業務人員發放問卷,總計發放780份問卷,回收有效問卷445份,問卷回收率約達60%,透過資料分析與實證推論發現,當壽險業務員組織社會化程度愈好與工作鑲嵌關係即越密切,而組織社會化程度愈佳,對其工作結果的影響愈大,其工作鑲嵌關係愈密切,對其工作結果的影響愈正向,探討擔任業務工作時間的長短對研究結果的影響,在組織社會化與工作鑲嵌對業務績效產生不同的影響。本研究認為重視壽險業務員組織社會化過程及加強工作鑲嵌關係,將有助於提升壽險業務員的工作結果。
Life underwriter plays the main role of marketing in this diversified insurance marketing era. When life underwriter faces the professional knowledge and marketing skills of life insurance industry’s unique products and the organizational form that is different from normal work, the problems that are produced when they are working or after working will always influence the life underwriter’s work outcome. With regard to the focal point of the management for salesmen in domestic life insurance companies, these companies always look for the methods and reasons to promote the salesmen’s work outcome actively attempting to strengthen the relationship between organization and salesmen, so that the salesmen can have more explicit goal and organization centripetal force. The purpose is that the companies hope to increase the salesmen’s embeddedness through job satisfaction, identification, and stable income, so as to receive higher business profit. However, the previous documents rarely discussed the influence of organizational socialization and job embeddedness towards the life underwriter’s work outcome. Because of the above-mentioned study purpose, this study mainly focuses on the salesmen from five insurance companies and two insurance agencies and questionnaires are distributed to them, 780 copies of questionnaires are distributed and 445 copies of effective questionnaires have been retrieved, and the questionnaire retrieval rate is 60%. Through data analysis and evidence-based inference, this study finds out the better the life underwriter’s organizational socialization, the life underwriter’s relationship with job embeddedness would be closer; while the better the organizational socialization, the higher influence for the life underwriter’s work outcome; the closer the relationship with job embeddedness, the more positive influence for his work outcome. And then, the influence of the salesmen’s length of serving time towards study result has been discussed, and it produces different influences towards the business performance with regard to organizational socialization and job embeddedness. This study believes that placing importance on the process of life underwriter’s organizational socialization and strengthening the relationship of job embeddedness are contributive to promote the work outcome of life underwriter.
摘要………………………………………………………………i
目 錄……………………………………………………………iii
表目錄……………………………………………………………v
圖目錄……………………………………………………………ix
第一章 緒論
第一節 研究背景…………………………………………………1
第二節 研究動機…………………………………………………4
第三節 研究目的…………………………………………………6
第四節 研究範圍與流程…………………………………………7
第二章 文獻探討
第ㄧ節 組織社會化………………………………………………9
第二節 工作鑲嵌…………………………………………………15
第三節 業務績效…………………………………………………21
第四節 工作滿足…………………………………………………25
第三章 研究方法
第一節 研究架構…………………………………………………30
第二節 研究假設…………………………………………………31
第三節 操作型定義與衡量方法…………………………………31
第四節 研究對象、抽樣方法及資料收集………………………39
第五節 資料分析方法……………………………………………41
第四章 資料整理與分析
第一節 描述性統計分析…………………………………………43
第二節 信度分析…………………………………………………45
第三節 相關分析…………………………………………………46
第四節 迴歸分析…………………………………………………52
第五章 結論與建議
第一節 研究結論…………………………………………………77
第二節 實務建議…………………………………………………80
第三節 研究限制與後續研究建議………………………………82
第六章 參考文獻…………………………………………………83
附錄 問卷樣本……………………………………………………90
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