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研究生:鍾增欣
研究生(外文):ZHONG ZENG SHIN
論文名稱:業務人員人格特質、工作壓力、道德判斷與工作績效關係之研究-以南部A壽險公司為例
論文名稱(外文):The Study of the Relationship among Salespeople’ s Personality Trait, Job Stress,Moral Judgment and Job Performance:A Case of the LifeInsurance Company A in southern Taiwan.
指導教授:李文智李文智引用關係
指導教授(外文):LI WEN ZHI
學位類別:碩士
校院名稱:國立高雄應用科技大學
系所名稱:商務經營研究所
學門:商業及管理學門
學類:一般商業學類
論文種類:學術論文
論文出版年:2008
畢業學年度:97
語文別:中文
論文頁數:90
中文關鍵詞:人格特質工作壓力道德判斷工作績效
外文關鍵詞:Personality TraitJob Stress、Moral JudgmentJob Performance
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本研究探討如此高度工作壓力及在第一線與大量的陌生客戶密切接觸的環境下,壽險業業務人員人格特質、工作壓力、道德判斷與工作績效相關性為何,因此以人格特質、工作壓力觀點,整合出對業務人員工作績效的影響因素,我們除了想探討人格特質、工作壓力如何單獨地影響業務人員道德判斷外,也想知道於業務人員的工作績效是否有何影響,由此協助壽險業務人員有適當的依循。可以進一步提供實務界許多思考方向。
本研究之研究對象為南部A公司之壽險業務人員為研究對象,而樣本獲取方式乃決定採取親自拜訪A壽險公司之高雄地區營業單位方式,將問卷發放給業務員填寫,並予以回收。請受測壽險業務員依據目前在壽險產業的經驗填答,本研究共發出250份問卷,回收250份,有效問卷為236份,問卷有效回收率為94.4%。
本研究先利用因素分析、典型相關分析與複迴歸來作分析,最後的研究結果發現:
一、業務員人格特質與其工作壓力有影響
二、業務員人格特質與其工作效率有影響
三、業務員工作壓力越大,其工作效率有越低
四、業務員人格特質與其道德判斷有影響
五、業務員工作壓力越大,其道德判斷情形越小
六、業務員道德判斷情形越大,其工作績效越高


關鍵詞:人格特質、工作壓力、道德判斷、工作績效。
The main idea behind this study is to find out the relationship among Salespeople’ s Personality Trait, Job Stress, Moral Judgment and Job Performance while salespeople are under a lot of job stress and in closely touch with large number of customers.

Therefore, we use the perspectives of personality trait and job stress to integrate the influence factors for salespeople’s job performance. We not only want to explore how Personality Trait and Job stress have effects on salespeople’s Moral judgment respectively, but also want to know whether salespeople’s Job performance would be affected. Accordingly, this study can serve as a way of providing the field in Taiwan with various thoughts.

The objects of this study which we use are the salespeople in “Life Insurance Company A” in southern Taiwan. The samples were gotten by visiting the branch in Kaohsiung and give them questionnaires, and all salespeople are asked to complete the questionnaires by their work experiences at present. We give the company 250 questionnaires, recycling are 250 questionnaires, effectives are 236 questionnaires, the questionnaire efficient rate is up to 94.4%.

We embark on this study by using Factor Analysis, Canonical Correlation Analysis, and Multiple regression analysis, and the results are found as follows:

1. Job stress has an effect on salespeople.
2. Job efficiency has an effect on salespeople’s personality trait.
3. The more the stress, the lower the efficiency
4. Moral Judgment has an effect on salespeople’s personality.
5. The more the stress, the lower the moral judgment.
6. The more the moral judgment, the higher the job performance.


Key Wards: Personality Trait、Job Stress、Moral Judgment、 Job Performance
中文摘要 -------------------------------------------------------------------------- I
英文摘要 -------------------------------------------------------------------------- II

謝 辭 -------------------------------------------------------------------------- III

目 錄 -------------------------------------------------------------------------- IV

表目錄 -------------------------------------------------------------------------- VI

圖目錄 -------------------------------------------------------------------------- VIII

第一章 緒論--------------------------------------------------------------------- 1
第一節 研究背景與動機------------------------------------------------ 1
第二節 研究目的--------------------------------------------------------- 3
第三節 研究流程--------------------------------------------------------- 4
第二章 文獻探討--------------------------------------------------------------- 5
第一節 人格特質--------------------------------------------------------- 5
第二節 工作壓力--------------------------------------------------------- 12
第三節 道德判斷--------------------------------------------------------- 17
第四節 工作績效--------------------------------------------------------- 21
第三章 研究設計與方法------------------------------------------------------ 26
第一節 研究架構--------------------------------------------------------- 26
第二節 研究假設--------------------------------------------------------- 27
第三節 研究變數的操作型定義--------------------------------------- 28
第四節 研究設計--------------------------------------------------------- 29
第五節 問卷設計--------------------------------------------------------- 30
第六節 分析方法及架構------------------------------------------------ 35
第七節 信度與效度分析------------------------------------------------ 36
第四章 資料分析與研究結果------------------------------------------------ 37
第一節 信度檢定與有效樣本分析------------------------------------ 37
第二節 因素分析--------------------------------------------------------- 42
第三節 人格特質與工作壓力之分析--------------------------------- 49
第四節 人格特質與工作績效之分析--------------------------------- 52
第五節 工作壓力與工作績效之分析--------------------------------- 55
第六節 人格特質與道德判斷之分析--------------------------------- 58
第七節 工作壓力與道德判斷之分析--------------------------------- 60
第八節 道德判斷與工作績效之分析--------------------------------- 62
第五章 結論與建議------------------------------------------------------------ 63
第一節 實證結果結論-------------------------------------------------- 63
第二節 研究結論-------------------------------------------------------- 65
第三節 實務建議--------------------------------------------------------- 67
第四節 研究限制--------------------------------------------------------- 68
參考文獻 -------------------------------------------------------------------------- 69
附錄一 -------------------------------------------------------------------------- 74
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2. 高科技產業與傳統產業從業人員工作壓力與工作滿足之比較研究
3. 組織成員工作壓迫感之個案實證研究
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