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研究生:蕭秀芬
研究生(外文):Hsiao, Hsiu-Fen
論文名稱:壽險傑出業務員之業務績效影響因素分析探討
論文名稱(外文):A study of the factors that affect the performance of the top agents of life insurance
指導教授:林豐騰林豐騰引用關係
指導教授(外文):Lin, Feng-Teng
學位類別:碩士
校院名稱:樹德科技大學
系所名稱:金融與風險管理系碩士班
學門:商業及管理學門
學類:財務金融學類
論文種類:學術論文
論文出版年:2010
畢業學年度:98
語文別:中文
論文頁數:60
中文關鍵詞:關鍵詞:業務員個人特質適應銷售工作壓力MDRT會員業務績效。
外文關鍵詞:Key Word: Salesman PersonalityAdaptive SellingWorking PressureMDRT memberSales Performance
相關次數:
  • 被引用被引用:14
  • 點閱點閱:3241
  • 評分評分:
  • 下載下載:244
  • 收藏至我的研究室書目清單書目收藏:2
摘 要
保險業屬金融服務業,保險商品特性係屬契約性質的無形商品,由於服務業之獨特的無形性、異質性、生產性及消費性同時存在以及無法儲存等特性,使得保險銷售人員面臨更大壓力及銷售能力的考驗,不同的個人特質與背景亦會影響到業務績效。本研究試圖探討出保險業務員本身具有的個人背景與特質及工作壓力與適應性銷售傾向對業務績效具有顯著影響,並了解影響成為傑出壽險業務員(MDRT會員)之重要因素,實證結果顯示:工作量、配偶有無工作、子女人數、教育程度、年齡、年資,對成為高績效業務人員(MDRT會員)與否具有顯著影響。研究結果可以提供壽險公司在徵選人才、教育訓練及提高生產力,降低人事成本方面有所貢獻。


Abstract
Insurance is a profession of financial service industry, and the features of insurance products is intangible, because the characters of services industry are unique intangibility, heterogeneity, production, consumption which exist at the same time also cannot be stored. Those features made insurance salesmen facing greater pressure and testing their sales abilities. Different personalities and backgrounds would also affect the performance. This research attempts to explore the background and personality; working pressure and adaptive selling tend had a significant impact to sales (business) performance, also realize the important factors to be a successful insurance salesman (the member of MDRT), the empirical results show that workload, spouts having job or not, the condition of marriage, education, age, and seniority had significant influences to a insurance salesman who had become a high-performance salesman (MDRT member). The results bring contributions to insurance companies on recruiting, education training, increasing production, and decreasing costs of labors.


---------------------- 26
表4-4 MDRT與配偶有無工作交叉表------------------------ 27
表4-5 MDRT與子女人數交叉表------------------------------ 27
表4-6 MDRT與教育程度交叉表------------------------------ 28
表4-7 MDRT與年齡交叉表------------------------------------ 28
表4-8 MDRT與年資交叉表------------------------------------ 29
表4-9 MDRT與職位交叉表------------------------------------ 30
表4-10 MDRT與工作時數交叉表------------------------------ 30
表4-11 MDRT與日拜訪量交叉表------------------------------ 31
表4-12 卡方檢定結果--------------------------------------------- 32
表4-13 適應性銷售建構效度分析表--------------------------- 34
表4-14 個人特質建構效度分析表------------------------------ 35
表4-15 工作壓力建構效度表------------------------------------ 37
表4-16 適應性銷售信度及因素分析結果--------------------- 41
表4-17 個人特質信度及因素分析結果------------------------ 42
表4-18 工作壓力信度及因素分析結果------------------------ 43
表4-19 羅吉斯(Logistic)回歸分析彙整表--------------------- 46





















圖目錄

圖1-1 研究流程圖---------------------------------------------- 6
圖3-1 研究之觀念性架構------------------------------------- 15




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