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研究生:林瑞揚
研究生(外文):Jui-Yang Lin
論文名稱:產險業務員目標導向對工作績效影響之研究-業務薪酬制度差異的效果
論文名稱(外文):GOAL-ORIENTED PROPERTY AND CASUALTY INSURANCE SALESMAN ON THE IMPACT OF JOB PERFORMANCE - THE EFFECT OF DIFFERENCES IN THE SYSTEMS BUSINESS PAY
指導教授:鄭家宜鄭家宜引用關係
指導教授(外文):Chia-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:2012
畢業學年度:100
語文別:中文
論文頁數:72
中文關鍵詞:薪酬制度工作績效目標導向
外文關鍵詞:Pay systemJob performanceGoal-oriented
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為因應金融自由化與國際化趨勢,我國自1987年起,開放外商保險公司來台,至1992年更全面開放外資產險公司進入,使產險業逐漸趨近於完全競爭市場,截至2011年7月止目前國內產險公司共23家,本國產險保險公司17家,國外產險保險業共6家。據財團法人保險事業發展中心統計數據顯示,產險業98年整體簽單保費收入約1,018億元,較前年的1,077億元衰退5.46%,這已經是產險業保單收入自2006年來連續四年衰退。在整體大環境的巨大改變下,產險公司面臨競爭為求生存則開始進行企業改造,除了因應費率自由化的衝擊外,在節省成本的前提下審慎的發展自己的重點業務,並適時的拓展自己的市佔率,以期在此多變的局勢下,能永續的經營。而產險業務員為提升競爭力,亦須強化自己的專業、銷售技巧,隨時掌握產品及產業訊息,以及勇於接受挑戰及學習的人格特質,才能穩定的發展及拓展業務。在教育領域中,目標導向已被視為是一種人格特質,研究已證實目標導向可以用來預測績效。學習導向程度愈高,代表業務員越能勇於接受挑戰,工作績效也相對比較優秀;表現導向程度愈高的業務員,代表愈能在自己能力範圍內爭取較好的工作績效。故每一業務員個人目標導向的特質,與其工作績效應該息息相關。
In response to the trend of financial liberalization and internationalization, China since 1987, foreign insurance companies to open Taiwan to open in 1992, foreign insurance companies into a more comprehensive, so that property and casualty insurance industry gradually approaches a perfectly competitive market, as of 2011 July, only a total of 23 domestic insurance companies, the domestic insurance 17 insurance companies, foreign property and casualty insurance industry, a total of six. According to the Foundation Insurance Institute statistics show that the overall property and casualty insurance industry written premiums in 1998 revenue of approximately1,018 million, compared with 1,077 one hundred million yuan the previous year''s 5.46% decline, which is income from property and casualty insurance industry for four consecutive years in 2006 to a recession. In the overall environment of great change, the insurance companies face competition for survival has begun to engage in corporate transformation, in addition to the impact of liberalization in response rates, the cost of the premise in the development of their own priorities prudent business and timely expand their market share, with a view to changing this situation, the business can be sustainable. The property and casualty insurance salesman in order to enhance competitiveness, must also strengthen their professional sales skills, keep abreast of product and industry information, as well as the challenge and learning personality traits in order to stabilize and expand their business development. Leading the field of education, goal-oriented has been seen as a personality trait, goal-oriented research has proven to predict performance. Higher degree of learning-oriented, the more sales on behalf of the challenge, job performance is relatively good; performance-oriented higher level of sales, representing more able to fight within its power to better job performance. Therefore, each individual goal-oriented nature of sales, should be closely related to their job performance.
第一章 緒論...............................................................................................1
第一節 研究背景與動機..................................................................... 1
第二節 研究目的................................................................................. 7
第三節 研究步驟................................................................................. 8
第四節 研究範圍與限制..................................................................... 9
第二章 文獻探討.....................................................................................10
第一節 目標導向.................................................................................10
第二節 薪酬制度.................................................................................17
第三節 工作績效.................................................................................23
第四節 目標導向與工作績效之實證結果.........................................26
第三章 研究架構及研究方法..............................................................28
第一節 研究架構................................................................................ 28
第二節 研究假設................................................................................ 29
第三節 變項之操作型定義與衡量.................................................... 30
第四節 研究對象與蒐集資料方法.................................................... 33
第五節 資料分析方法........................................................................ 35
第四章 實證分析..................................................................................37
第一節 整體樣本個人背景變項統計分析........................................ 37
第二節 因素分析................................................................................ 42
第三節 相關分析................................................................................ 44
第四節 階層迴歸分析........................................................................ 46
第五章 結論與建議..............................................................................50
第一節 研究結果與假設檢定............................................................ 50
第二節 管理意涵與實務建議............................................................. 52
第三節 後續研究建議......................................................................... 54
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