- 學位論文
保險業業務員人格特質與工作績效之研究—以管理者領導風格為干擾變數
The Study of Insurance Salespeople’s Personalities and Job Results —the Manager’s Leading Style Serves as It’s Variable.
摘要
進年來台灣保險市場隨著經濟的發展及社會觀念的進步，與國民所得增加、政府對保險政令宣導、業務員積極推廣保險及消費者風險意識提高，市場能量也隨之不斷成長，因此保險業務也不斷蓬勃發展。而保險業務員的收入大都以工作績效來衡量，所以工作績效是組織中最被重視的一環，那何種因素影響保險業務員的工作績效，是本文想要探討的重點。而過去大都數研究者都以五大人格特質及轉換型領導風格與工作績效做研究，而本文除以五大人格特質做為探討外，另以魅力團隊型來分析，為本文與一般研究者所不同。 本文根據C公司業務員做問卷資料，回收有效問卷為200份，再以階層迴歸分析，得到研究結果︰險業務人員的人格特質具有外向開放與盡心性越高者，工作績效也會越高。另外當管理者領導的風格越趨近魅力團隊型的領導時，工作績效會越高。而外向開放性與魅力團隊型領導的交互作用項之迴歸係數具有正向顯著影響。
並列摘要
Recently by the economy development and the improvement of social conception, GNP increasing, governments’ advocacy to related insurance decrees, insurance salespeople’s active promotion of insurance and consumers’ conscious of risk popularizing, Taiwan’s insurance market has been growing consistently, and the insurance industry has been prospering as well. However the insurance salespeople’s salaried is evaluated by their work effects, so work effects is what be highly valued in the system. And what factors influence the work effects is the point we are going to discuss in this article. In the past, most of the researchers study on the relationships between Big-Five personality traits and transformational leadership, but in this article, besides Big-Five personality traits, it analyze “Charisma Leadership ”as another factor, which is different from other researches. This article is grounded on the survey of company C which is based upon the salespeople, and the 200 copies of retrieved valid questionnaires are analyzed by Hierarchical Regression Analysis and come to the result: salesperson who owns the personality traits of higher Openness and Conscientiousness will have the higher work effects. On the other hand, when the leader’s leading style becomes more close to Charismatic Leadership, the work effects become higher as well. And traits between Extraversion and Charisma have a significant positive correlation.