壽險業務人員之成就動機、組織承諾、離職傾向與主管之領導型態關係之研究

A Study on the Relationships among the Need for Achievement, Organizational Commitment and Turnover Intention of Life Insurance Agents and the Supervisors' Leadership Styles

王俊閔(Jiun-Min Wang)

指導教授 ： 王居卿

共同指導教授 ： 羅惠瓊(Huei-Chiung Ruo)

淡江大學/管理學院/企業管理學系碩士班/碩士(2010年)

https://doi.org/10.6846/TKU.2010.01046

摘要

壽險業務員的高流動率一直是壽險公司面臨的重大議題，大部分的保險公司都是以招募新血的方式來創造公司利潤，但透過這種方式來獲取業績潛藏著許多風險和危機，而如何招募到適任的壽險業務員更成為保險公司的競爭優勢之一。因此本研究即在探討成就動機和領導型態是否會影響員工的離職傾向。另外，本研究又以組織承諾為中介變數去探討成就動機和離職傾向的關係是否受組織承諾所影響。
本研究由文獻探討的理論基礎建立研究架構與相關假設，並且選用適當量表為研究工具，其研究母體為2008年評比前五名的保險公司的壽險業務員，針對有效回收樣本477份資料進行實證分析，結果有下列重要發現:
1.自我取向成就動機越高者，其離職傾向會越低。
2.主管領導型態為交易型領導者，其離職傾向會越低。
3.自我取向成就動機對情感性承諾及持續性承諾有顯著正向影響，社會取向成就動機則對規範性承諾有顯著正向影響。
4.交易型領導與轉換型領導對情感性承諾均有顯著正向的影響。
5.組織承諾與離職傾向有顯著負向影響，其中情感性承諾為負向影響，而規範性承諾則為正向影響。
6.組織承諾在成就動機與離職傾向間具有負向的中介效果。

關鍵字

成就動機 ； 組織承諾 ； 離職傾向 ； 領導型態

並列摘要

Higher life insurance agent turnover rate is one of the major issues facing life insurance companies, so most insurance companies like to recruit new members to create profits; however, through this way to increase revenue will be with a lot of risks and potential crises. How to recruit the competent life insurance agents will be the important strategy to obtain the competitive advantage. Therefore, this study was to investigate how the agents' need for achievement and the supervisors' leadership styles will affect staff turnover. In addition, this study also uses organizational commitment as mediator variable to investigate the need for achievement and turnover intention are influenced by organizational commitment.
This study establish research framework and hypotheses by theoretical basis of the literature, and select appropriate scale to be research tools, and study population for the 2008 rating of the top five life insurance agents. Based on the 477 valid samples were empiricalling analyzed, we have following major findings:
1.The higher the self-oriented of need for achievement , the lower the turnover intention.
2.The higher the transational leadership, the lower the turnover intention.
3.Self-oriented of need for achievement have a significant positive effect on the affective commitment and continuance commitment, social orientation of need for achievement have a significant positive effect on the standardized commitment.
4.Transactional leadership and transformational leadership have a significant positive effect on affective commitment.
5.Organizational commitment and turnover intention have a significant negative effect, among affective commitment have negative effect, but normative commitment have a significant positive effect.
6.Organizational commitment have has a negative mediator effect t between need for achievement and turnover intention.

並列關鍵字

Need for Achievement ； Organizational Commitment ； Turnover Intention ； Leadership Styles

參考文獻

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