職能、自我效能與績效關聯性研究~以台灣S人壽及中國大陸T人壽業務單位為例

Job Competence, Self-efficacy and Performance： An Empirical Study of Taiwan-based S Insurance Company and China-based T Insurance Company

賴盈宗(Ying-Tsung Lai)

指導教授 ： 林欣美

國立暨南國際大學/管理學院/國際企業學系/碩士(2007年)

https://doi.org/10.6837/NCNU.2007.00100

摘要

「績效」是壽險業務單位及業務代表存在的重要因素，所以，各保險公司無不卯足全力希望提昇業務單位的「績效」，因為「績效」是壽險業務單位及業務代表存在的重要因素。但有關壽險業務單位「績效」方面的學術研究，議題大多集中在訓練對績效的影響、能力對績效的影響、職能對績效的影響、人格特質對績效的影響、人際關係對績效的影響等等，尤其是職能到績效方面的研究，缺乏以自我效能理論（self-efficacy）為研究的議題。而自我效能與壽險業務單位的經營與對績效影響又非常大，實在有必要好好予以研究。所以我們嘗試以自我效能為中介變數，整理職能理論、網路鑲嵌理論、及績效理論，並以台灣S人壽與中國大陸T人壽為研究對象，透過有系統的分析，以提供學術與實務界的參考。
比較台灣S人壽與中國大陸T人壽的研究結果，發現兩者得到的結論是相似的，就是台灣與中國大陸的業務代表，其專業知識與銷售技巧如果較好會提升業務代表的自我效能，自我效能的提升與績效的提升有密切的關連。而其組織內部與組織外部的關係職能越好，越能提昇業務代表的自我效能，其自我效能越高則績效越好。但觀察台灣與大陸的研究成果亦發現，專業職能與關係職能對自我效能的影響程度是有差別的，這部份兩地的結果很接近。

關鍵字

專業職能 ； 關係職能 ； 自我效能 ； 績效

並列摘要

“Performance” is an important factor that the service bit of the life insurance and business representative exist, so, every insurance company does do it best to promote “Performance”, because “Performance” is an important factor that the service bit of the life insurance and business representative exist. But the academic research about “Performance” of service bit of the life insurance, the topics mostly concentrate on training the impact on performance, impact on the influence of the performance, performance correctly of function of ability, the impact on performance of the personality speciality, impact on performance of the interpersonal relationships,etc., especially the function reaches the research of the performance, lack it with self-efficacy theory. For the topic of studying. And the self- efficiency and management and influencing the performance very big of the life insurance service bit, really it is necessary to study hard. So we try to regard self-efficacy theory as intermediary's parameter, put function theory, network in order and inlay the theory, and performance theory, regard Taiwan-based S Insurance Company and China-based T Insurance Company as the research object, through having systematic analysis, in order to offer the reference of academy and practice circle.
Compare Taiwan-based S Insurance Company and result of study of China-based T Insurance Company, find the conclusion that the two get is similar, Taiwan and business representative of Mainland China, professional knowledge its sell skill if better to will improve self- efficiency of business representative, there is close connection with the improvement of the performance in the improvement of self- efficiency. And its organization inside organize external relation function kind, can promote self- efficiency of business representative, self- efficiency its high performance kind. But observe the Taiwanese and Mainland China research results but found, the influence degree to self- efficiency of professional competence and relation competence is differentiated, this part of results of two places are very close.

並列關鍵字

Professional competence ； Interpersonal competence ； Self- efficiency ； Performance

參考文獻

參考文獻

一、中文部份

楊中芳主編（2001） 中國人的人際關係、情感與信任，台北：遠流出版社

陳文堂（2004）業務人員職能評鑑360度回饋對受評者態度之影響—以某外商藥廠為例，國立中央大學人力資源管理研究所碩士論文

曾苡蓁（2002）知識管理、審計專業人員核心能力與工作績效之關連性研究-以我國五大會計師事務所為例，淡江大學會計學系碩士班碩士論文