以層級分析法探討保經公司業務人員留任關鍵因素之研究

近年來國內壽險市場有著很多的改變，法令有越來越多規定、預定利率下跌、疫情種種因素，保險經紀公司、單一壽險公司、保險經紀公司的業務人員都有不同於以往的挑戰與適應。從業人員要進入市場更加困難的情形下，人員的留任顯得非常重要，各家保經公司也絞盡腦汁，使用各種方法，希望能留才育才，因此，本研究以保險經紀公司的業務人員為主要研究對象，探討影響保經公司業務人員留任的關鍵因素，利用層級分析法探討不同因素的影響權重，再根據研究結果做出結論及建議，期望能透過此研究找出提高「定著率」策略。研究結果顯示在四大構面中，全體和各群都一致認為「業務制度」構面是影響業務員留任的第一考量因素，在十三項準則中，「合約安全」、「獎酬制度」、「領導者風格」、「專業性」等四項準則排名在前三名。一份安全的合約能使人心安定，心無顧慮全心發展，要有優良的獎酬制度，就關係到人員能否創造高績效，要能創造高績效，就關係到企業是否能夠提供專業的教育訓練，讓從業人員擁有專業的技能，領導者也能有所學習，方能使組織產生更高的績效，也是提高人員定著率的關鍵因素。關鍵字：層級分析法、留任、保經公司、業務人員

關鍵字

層級分析法；留任；保經公司；業務人員

並列摘要

There have been many changes in the domestic life insurance market in recent years. There are more and more regulations in laws, the decline in predetermined interest rates, and various factors such as the epidemic. As a result, some challenges and adaptations are different from the past. Under the circumstance that it is more difficult for practitioners to enter the market, the retention of personnel is very important. Various insurance companies have also racked their brains and used various methods to hope to retain talents and cultivate talents. Therefore, this study uses the analytic hierarchy process (AHP) to explore the critical factors of the retention of business personnel in insurance brokerage companies. The research results show that in the four dimensions, all the respondents agree that the "business system" dimension is the most critical factor affecting the retention of salespeople. Among the thirteen criteria, four criteria, including "contract security," "reward system," "leader style," and "professionalism" ranked in the top three. A secure contract can make people feel at ease and develop wholeheartedly without any worries. An excellent reward system is related to whether the personnel can create high performance and whether the company can provide professional services. Education and training allow practitioners to have professional skills, and leaders can learn something so that the organization can produce higher performance. It is also a critical factor in improving the retention rate of personnel. Key words: Analytic Hierarchy Process, Retention, Guarantee Company, Business Personnel