壽險業務人員之人格特質與工作績效關係之研究

The Relationship between Personality Traits and Performance of Life Insurance Agents

陳姿芬(Tzu-fen Chen)

指導教授 ： 陳美菁

朝陽科技大學/管理學院/保險金融管理系/碩士(2011年)

摘要

本文想探討的是具有何種人格特質的業務人員能在人壽保險業表現良好，而業務人員的人格特質是否會對於其工作績效產生影響，藉由人格特質與工作績效的相關性，能提供給壽險業者在甄選業務人員時，一個具體有效的參考指標，能招募到更為適任的業務人員。本研究以五大人格特質(Big Five) 為架構，探討人格特質與工作績效的相關性，以台中地區三家人壽保險公司之業務人員為研究對象，共發出200份問卷，回收170份，剔除無效問卷3份，有效問卷共計167份，再以SPSS統計軟體進行分析，根據本研究實證分析結果提出以下結論：
一、交叉分析結果顯示：年齡、子女數、每日壽險行銷時間、保險年資等變數對工作績效有顯著影響。
二、差異分析結果顯示：不同學歷的業務人員在人格特質面有差異存在，在情緒穏定性構面方面國中比大學顯著；而業務人員每日從事壽險行銷時間的長短，在人格特質親和性及情緒穏定性構面有顯著差異。
三、t 檢定結果顯示不同工作績效之業務人員，在五項人格特質中，外向性、情緒穩定性、開放性有顯著差異。

關鍵字

工作績效 ； 人格特質 ； 人壽保險

並列摘要

This research would like to explore is what kind of personality traits with the business people in the life insurance industry performed well, and whether the business people''s personality traits will affect their job performance, personality traits and job performance by relevance, can provide life insurance industry in the selection of operational staff, a concrete and effective reference, can be more appropriate to recruit any of the operations staff. In this study, five personality traits (Big Five) as the framework to explore the personality traits and job performance related to three life insurance companies Taichung area business people for the study, issued a total of 200 questionnaires, 170 were recovered, remove invalid questionnaires three, a total of 167 valid questionnaires were then analyzed by SPSS statistical software, based on empirical results of this study made the following conclusions:
A cross-analysis showed: age, number of children, daily life time to market, insurance, seniority and other variables have a significant impact on job performance.
Second, the variance analysis showed that: a different degree of business people in there are different personality traits surface in the mood Wen qualitative dimensions in countries marked than the university; and business people the daily length of time in the life insurance marketing, affinity in the personality traits and qualitative dimensions of emotional Wen significant differences.
Three, t-test results showed that: in the five personality traits, extraversion, emotional stability, openness to operational staff, with significant differences in job performance.

並列關鍵字

Performance ； Personality ； Life Insurance

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