壽險公司教育訓練對員工績效的影響

The impacts of the training program on salespeople''s performance of life insurance industry

賴玉莉(Yu-Li Lai)

指導教授 ： 許可達 ； 王安平

朝陽科技大學/管理學院/保險金融管理系/碩士(2012年)

摘要

中文摘要
2001年金控法通過後，銀行、保險的跨業合作，各種「理財型」保險商品的推出，讓壽險業務人員面臨了更專業更複雜更多樣的保險金融商品與金融證照的需求與挑戰；也使得早期土法煉鋼的教育訓練方式、老業務帶領新菜鳥的一對一教學模式，已無法適應整個大環境的變革，迫使壽險公司必須祭出更深度的教育訓練。
本研究針對壽險公司的教育訓練對員工績效的影響，以壽險業務人員的角度切入，探討業務人員個人背景的不同對教育訓練、工作績效之差異與壽險公司教育訓練對工作績效、每年新契約首年度保費收入(FYP)、每年新契約首年度佣金收入(FYC)與壽險主契約保單成交數量之間的關係；透過獨立樣本T檢定、單因子變異數分析與Scheff`e事後比較法、迴歸分析等統計分析方法；其研究結果顯示:個人背景的不同在性別與職階上對教育訓練有顯著影響，但在婚姻狀況、教育程度與任職年資上則無顯著影響；教育訓練對於工作績效、每年新契約首年度保費收入(FYP)、每年新契約首年度佣金收入(FYC)皆呈現有顯著的影響，惟有對壽險主契約保單成交數量沒有顯著性。

關鍵詞: 教育訓練、工作績效、保單成交數量。

關鍵字

教育訓練 ； 工作績效 ； 保單成交數量

並列摘要

Abstract
After the passage of the Financial Holding Company Act of 2001, the banking, insurance, cross-industry cooperation, a variety of financial-type insurance products launched in the life insurance business face more professional and more complex and more diverse needs and challenges of the insurance financial products and financial certification; Educational training methods also makes early Hyperactivity, old business to lead the new rookie one-on-one teaching model, has been unable to adapt to the change of the entire environment, forcing the insurance companies must reposition itself in more depth educational training.

In this study, educational training for life insurance companies on employee performance, cut into the life insurance business point of view, to investigate the personal background of business people with different educational training, differences in job performance and life insurance company educational training on job performance, the annual new contract annual premium income (FYP), the first year of the new contract each year the relationship between the number of commission income (FYC) and life insurance contract policy transactions; through independent samples T-test, one-way ANOVA analysis and Scheff`e post hoc comparison, regression analysis statistical analysis; its findings show: personal background, gender and rank order of educational training have a significant impact, but on the marital status, education level and years served owned no significant impact; educational training for job performance, each year a new contract first year premium income (FYP), the new contract the first year commission income (FYC) were highly significant impact, but no significant life insurance master contract policy number of transactions each year.

Keywords: educational training, job performance, turnover of the policy number.

並列關鍵字

educational training ； job performance ； turnover of the policy number

參考文獻

9. 楊濱燦，銷售人員訓練與績效關係之研究—以壽險服務業為例，亞太管

2. Bacal, R. (1999). Performance Management. New York: McGraw-Hill.

Determinants of Salesperson Performance: A Meta-Analysis, Journal

of Marketing Research, 22(May), pp.103-118, 1985.

“Performance appraisal on the line”, Greensboro, NC: Center for