影響壽險業營業據點業績表現因素分析

The influence factors of performance for the business units in life insurance company

洪玉滿(Yu-Man Hung)

指導教授 ： 汪琪玲

淡江大學/商管學院/保險學系保險經營碩士在職專班/碩士(2013年)

https://doi.org/10.6846/TKU.2013.00570

摘要

金控公司的設立，讓保單的銷售從傳統業務人員通路導向銷售通路多元化，面對銀行保經及保代的大軍突起，對於擁有業務員人數眾多的傳統通路保險公司，要從什麼方向著力以與這些通路抗衡，讓保險公司、業務員以及保戶可以達到三贏的目標。過去的研究大多從業務員為出發點去探討與業務績效的關係。本研究是以營業據點的業績表現為被解釋變數，分析營業單位的業務員年齡層、各類保險招攬資格的持證率、單位所轄區域人口總數及區域月平均收入、單位主管的性別、年齡及教育程度對營業據點績效表現的影響。利用SAS進行迴歸分析，研究結果發現：營業據點所轄之區域的平均收入越高，對於保險業績的表現呈現負相關；業務員持有投資型保單招攬執照對營業據點新契約業績表現有正相關；營業據點主管的教育程也會對營業據點業績表現呈現正相關。

關鍵字

金控公司 ； 銀行保經 ； 銀行保代 ； 業績

並列摘要

The establishment of financial holding companies, insurance policy sales channels have diversified from the traditional salesman path-oriented sales. The rise of the bank insurance brokers and insurance agents, the traditional pathway insurance company has many salesman how with these pathways confrontation, let the insurance company ,clerk, and policyholders can achieve the goal of tripartite. Most studies in the past start at the point from the salesman to explore the relationship between business performance. This study is based on the performance of the business units to be interpreted variables, analysis of the business units salesman ages, various types of insurance to recruit qualified holder rate, units under the jurisdiction of the total regional population and regional average monthly income, the unit in charge of gender, age and the impact of educational attainment on the performance of the business units.OLS (Ordinary Least Square) regression analysis, the study found that: the average income of under the jurisdiction of the regional branches and the higher the performance of the insurance results, gives a negative correlation; Salesman holds investment-oriented policies to recruit license positively related to the performance of the new contract, business locations; The branches and director of education will be the performance of the business units are positively correlated.

並列關鍵字

financial holding company ； bank insurance brokerage ； bank insurance agency ； performance

參考文獻

朱明星（2010）管理者的血型、人格特質與工作績效之關聯性研究，國立台北大學企業管理學系碩士論文。

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一、中文文獻