本研究主要在瞭解與探討保險業務人員的職能與工作績效間的關係。本研究將透過文獻探討與專家訪談來發展問卷用此來建構職能之理論基礎和架構,經過專家審查後編製為研究問卷。 核心職能與績效間之關係,並建構保險業務人員核心職能量表。由於業務人員的直接銷售,是保險公司主要的業績來源,但保險業同時面臨人員培訓不易及定著率偏低的問題,若能以適當的方法提昇人才甄選的有效性,對公司的整體績效將會有正面的影響。 因此本研究以職能理論為基礎,透過對保險業務人員工作內涵及職能理論的文獻探討,結合過去業務人員職能理論的相關研究,整理出保險業務人員的六大核心職能:衝擊與影響力、成就動機、主動積極、人際暸解、自信心、客戶服務傾向等職能。文獻探討時並對近代職能理論的源起、職能內涵、及職能研究的限制,提出一些相關發現,供後續研究者參考。 本研究建構之保險業務人員職能量表,未來可以作為保險業務人員甄選之參考,以及人力資源發展培訓之用。研究最後並提出實務應用上的建議,以及未來研究及改進方向。希望對於保險業人力素質提升及經營績效之改進有正面之幫助。
This research mainly to find out and probe into the relationship between function and the work achievements of the insurance broker. This research will expand the questionnaires from literature discussion and interview with expert to construct the base of theory and carcass then compile to a research questionnaire after examine from the expert.The core competence and the achievements the relations, and construct the insurance business personnel core functions meter. As a result of servicers' direct marketing, is the Insurance company main achievement origin, but the insurance business simultaneously face training of manpower not Yi Jiding rate the somewhat low question, if can promote the validity which by the suitable method the talented person selects, will have the positive influence to company's overall achievements.Therefore this research take the function theory as a foundation, by worked the connotation to the insurance business personnel and the function theory literature discussion, the union in the past the servicers function theory related research, reorganized the insurance business personnel's six big core functions: Impact and influence, incentives to achievement, initiative positive, interpersonal understanding functions and so on solution, self-confidence, customer service tendency.When literature discussion and has, the function connotation to the modern function theory's source, and the function research limit, proposed that some related discoveries, refer for the following researcher.This research construction insurance business personnel function meter, in the future may take the insurance business personnel to select the reference, as well as human resources development training.The research finally and puts forward in the practice application proposal, as well as futurology and improvement direction. The hope has help of the frontage improvement of regarding the insurance business manpower quality promotion and the management achievements.