南山人壽績優業務單位經營策略之研究

面對國內高度競爭的保險市場，壽險公司為了要創造良好的經營績效，實務上皆以提昇其業務單位的業績效率來達成，但組織願景的擘劃、領導風格的塑造、教育訓練的施行及招募效率提昇的具體措施為何？則成為業務單位的專業經理人將面對的壓力與挑戰。因此，本研究選擇以深度訪談的方式來探討南山人壽中部A、B績優業務單位的經營策略，希望藉由經營績效表現優異的業務單位中，透過歸納分析得到成功經營模式，能讓好的經營績效及表現可以順利複製，亦期望各級專業經理人了解如何讓經營成本能減到最少，使經營效益、效能可以發揮到最大，而這可說是壽險公司及其專業經理人必須面對的主要問題。本研究對二位績優業務單位之高階經理人進行深度訪談，透過訪談記錄及個案研究的方式彙整經營策略。其結果發現業務單位在競賽開賽之前，專業經理人積極而正面的賽前準備作為是非常重要的，將工作的階段性任務化為組織願景，設定績效明確目標，並適時的訂定激勵措施，透過各種積極的作為協助業務夥伴達成目標，對於業務績效的提升有正面的幫助。此外，單位額外的激勵獎勵措施、積極的活動辦理、透過晨會進行相關教育訓練、運用委員會組織進行有效分工以及招募員工素質的選擇亦是單位能夠創造高績效的重要因素。

關鍵字

經營策略；組織願景；領導風格；教育訓練；招募

並列摘要

In order to create excellent management efficiency to face the competitive insurance market in Taiwan,, insurance companies enhance such efficiency by way of achieving their sales quota. However, it still remains concerns of what exact and practical strategies are in regard to the development of organizing vision, establishment of leadership style, implementation of education and training, and improvement of recruiting efficiency. These issues challenge professional managers of sales department. Therefore, in my study I conducted in-depth interview method to discuss the management strategies of excellent agencies in Nan-Shan Insurance Co., Ltd. in central Taiwan. Through interrelated data synthesizing and analyzing, successful management modes for management efficiency were found in these excellent agencies. Management strategies were sorted out from interview records and other case studies literature. The results showed that the image that professional managers devote themselves to prepare the pre-contest (sales quota contest) is very important. Different business titles of managers can also learn how to minimize management costs and raise management efficiency to its upmost value. Other methods to improve sales quota also include emerging task phases into organizing vision, setting up clear goals and awarding mechanism, and assisting sales representatives achieve goals with all-range of optimistic behaviors. In addition, important factors that may influence and improve high sales quota efficiency also include: unconventional reward policy, activity processing, education and training in morning briefings, cooperation of committee members, and quality of the staff to be recruited.

並列關鍵字

Management Strategy ； Organizing Vision ； Leadership Style ； Education and Training ； Recruitment

參考文獻

房冠寶。（2000）。「人格特質與工作績效的關聯性研究，以證券業後勤

謝孟均(2008) 主管與部屬對領導風格認知差異之研究－以我國壽險業為例

楊慧華。（2002）。「企業文化.企業願景.經營策略與經營績效之關係研究

William F. Glueck, （ 1976 ） .Business Policy＂ Strategy Formation and

Ansoff Igor H. (1984). Implanting Strategic Management. UK: Prentice Hall

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南山人壽績優業務單位經營策略之研究

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