壽險業對社會安全及公司經營影響之研究 —以P個案壽險公司為例

The Research on the Impact of the Life Insurance Industry on Social Security and Corporate Management —Take the Prudential Life Insurance Company as an example

封淑媛(Shu-Yuan Feng)

指導教授 ： 郭瑞祥

共同指導教授 ： 郭佳瑋

國立臺灣大學/管理學院/商學組/碩士(2020年)

https://doi.org/10.6342/NTU202000282

摘要

本研究之研究動機為對目前國內的壽險市場急需相關的研究成果給予相關的指引。研究壽險業建立系統化的壽險業務員的訓練系統，以提升壽險業務員綜合素質及單位勝任力，提高績效及留存率，降低企業管理成本，以增強壽險公司的核心競爭力，並執行P個案壽險公司之發展策略。
本研究以研究背景及研究動機為基礎，得出本研究之研究目的如下：
1.本研究過去主要運用以組織策略為導向的壽險業務員訓練需求分析、訓練計畫編制、訓練方案執行及訓練效果評估的系統訓練。2.現在以 P個案壽險公司壽險業務員為研究對象，對壽險業務員訓練系統的現況加以分析。3.在未來期望運用該系統的建構，對壽險業具有相當程度的借鏡和參考價值。4.在未來如何針對P個案壽險公司的實際情況，建立確實可行的訓練系統，達成協助整體產業最大程度地執行訓練功能，從而複製成商業模式。本研究之研究方法運用：1.文獻探討法2.個案分析法3.第一線實地觀察法及 4.分析歸納法。
本研究之研究程序為1.緒論：產業的現狀、研究目的、研究架構及研究方法；2.文獻探討；3.P個案壽險公司訓練系統之成果分析：架構、原因；4.訓練系統之改進健全訓練系統架構可複製的商業模式；5.結論與建議。
本研究之研究發現及結論涵蓋：1.針對P個案壽險公司的訓練系統分析；2.建立適合壽險業的訓練模式；3.為壽險業的訓練工作提升提供借鏡，來提升整個產業的訓練管理效能，從而複製成商業模式；4.從企業、產業和政府三個層面，對壽險公司訓練系統的建立和改善加以研究；5.P個案壽險公司業務員訓練系統改善專案策略對公司經營影響的分析；6.P個案壽險公司回歸壽險本質策略對社會安全之影響:對生命收支曲線之研究。

關鍵字

壽險業 ； 社會安全 ； 公司經營 ； 業務員 ； 訓練系統 ； 訓練需求分析

並列摘要

The motivation of the research for this study is to give the relevant guidance to the current domestic insurance market that urgently needs relevant research results. The research study the life insurance industry to establish a systematic life insurance salesman training system to improve the overall quality and unit competence of life insurance salesperson, improve the performance and retention, reduce corporate management costs, enhance the core competitiveness of life insurance companies, and implement the Development the strategy for the P case life insurance companies.
Based on the research background and research motivation, the research purpose of this research is as follows:
1. In the past, this study mainly used systematic training based on the training needs analysis of the organizational strategy-oriented life insurance salesman, training plan preparation, training program execution, and training effect evaluation. 2. Now take the life insurance salesman of P case life insurance company as the research object, analyze the current situation of the life insurance salesman training system. 3. Expect to use the construction of this system in the future, which has a considerable degree of the borrowing and reference value for the life insurance industry. 4. In the future, how to establish a practical training system for the actual situation of P-case life insurance companies, and help the overall industry to perform the training function to the maximum extent, so as to replicate into a business model. The research methods used in this study are: 1. literature research method 2. case study analysis method 3. field observation method and 4. The analysis and induction method.
The research procedure of this research is 1. Introduction: the current status of the industry, research objectives, research framework and research methods 2. Literature discussion 3. The case study analysis of the results of the P life insurance company training system: structure, reasons 4. The improvement of the training system and sound training system Reproducible business model 5. The conclusions and the recommendations.
The research findings and conclusions of this study cover: 1. The analysis of the training system for P-case life insurance companies 2. Establishing a training model suitable for the life insurance industry 3. Providing a mirror for the improvement of the life insurance industry's training work to improve the training management efficiency of the entire industry and then copied into a business model. 4. The research on the establishment and improvement of the life insurance company training system from the three levels of enterprise, industry and government. 5. The analysis of the impact of the project strategy improvement of the life insurance company salesman training system based on the company's operations. The return of the P Case Life Insurance Company to the Essential Strategy of Life Insurance and Its Impact on Social Security: A Study of the Life Income and Expenditure Curve.

並列關鍵字

Life insurance industry ； social security ； company management ； salesman ； training system ； training needs analysis.

參考文獻

一、英文文獻

1、 Kaufman (1990), Kaufman Brief Intelligence Test, Second Edition (KBIT-2), v-psyche.com.

2、 Kristen G., (2013), The Changes Of The Sales Team, Chinese [J/OL]

3、 Porter ,M. (1980), Competitive strategy: Techniques for analyzing industries and competitors., New York. New York, NY, academia.edu.

4、 Senge ,P. (1990), The fifth discipline: The art and practice of organizational learning , New York.