壽險業業務員人格特質與師徒功能對工作績效影響之研究

摘要隨著現代社會越來越進步，風險也越來越多元化，保險業的發展愈來愈重要，而保險業發展的基石便是業務員，因此如何提高業務員的工作績效便是一門重要的課題。本研究旨在探討師徒功能與人格特質對工作績效的影響以及人格特質對師徒功能的影響，欲瞭解業務員的師徒關係、個人特質是否會對工作績效產生影響。本研究使用問卷調查法進行資料蒐集，研究對象為中部地區壽險業務員，總計蒐集了 305 份有效問卷。研究結果顯示：一、徒弟有內控人格特質獲得較高師徒功能二、徒弟有內控人格特質有較高工作績效三、師徒功能正向影響工作績效綜上所述，人格特質越偏向內控型人格則會獲得較高的師徒功能，在工作績效方面，偏向內控型人格以及獲得較高的師徒功能，也會有較優異的工作績效。

關鍵字

師徒功能；人格特質；工作績效

並列摘要

Abstract As society develops, the risk has become more and more diversity. The insurance industry is getting more important to people . The salesman is the cornerstone in the development of the insurance industry, thus, how to rise up salesman`s working effectiveness is an important issue we need to face. This study explore how the relationship between mentoring functions of educational practicum and personal traits impact working effectiveness, and how personal traits of practicum impacts the mentoring functions. This Study has done the survey for data collection, the research object is the insurance salesman in the central region of Taiwan. A total of 305 valid questionnaires were collected. The research outcome shows： 1. Apprentices have internal personality traits to obtain higher mentoring functions. 2. Apprentices have internal control personality traits and get higher work performance 3. Mentoring functions positively impacts working effectiveness. To sum up, people who have an internal personality traits to learn more from mentoring functions, in the meantime, that wi ll rise their working effectiveness.