台灣壽險業務員存活率之研究

Life Insurance Solicitor's Survival Rate in Taiwan

謝坤民(Kun-Min Hsieh)

《商業現代化學刊》 6卷1期 (2011/03) Pp. 93-124

https://doi.org/10.6132/JCM.2011.6.1.06

摘要

金融商品不斷的推陳出新，市場上的金融商品愈來愈多元化，金控的成立，金融從業人員除了面對同業之競爭外，還需面對金控交叉行銷之壓力，保險從業人員也不例外，在面對政府開放各國保險公司來台設立分公司的競爭、多次的調降預定利率及2007年的金融海嘯的衝擊下，保險從業人員的行銷環境更加艱難，壽險公司在面對強大的市場競爭下，積極尋求具壽險行銷特質及專業職能的人才，除了人才的招募外，如何留住適任及對的人也是壽險公司重要的課題，業務員的高離職率，有礙於公司業務的發展，對公司形象是一大損傷，更不利於組織的經營及企業文化的塑造。本研究以國內C壽險公司南區96年1月1日至96年12月31日新進業務人員為樣本，觀察其自進入公司後至99年6月30日止存活情形與性別、年齡、教育程度及區域等變數是否具顯著之影響。當存活分析出現設限而無法被忽視時，就必須採用存活分析法，本文實證研究結果發現以存活分析法中生命量表法及Kaplan-Meier來被定性別、年齡、教育程度對新進業務員存活率均不具顯著影響，以生命量表法及Kaplan-Meier檢定區成變數檢定結果發現該變數是會影響新進業務員存活率。

關鍵字

壽險業務員 ； 存活率 ； 生命量表法 ； Kaplan-Meier

並列摘要

New products have been creating and diversifying in the molder financial market. During the era of financial holding companies' establishment, the ”Financial Men” not only have more and more competition with the other ones, but also face the pressure of cross sales. And there is no exception to life insurance salesmen in this kind of condition. After opening market of Taiwanese insurance industry, frequently decreasing rate of policy, being on the impact of ”Financial Tsunami” in year 2007, life insurance salesmen have worse and worse sales environment.Under the massive competition of the other insurance companies, it is am important issue of life insurance companies that how to recruit and keep suitable salesmen, in addition to searching good marketing character and professional salesmen aggressively. High turnover rates is not only a block of sales development, great damage to the company image, but also disadvantage to run the organization and set up enterprise culture.This study uses the data of the new recruits from southern branch of C life insurance companies from January 1, 2007 to December 31, 2007. Until June 30, 2010, this dissertation is to investigate whether new recruits' survival rate is affected by the different variables, such as genders, ages, education levels, and areas. The results of this study find that the variables genders, age, and education levels do not have significant effect on the new recruits by using life table method and Kaplan-Meier. But this study finds that the variables of areas could influence significantly the survival rate of salesmen by using life table method and Kaplan-Meier.

並列關鍵字

Solicitor ； Survival Rate ； Life Table Method ； Kaplan-Meier