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1
Peterson, Carl E. "Life insurance sales representative". Online version, 2001. http://www.uwstout.edu/lib/thesis/2001/2001petersonc.pdf.
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Eriksson, Liselotte. "Life after death : The diffusion of Swedish life insurance - Dynamics of financial and social modernization 1830-1950". Doctoral thesis, Umeå universitet, Institutionen för ekonomisk historia, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-47966.
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The aim of this thesis is to understand the diffusion process of Swedish life insurance during the period c. 1830-1950, with the specific aim to understand financial modernization and social mobilization as reflected in the diffusion of life insurance to less well-to-do classes and women. In contrast to British and American experiences, the results of this thesis show that the rural classes played an important role in the diffusion of Swedish life insurance. The thesis shows that demand-side factors such as income and urbanisation cannot fully explain this diffusion of life insurance, and why additionally, non-quantitative factors need to be addressed. It is shown how cultural preferences assist in understanding the development of industrial life insurance in different countries. It is also stressed that women, in their capacity as policyholders, beneficiaries of life policies, as dependents, and their limited property rights, constituted the conditions under which the life insurance industry had to adjust and operate. In sum, female policyholders, cultural representations of women and legal constraints on women, constituted an important subset of the 'rules of the game' for the life insurance industry. Important results of the thesis are that female policyholders constituted a large part of the policyholders in the largest industrial life insurance company already in the early twentieth century. It is furthermore shown that life insurance representatives were members in organizations of the women's movement and that they acted for married women's property rights in parliament. It is also argued that different notions of 'a good death', as reflected in funeral practices, contributed to different developments of private and public insurance in Sweden and the United States. By widening the concept of 'business' and recognizing the cultural and social contexts under which the industry operated, this thesis highlights the interaction between business and social change."Den enskildes risk och det gemensamma åtagandet" Jan Wallanders och Tom Hedelius Stiftelse Tore Browaldhs stiftelse
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Fu, Yaoyao. "Understanding how management control affects the triangle relationship between management, sales agent and client : a case study from a Chinese life insurance company". Thesis, Durham University, 2015. http://etheses.dur.ac.uk/158/.
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There has been growing literature on management control in the context of front-line service work, including sales work. Given the nature of front-line work, service recipients – customers and clients – play an important role in management control and in the social relations in the workplace. Moreover, the triangle relationship has become a research focus for decades. However, most of the research has been done in western countries. In addition, little attention has been paid to sales work mixed with service elements. Furthermore, the complexity of the triangle relationship between three parties has not been sufficiently evaluated. This thesis investigates management control in a Chinese life insurance company and the effects of management on individual sales agents and the triangle relationship between management, sales agents and clients. In order to address the research target, this study employs a qualitative approach and chooses a single-case study research design. The qualitative data has been collected from a documentary analysis, observations and semi-structured interviews. The empirical findings suggest that: a. The management controls in the studied case can be categorised into two main types: formally coercive control that consists of output control, bureaucratic control, direct control and attendant control; and informally normative control that consists of concertive control in the sales teams and normative control in morning meetings. b. The controls for contradictory logic that interact with one another to have an impact on individual sales agents and the triangle relationship. c. Sales agents who have a greater family responsibility and the capability of meeting sales targets set by the company are more motivated by financial incentives, identified with organisational and occupational value and self-disciplined. d. Sales agents who have a poor performance and lack the capability to improve their performance are more likely to resist management control. e. The relationship between management and the sales agents is not always conflictual. f. Co-worker assistance and informal coping are found in the relationships among sales agents, although their sales work is highly individualised and competitive. g. The relationship between sales agents and clients is instrumental in its nature, but when there is an ongoing relationship and a high level of trust between sales agents and clients, this relationship appears to be less instrumental. h. Improving the quality of service and enhancing the myth of customer sovereignty may sacrifice efficiency in the short term, but it can potentially increase sales efficiency in the long run.
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Fainas, Paulius. "Gyvybės draudimo ir ilgalaikio investavimo produktų pardavimo proceso tobulinimas UAB „Finsaltas“". Bachelor's thesis, Lithuanian Academic Libraries Network (LABT), 2009. http://vddb.library.lt/obj/LT-eLABa-0001:E.02~2009~D_20090617_095936-22018.
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Darbo tema Gyvybės draudimo ir ilgalaikio investavimo produktų pardavimo proceso tobulinimas UAB „Finsaltas“; Darbo tikslas Išanalizuoti, įvertinti ir pateikti rekomendacijas kaip pagerinti gyvybės draudimo ir ilgalaikio investavimo produktų pardavimo procesą; Darbo uždaviniai • Išanalizuoti esamą UAB „Finsaltas“ pardavimo procesą; • Identifikuoti pardavimo proceso tobulintinas sritis, naudojant kokybinio tyrimo metodą. • Parengti pasiūlymus pardavimo proceso tobulinimui; Tyrimo metodai • Giluminis interviu; Darbo rezultatai Darbo metu buvo pasiūlyti vadybiniai sprendimai, padėsiantys: 1. pagerinti pardavimo procesą; 2. palengvinti naujų konsultantų įvedimo į darbą procesą; 3. užtikrinti kryptingą konsultantų kvalifikacijos kėlimą; 4. sumažinti nutraukiamų sutarčių skaičių (t.y. pagerinti pardavimų ir aptarnavimo kokybę); 5. rezultate – padidinti pardavimus.Work title Improvement of Life Insurance and Long Term Investment Products Sales' Process at UAB „Finsaltas“; Work goal To analyze, evaluate and provide recommendations for improvement of the sales process of life insurance and long term investment products at a life insurance agency; Work tasks • To analyze sales process at UAB „Finsaltas“; • Using qualitative research identify sales process areas which require improvement,. • Give recommendations for sales process improvement; Methods of analysis • Depth interview Work outcomes There were recommended management solutions leading to: 1. Sales process improvement; 2. Facilitation of the process of introducing new agents to work; 3. Ensuring coherent process of agents’ qualification improvement; 4. Decrease of the number of lapsed policies (i.e. to improve sales and service quality); 5. As a result – to increase sales volume.
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Greer, Timothy R. "What Personality Factors Influence Performance in a Multi-line Insurance Agency?" Scholar Commons, 2018. https://scholarcommons.usf.edu/etd/7512.
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The focus of this dissertation is exploring personality factors that impact performance within a small insurance agency. The primary research question is, what is (or are) the best personality factor(s), sub-facets, or constructs, that contribute to increased performance within an insurance agency. Three of the Five-Factor Model dimensions, extroversion, conscientiousness, and openness to experience along with grit and hardiness were examined, as well as their sub-facets. Grit and hardiness were not found to add additional explanation of the variance while five of the sub-facets were found to better explain the variance over the composite dimensions.
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Lin, Hsiao-Chen y 林曉眞. "Commission Performance Analysis of Life Insurance Sales". Thesis, 2016. http://ndltd.ncl.edu.tw/handle/60024584618926402594.
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碩士國立高雄第一科技大學
風險管理與保險研究所
104
This study takes Pearson correlation test, partial F test, and regression analysis to estimate the commission performance of 360 sales of the southern subsidiary of a life-insurance company in 2014. The independent variables include: premium, number of policies, ratio of active sales, the training-participation rate, job level, and gender, we analyze the effects on the commission performance. The results show that there exists significant correlations among all the independent variables and the commission performance. By partial F test, it says that the interaction between job level and other independent variables may effect the commission performance; however, it''s not the case for gender. By regression analysis it tells that the commission performance of the managers is higher than sales. As the premium and the ratio of active sales increase, the commission performance will also increases, ceteris paribus; however, the number of policies and training-participation rate have negative impacts on the commission performance. This study finds that premium, the ratio of active sales, and the managerial job level will all effect and increase the commission performance, our studied results may be used as the reference of establishing rewarding system for insurance company.
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Jeih-shan, Luo y 羅介山. "Management For Sales In Taiwan Life Insurance Industry". Thesis, 2000. http://ndltd.ncl.edu.tw/handle/58722508886961433412.
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碩士國立臺北大學
企業管理學系
88
This is an pxploratory study.The focus of the study is selecting the representative of life insurance company to analyze the manageable ways of personal selling. Both Cathy and Aetna are the chosen companies.This study take a deep visit to employees in these two companies.By the visiting informations,the study researches into the basic character of personal selling and the practical methods of management.It also offers suggestion to the current management of personal selling channel. All the approaches to the management of sales in life insurance company are including the following five dimensions: (1)Recruit To develop the organizational scale. (2)Training ang Education To provide the professional knowledge and skills. (3)Activity Management To handle quality and quantity of the visiting conditions. (4)Stimulation To reinforce the morale of the sales. (5)Appraisal and Promotion To prove the results of performance.
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Chang, Hsiu-Chen y 張秀禎. "The Study of Perceiving Elements Affecting Life Insurance Sales Agents Selling Investment Linked Life Insurances". Thesis, 2008. http://ndltd.ncl.edu.tw/handle/74909514535192537740.
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碩士朝陽科技大學
保險金融管理系碩士班
96
This paper establishes an understanding of the problems faced by insurance agents in the marketing of investment-linked insurance products and the relevant impacts. The conclusions of this paper are as follows: 1.Sales agents believe that the know-how in investment-linked insurance products is a prerequisite in the future. Also, investment-linked products are more complex than traditional policies and therefore, they are more difficult to understand. The market potential for unit-linked insurance products still has room for development. 2.When marketing investment-linked products, agents feel that it is more difficult to obtain licenses for such products compared to traditional products. The after-sale services for investment-linked products are also more demanding and complicated. Agents would analyze the market of investment-linked insurance products before they market them because they believe that this is an important issue. 3.Training classes offered by companies such as sales techniques, popular funds in Taiwan and overseas, introductions to different products are all very helpful to the marketing of unit-linked products for agents. 4.Although investment-linked products have created premium incomes for new contracts twice as much as traditional products in 2007, only 8.6% of the interviewers intend to focus 8.6% of their efforts on investment-linked products in the future. 81% of the agents decide to split their efforts on both investment-linked products and traditional products. This shows that traditional products should not be abandoned. Both companies and agents should meet the needs of policyholders for sustainable businesses. Key words: Investment-linked insurance, Insurance sales, Licences of investment –linked insurance products
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Huang, Wen-Hwang y 黃文鴻. "Stress Management of sales Managersin C-Life Insurance Company". Thesis, 2008. http://ndltd.ncl.edu.tw/handle/w3xqa9.
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碩士淡江大學
管理科學研究所企業經營碩士在職專班
96
This research is to address stress source and ways to release stress faced by Sales Managers of the subject case company. It also covers topics of how different and diversified those responses of sales managers with various personalities, job titles, and family backgrounds, could be to the stress . The conclusion of this research is to provide feasible suggestions to sales managers of the subject case company for releasing job stress. The research applies in-depth interviews with 20 sales managers and concludes the following: 1. Stress from jobs and livings, facing by most sales managers are ranked medium and above, and could be felt differently by managers with various personal backgrounds and sources. 2.Poor sales performance from daily jobs is the top ranking reason of stress by sales managers. Ranked secondly is the upward and downward communications. Most of the sales managers are well self-disciplined hence set up a higher standard for their subordinates accordingly. 3.Sources of off-work stress mainly come from the high expectation to the children by the sales managers. They are so busy with the jobs thus spend less time at home. In the meantime, less demand for insurance coverage causes by economic recession affects the commission income for those sales managers. 4.Generally speaking, sales managers receive higher stress versus administrative managers. They have worse health conditions due to lack of rest, exercises, bad sleeping qualities, and eruptive emotions, and that sometimes influences family relationship. 5.Sales mangers could effectively release stress by exercises and travels. Health check is a mandate every year to early alarm abnormal health conditions of sales managers. The corporation could also provide speeches by professionals introducing ways to release stress or hold up mountain climbing activities and exercise contests. 6.Most sales mangers do not receive stress relief support from the society. Some of them participate in clubs and community activities; some others do not due to time limits. At the aspect of family, children and spouses are critical factors of stress releasing. Home is the best harbor for most people psychologically and physically. 7.The major motive for sales managers continuing the jobs mainly attributes to self-growth, self-challenge, and self-accomplishment. The outer motive for them is higher pay-off and better life qualities. They also earn respect by the society with the good corporate image. Practically speaking, senior and middle managers own more opportunities to participate and execute decision making. However, they need to be responsible for the result. They lead front line mangers and sales persons to achieve the target setup by the corporation.
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Wu, Yue y 巫岳. "Attitude of Life Insurance Sales Agents toward Using FinTech-A Case Study of Life Insurance Company C". Thesis, 2017. http://ndltd.ncl.edu.tw/handle/2ye8zu.
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碩士逢甲大學
風險管理與保險學系
105
Recently, FinTech is quickly changing financial services industries. Insurance companies in Taiwan which are also developing and introducing these technologies into the traditional insurance value chain, when these emerging technologies are actually applied in daily works. As an insurance sales agent, who stands for the company to contact with customers should be more sensitive to the acceptance of technologies which is an important indicator to observe whether FinTech could be successfully promote and develop in Taiwan. The purpose of this study is to explore the attitude of life insurance sales agents toward using FinTech , and take Technology Acceptance Model(TAM) as a theoretical basis ,also adopt other variables to construct the questionnaire for life insurance sales agents of Life Insurance Company C. The results show that the Attitude toward Using FinTech is positively related to Behavioral Intention to Using FinTech. Also Development of FinTech and Business Resources both are positively related to the Attitude toward Using FinTech, however Learning of FinTech has no statistically significant and positively related to the Attitude toward Using FinTech and Behavioral Intention to Using FinTech while Development of FinTech and Business Resources both are considered in the model.
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Choi, Wai-Ling y 蔡惠玲. "The Determinant Effect of Sales Performance for Life Insurance Salespersons". Thesis, 2011. http://ndltd.ncl.edu.tw/handle/10745880669726083527.
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碩士中興大學
行銷學系所
99
Sales performance is not only the pursuit of life insurance agents’ goal per month, but also the major indicator of assessment which life insurance company uses to assess a salesperson. In this field of the life insurance industry only focusing on performance, how to improve the methods to understand the factors which affecting it is an important issue for every salesperson. There are many factors influencing sales performance of life insurance agents. Apart from salesperson itself such as: seniority, education level, rank, gender and age, the internal and external environment variables in the industry itself should not be ignored. Therefore, as the object of the research is life insurance agents, this study wants to figure out the current sales performance profiles, and analyze the interrelations between the market uncertainty, competitive intensity, competency, corporate culture, and marketing strategy with sales performance. This study used statistical factor analysis and regression analysis, for answering the questions. The study sample is selected from a number of well-known life insurance companies, mainly locked in full-time life insurance agents who are working in Taichung city. In addition, this study adjust convenience sampling, a total of 346 valid samples were retrieved. Through the use of linear regression (REGRESSION), this study tests the research framework of the overall model and hypotheses. According to the results of empirical research, the implications of management become more understandable and valuable and helpful recommendations are given to the life insurance industry and the subsequent researchers. The empirical results show that:(1) "Market Uncertainty" has no significant impact on "Sales Strategy".(2) "Competitive Intensity" has a significant positive effect on "Sales Strategy".(3) "Competency" has a significant positive effect on "Sales Strategy".(4) "Organizational Culture" has a significant positive effect on "Sales Strategy". (5) "Sales Strategy" has a significant positive effect on "Sales Performance". (6) "Market Uncertainty" has no significant impact on "Sales Performance". (7) "Competitive Intensity" has no significant impact on "Sales Performance". (8) "Competency" has a significant positive effect on "Sales Performance". (9) "Organizational Culture" has a significant positive effect on "Sales Performance".
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Huang, Hai-pin y 黃海斌. "The Effect of Sellers’ Characteristics on Insurance Commodities Sales in Taiwan’s Life Insurance Companies". Thesis, 2008. http://ndltd.ncl.edu.tw/handle/24305076867857597122.
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碩士國立高雄第一科技大學
風險管理與保險所
97
ABSTRACT This research explored sampling data of sellers’ characteristics from a well-known insurance company and exhibited the relationship among gender, age, number of sale, education background, seniority, job level and location of insurance commodities sales. And logistic regression was applied to analyze the sells’ feat in Taiwan. Results revealed that there was a greater probability of good feat for higher age, number of sale, education background and seniority, specifically. However, there was a less probability of good feat for higher job level. Finally, from the location of insurance commodities sales, there was a greater probability of good feat for Kaohsiung City and Kaohsiung County.
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kao, Szu-Lung y 高泗龍. "Strategic Analysis of Investment-Linked Insurance via Sales Channel in Traditional Life Insurance Companies". Thesis, 2008. http://ndltd.ncl.edu.tw/handle/03148324748796705859.
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碩士元智大學
管理研究所
96
We were motivated to analyze and find out what the major obstruction traditional insurance companies face, as the sales of investment-linked insurance has become dominating the life insurance market. While most insured would like a large portion of their premium to be allocated to fund investment, the compensation to brokers from this part is much less compared with the commission they get from sales of traditional life insurance. How insurance companies compensate the brokers and balance the sales of products in between traditional life insurance and investment-linked insurance becomes even critical to motivate sales growth, satisfy customers, and sustain employee loyalty. By using Porter’s Five Forces Analysis and the SWOT analysis in both industry analysis and the case study, we conclude that to startup an offshore asset management company so as to run the offshore fund may provide one feasible solution to this problem.
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Pei-Chuan, Liou y 劉珮娟. "Research Study on Sales Agents Character Traits and Personality for Life Insurance Companies-Based on Foreign Life Insurance". Thesis, 2005. http://ndltd.ncl.edu.tw/handle/40706594856584079579.
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碩士輔仁大學
應用統計學研究所
92
The purpose of this research thesis is to study the traits and personality of Sales Agents in a Foreign Life Insurance Company based in Taiwan. This research thesis will study and illustrate the differences in sales performances of Sales Agents with different traits and personality. The research thesis will begin with a detailed analysis of the Sales Agent’s personality, divided into three main categories, which include, Extraversion, Openness and Neuroticism and further divided into two main clusters which include, Enthusiasm and Optimism. For the purpose of this research thesis raw data is collected and then divided into 17 layers proportional stratified method is used Using proportional stratified sampling method raw data collected is divided into 17 layers for analysis. This research thesis will aid Insurance companies in selecting the right kind of sales agent for their sales for recruiting purposes. The results of this research thesis are as follows: 1. Through Factor Analysis research results shows that agents who possess a high score in extraversion has shown a tendency to perform well in their work and sales performance. 2. Based on Sales Results, Female Agents tend to produce better sales results when compared to their male counterparts. Agents who are married also have a tendency to perform better than their single counterparts, while single counterparts shows a higher score in overall work satisfaction and exterior satisfaction than married agents. Agents above 50 years old possess the highest score for in exterior satisfaction when compared to all other agents. Based on the results on Work Satisfaction, agents with a lower education level (High School and Below) tend to indicate a higher work satisfaction result when compared to those who posses a higher education level (College and above). 3. This research thesis has unveiled several significant differences with regards to traits and characteristics that correlates with one another. The research has discovered that sales performance has a positive correlation to extraversion, Neuroticism and openness correlates positively to overall satisfaction and Contract Rank Level correlates directly to sales performance.
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Lee, Hsi-Tsung y 李錫宗. "The Relationship Between Personal Factors and Performance of Life Insurance Sales Representative--An Example of A Life Insurance Company". Thesis, 2004. http://ndltd.ncl.edu.tw/handle/47911207041887633012.
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賴佑昀. "The relationship between sales productivity and training for life insurance agents:a study of a life insurance company in Taiwan". Thesis, 2006. http://ndltd.ncl.edu.tw/handle/56131182885963470976.
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LEE, HAO-TSE y 李昊澤. "The Study of Perceiving Elements Affecting Life Insurance Sales Agents Selling long-term care insurance". Thesis, 2016. http://ndltd.ncl.edu.tw/handle/29259995988809633010.
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碩士長榮大學
經營管理研究所
104
This study explores the perceiving elements that insurance sales agents selling long-term care insurance products through questionnaire and interview. The empirical results show: In professional knowledge aspect, insurance agents consider the content of long-term care insurance is more important. Insurance company may start training insurance agents from explaining the content of long-term care insurance product as well as when agents promoting it. In marketing aspect, the potential market of long-term care insurance is huge, hence insurance company should develop new long-term care insurance products enthusiastically, and also keep the products competitively in the market. In sales aspect, insurance agents hoping insurance company offer more long-term care insurance courses which instructed by experienced supervisor. Moreover, during the interview, most of the insurance agents indicate they would work harder to overcome difficulties in their career.
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Hsu, Che-Hao y 許哲豪. "The Study of Customer-Oriented Behavior of Life Insurance Sales Personnel". Thesis, 2006. http://ndltd.ncl.edu.tw/handle/88793539913402690040.
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碩士國立東華大學
企業管理學系
94
Title of Thesis: The Study of Customer-Oriented Behavior of Life Insurance Sales Personnel Number of Pages: 112 Graduate School and University: Graduate School of Business Administration, National Dong-Hwa University Category of Abstract and Graduation Time: Thesis for Master Degree, The Second Semester, and 2005 Academic Year. Name of Student: Hsu, Che-Hao Adviser: Dr. Chih, Wen-Hai Abstract The major purpose of this research executes statistics analysis by using Structure Equation Modeling (SEM), and focus on the different effects of internal merkting, emotional intelligence, job satisfaction, job involvement, job stress and customer-oriented behavior. In order to make the business strategy on life insurance industry, the six constructs are essential. Depending on the analysis of real evidences, this research results to three main implications: 1. Research Theory Model Fit Discovery According to the fit test of Structure Equation Modeling, it is pointed that the whole theory model of this study completes the standard of the fit test. Moreover, it evidences that this model can be supported. To sum up, the result shows the indeed influential relationship among the six constructs. 2. The Influential Relationship among Internal Merkting, Emotional Intelligence, Job Satisfaction, Job Involvement and Job Stress on Customer-Oriented Behavior The job satisfaction is the most important factor that positivity effect customer-oriented behavior in the entire model. The second factor is emotional intelligence. And job stress lead a negative effect on customer-oriented behavior. 3. The Differences Population Statistics Variable among Individual Personality Clusters Sales personnel can be divided into different clusters for their variety personality. Hence, each cluster has different needs. By the researches on unique clusters, it could be helpful for managers to understand the different effects of job attitudes on customer-oriented behavior through different personality cluster models.
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Ma, Chia-Ling y 馬嘉伶. "New Insurance sales Personality Traits Influence Turnover Intention of Working Pressure For Example cathay Life Insurance". Thesis, 2016. http://ndltd.ncl.edu.tw/handle/7u95a5.
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碩士台南應用科技大學
國際企業經營系碩士班
104
With Taiwan''s life insurance market entered the open era, in this highly competitive society, financial life insurance industry is a work full of frustration and high challenge, so you want to get into the life insurance industry, anti-stress and strong ambition absolute It will be one of the factors in the success of this line, but the high turnover rate makes the cultivation of talents has become the most important issue of life insurance companies. How to strengthen the grass-roots level and for this before the election and found competent for the personality development of the life insurance industry to increase sales of life insurance for new fixed rate with various life insurance companies is the most important issue. The main purpose of this study is to explore for new life insurance salesman different personality traits on turnover intention generated in the face of pressure of work. First briefly present the life insurance industry often use personality traits, again explore the life insurance salesman working pressure, final definition of what is meant by turnover intention. In this study, 200 samples did basic research statistics, research and analysis of the variables, reliability analysis, independent samples T test to understand the different personality traits salesman face work stress and Turnover Intentions why its findings as follows: First, the study found that the tendency to Type B type of life insurance sales significantly more susceptible to the impact of work pressure. Second, the insurance salesman tendency TypeB type of higher sales turnover intention tendency TypeA type salesman. Third, the pressure of which the "work load" a facet illustrates an important reason for the life insurance industry for new life insurance sales turnover, the greater the working pressure higher turnover intention.
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Liu, Shih-Hao y 劉士豪. "The Relationship Between Emotional Entelligence and Sales Performance of Life Insurance Agents". Thesis, 2006. http://ndltd.ncl.edu.tw/handle/02584831993756999419.
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碩士大葉大學
事業經營研究所
94
The purpose of this Research was to exam the relationship between emotional intelligence and sales performance of life insurance agents. Emotional intelligence is a competency model, describing as “the capacity for cognizing our own feelings and those of others, for motivating ourselves, for managing emotions well in ourselves and in our relationships.” The construct of this study was based on the Goleman’s emotional intelligence framework. Goleman introduced the concept of emotional intelligence and the role of emotions: “The new measure takes for granted having enough intellectual ability and technical know-how to do our jobs. The emotional intelligence measuring questionnaire is ECI 2.0 developed by Goleman, Boyatizs and Rhee(2000). The emotional intelligence measuring questionnaire is ECI 2.0, providing 360-degree measurement to participating agents. The participating agents completed selfreport version of the ECI 2.0. They, in turn, asked others with whom they work closely to complete 360-degree versions of the instrument, providing feedback on the participants. Not only measuring the emotional competency scores, also comparing different rating sources. The sample came from a major life insurance company. The data was collected by each 180 questionnaire for different rating resources (self-report, coworker rating and supervisor rating). After invalid questionnaires were eliminated, the valid questionnaire is 95 with 53% effective return rate. Statistical analyses such as frequency, means, t-test, Pearson’s produce-moment correlation, and MANOVA were applied to exam the hypothesis of the study. Findings of this study are described as follows: 1. Mean score of insurance agents emotional intelligence is 3.75. Comparing with normal samples, life insurance agents’ emotional intelligence score is higher and major competencies are different from normal sample. The major competencies of life insurance agent are “Emotional self-awareness”, “Accurate Assessment”, “Self-Confidence”, “Transparent”, “Achievement Drive”, “Empathy”, “Service Orientation”, “Developing Others:, “Influence” and “Teamwork and collaboration”. 2. There is no significant difference between population variables and emotional intelligence. Finding indicates that different age, gender, education, marriage and work experience will not influence emotional intelligence. 3. There is no significant difference between population variables and emotional intelligence. Finding indicates that different age, gender, education, marriage and work experience will not influence emotional intelligence. 4. The relationship between EI and sales performance is reaching significant correlation to show that emotional intelligence is a valid predictor of sales performance. Among all emotional competencies, “Self-Confidence”, “Service Orientation”, “Initiative”, “Influence”, “Empathy”, “Transparent” are reaching remarkable significant correlation to sales competency. 5. This study measure emotional competency is using multi-source feedback system. Through this system, we can analyze the relationship among different rating sources. Results indicate that there is no significant difference among different rating sources, and every source has good consistency.
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Luo, Sung-chun y 羅崧峻. "The Impacts of Life Insurance Sales Force Compensation System to Agents’ Performance". Thesis, 2008. http://ndltd.ncl.edu.tw/handle/82754578203977446170.
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碩士朝陽科技大學
保險金融管理系碩士班
96
Abstract The life insurance company attracts the talents of variant backgrounds to join through various kinds of compensation systems and performance assessment systems. But the result is frequently the personnel who the special case attracts, trains displays is inferior anticipated.It means there are something wrong with the systems , causes to be unable to achieve chooses the talent . This paper introduce some general compensation systems of insurance company , and then use questionnaire , descriptive statistics snalysis , factor analysis , reliability analysis of liquefaction , cluster analysis , discriminate Analysis , one-way ANOVA analysis , and scheffe post hoc tests to analyse the correlation data .And then to know how the the different personal background and different Psychological factor to effect the agent’s cognition of performance and the agent’s preference compensation systems . The main purposes in this paper are to 1. Review contents and features of some compensation systems of life insurance companies. 2. Discuss the rationality of contents and features of compensation systems of life insurance companies. 3. Provide the research results to life insurance companies to be reference to recruiting and performance assessment. Research results showed that there are high correlation amount the different personal background and different personal reason. And the primordialism of compensation System are correlation to performance assessment.
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Yang, Yong-Qiao y 楊詠喬. "Life Insurance Merchandise Controversy Correlations with the Clerk of the Sales Practices". Thesis, 2015. http://ndltd.ncl.edu.tw/handle/47306147917125743540.
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碩士銘傳大學
風險管理與保險學系碩士在職專班
103
Operation of an insurance business does not happen overnight. For policyholders, purchasing a suitable insurance policy with claims that can be paid in the shortest possible amount of time is a pillar of economic security for themselves and their family. For insurance companies, it is a sale of credit, which is an act of contract between the insurer and the insured. But psychologically, for the policyholders, it is the purchase of an "assurance for the future." Policyholders get satisfaction from insurance claims, and trust will produce loyalty. Recommendations from policyholders will bring more clients and huge benefits to insurance companies. We believe that there are standard operating procedures the insurance companies use to handle claims. As long as the reasons are clear and the prepared documents are adequate, claims will be paid. When controversial incidents occur such as claims not being paid or claim payments not matching expectations, the reasons are most likely due to a dishonest or unprofessional conduct of soliciting business during pre-insurance, such as concealing past illnesses, encouraging an agent to sign for the insurance applicant, underwriting without the consent of the insurer, etc. In addition, disputes could arise due to the differences between the policyholders'' understanding and the insurance company’s definition of the scope and amount of claims, as well as insurance coverage, surgery determination, disability level determination, etc. The reason why this may occur is usually because policyholders come from different industries and are not insurance experts. Provisions of the policy, due to the standard form contract of the insurance companies, are jerky and difficult to understand (the basic provisions of the insurance contract, in principle, are prepared by the insurance company on its own; policyholders do not have the right to modify them, so they are provisions of standard form contract). Therefore, the intermediary salesperson (solicitor for insurance business) will play a vital role. Finally, this study utilizes statistical analysis of questionnaires and quantitative methods to research the problems and to investigate how to effectively lower policy disputes due to improper solicitation. The background and motivation of this study is to return to the principle of utmost good faith in the goal of insurance.
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Wang, Tao-Chen y 王道真. "Target Sales Analysis via Client Data Analysis in Traditional Life Insurance Companies". Thesis, 2008. http://ndltd.ncl.edu.tw/handle/79638370539923839451.
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碩士元智大學
管理研究所
96
Target Sales Analysis via Client Data Analysis in Traditional Life Insurance Companies Student: Tao-Chen Wang Advisor: Hilary Cheng, Ph.D. Graduate School of Management Yuan-Ze University ABSTRACT We were motivated to analyze the insurance plans of clients, including life insurance, health insurance, and accidental insurance. We tried to summarize, organize, and/or find the patterns of customer profiles as a preprocessing step for data mining purpose in the future. We found out that there can be more efficient solutions in insurance planning for clients, e.g. investment-linked insurance can be allocated more to increase return of investment for clients. Health insurance plan can be switched to more specific cancer plan, or even to those insurance plans that cover overall hospital expenses. We also suggested that the case company to team up a corporate strategic/business development unit that is fully in charge of maintaining client data, from data collecting, data cleansing, data preprocessing, data analysis, to data mining, with the hope to keep trying to find a better and an efficient way to service customers and keep the company more competitive. Keywords: Investment-linked Insurance, Data Analysis, Life Insurance
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Lin, Ching-Chun y 林卿君. "The Study on the Relationship of Training and Sales Performance for Life Insurance Company-An Example of the N Life Insurance Company". Thesis, 2015. http://ndltd.ncl.edu.tw/handle/xaw65v.
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碩士東海大學
高階經營管理碩士在職專班
103
With changes in Financial sectors, The main source of the Taiwan's first year premium used to come from insurance agents, now this has been overtake by the Banks. Therefore it has become important for insurance companies to improve competitiveness. Insurance company has invested great amount of human resources and effort in training in order to improved professional knowledge, sales and service capability of the insurance agent. This paper mainly explored the relativity of the sales performance and training in insurance agents, by providing the suitable training courses for agents from different background, it is possible to improved their sales performance and retention rat. Our research include followings: (1) influence of the individual's background on training；(2) explore the influence of the individual's background on performance ；(3) explore influence of training on performance. The conclusion of the research is: (1) the performance variable such as "average monthly FYP of past 3 months", "average monthly FYC of past 3 months" and "performance assessment of last quarter" show strong relativity with training of professional knowledge, (2) "average monthly cases of agent over past 3 months" shows significant relativity to training of work attitude, (3) "average monthly FYP over past 3 months" and "average monthly cases over past 3 months" are related to training in work skills, (4) "rate of accomplishment in sales target over last quarter" shows significant correlation to training in work habits. This research results can provide reference for insurance companies in improving performance indicator, and strength the contains of the training materials.
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Shg, Pe-Wun y 羅佩汶. "The Relationship Between Self-efficacy and Performance : for Example Life Insurance Sales People". Thesis, 1997. http://ndltd.ncl.edu.tw/handle/67112563836583636651.
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Wang, Li-Chuan y 王麗娟. "A Study on the Personal Background and Commission Performance of Life Insurance Sales". Thesis, 2016. http://ndltd.ncl.edu.tw/handle/52594082547606664634.
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碩士國立高雄第一科技大學
風險管理與保險研究所
104
Life insurance staffs are often the most important assets of life insurance companies, business staffs in addition to matchmaking role between life insurers and policyholders, but also the main source of long-term life insurance premiums (new contract premiums and renewal premiums), so life insurance business staff simultaneously enhancing quality, is the main reason for each life insurance company performance and long-term business success. The main purpose of this study has the following three points: First,find the relevant factors affecting the performance of operational staff performance. Second,Multi-factor analysis of variance model to assess potential high performers with the outline of the insurance sales. Third, according to the results of empirical analysis suggest possible explanations provided by the life insurance industry recruit future reference direction of high-performance business people operating in accordance with the policy. Statistics empirical results show that female, O-type blood, fire signconstellation, insurance-related department, in charge of the post, there are business experience, associationsexperience, outgoingassociationsexperience, insurance brokers agents have better performances. If the recruits may consider who women, have business experience, associationsexpe-rience, outgoing interest based.
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Lo, Jason y 羅志宏. "Sales Growth of new economic''s Organization Form in Taiwan Life insurance company". Thesis, 2001. http://ndltd.ncl.edu.tw/handle/15546370985391429004.
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碩士國立政治大學
經營管理碩士學程
90
Abstract Facing on the impact of the new economy which is different from the previous one in the essence phase, Taiwan life insurance industry had change from the original oligopoly market to the completely competition one. After Taiwan joining the WTO, the former financing and insurance market boundary will blur into an unrecognized style. Under this condition of that competitors getting more and more in this market, the new setup insurance company will face a great challenge of succeeding in Taiwan life insurance market. The main object of this study is trying to analysis the organization model in the different economy stage through the manager interviewing and secondary data comparing in the open market. After the necessary data collecting, case study will provide a suitable model of predicting what is better organization form in the 21century economy environment. The first part of this research is finding every possible model of organization growth through analyzing the leading companies history. The second part is evaluating each stage of economy environment by studying the market data to see the level of adaptable between organization form and environment term. The 3 growth strategy which can help organization grow up steadily is scaling, duplication, and granulation. Scaling means do more of what you are good at, duplicating means repeat the business model in new region, and granulating is growing the selected business cell. General economy stage can be divided in to standard stage, customlized stage, and innovation stage. With the different stage, there were different primary commercial systems working. The last part is predicting the better organization form, which can meet the criteria of the difficult dynamic environment. There are 2 main results after survey shown above. One conclusion is the best organization form will change with environment variation by time. Another is that in the new economy environment, which is different from the past, the best organizational granulating model is cellular form. With the different organization condition, there should be matching with different organizational design. If and only if the organization form is suited with the environment, the organization will represent the higher growth rate. In the environment of oligopoly market, the concentrated organization is the better design. But in the open market, the organization design with developing the entrepreneurship within the organization is the better. The cellular form is the better organization design in the complex competition environment. After observing the 4 cases, there are several results that can be found. First, if the life insurance sales system design was set up with developing the entrepreneurship, it will keep a steady growth rate, and higher contract-continuing rate. The organization form with high member ownership shows lower turn over rate. At the same time, the sales system with cellular form will help the success of growth strategy. Cellular form can really help the granulating of the organization and the exploiting of new market. Cellular form meets the entrepreneurship organization design criteria implies the fast duplicating and spinning off within the organization. Cellular form meets the concepts of member ownership implies the high contract quality. Cellular form has the power of self-growth, which implies the cell can do the granulation through the way of spreading the ideal of the parent company. After the cell having developed their exclusive core-competence, a new chance of new market exploiting will be formed, so that the organization can get the competition advantage than its competitor. Company may learn the sales system from other company, but the result may different. The root cause is that their final system always different although they learn it from the same source. There is only one form is most suitable in a new economy and the form changes with time and economy style. In conclusion, the best granulation model of life insurance sales system is cellular form in the new economy environment. There was still one suggestion can be made. The new entrance competitor should achieve the economy of scale in the shortest time. The following research can consider about the idea of what’s the effect of cellular form in other industry, what’s the influence of other growth strategy on organization growing, and what’s the impact on the organization growing if the sales system unstable.
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Chen, Sen-Wei y 陳淑瑋. "A Study of the Issues Related with Selling Investment-oriented Insurance Products by Life-insurance company Sales Representative". Thesis, 2004. http://ndltd.ncl.edu.tw/handle/30016199631246178827.
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Kuo, Shu-Tse y 郭樹澤. "An Empirical study on the Sales Intentions of Long-Term Care Insurance and Recognitions for Life-Insurance Salesman". Thesis, 2015. http://ndltd.ncl.edu.tw/handle/88533397492136900741.
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碩士國立屏東科技大學
高階經營管理碩士在職專班
103
Under the trend towards aging and fewer children, the insurance companies have focused on the promotion of long-term care insurance in recent years. However, the rate of long-term care insurance covering is not high. The major reasons for low covering include the high insurance premium, complicated payment contents, and insurance claims procedure. This study aimed to investigate the sales intentions and recognitions of long-term care insurance for life-insurance salesperson by questionnaire survey. This study collected 327 valid samples and employed descriptive statistics, factor analysis, independent t-test, one way ANOVA and regression analysis to conduct the empirical analysis by using SPSS software. The major conclusions include: 1.There exist significant differences in the recognition of trend towards aging and fewer children and long-term care insurance between respondents with different demographic variables; 2. There exist significant differences in the consideration for the customers to purchase the long-term care insurance between respondents with different demographic variables; 3. There exist significant differences in the sales intensions of long-term care insurance between respondents with different demographic variables; 4. There exist significant relation between the recognition of trend towards aging and fewer children and sales intensions of long-term care insurance; 5. There exist significant relation between the consideration for the customers to purchase the long-term care insurance and sales intensions of long-term care insurance.
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LEE, PAI-HUNG y 李柏宏. "A Study on Training Effectiveness and Sales Performance of Insurance Salespersons –A Case of M Life Insurance Company". Thesis, 2019. http://ndltd.ncl.edu.tw/handle/r5jvt4.
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碩士朝陽科技大學
財務金融系
107
At present, life insurance companies are recruiting a large number of talents. In this way, the companies can not only expand their business scales, but also increase the growth of performance. The education and training of the sales in life insurance companies is a very important work in the company. Although the training content of each company may be different, the purpose is the same. The purpose is to train high-level life insurance business personnel, make them have a great performance in the business performance, and to retain and train talents. How to plan effective training content is an important issue for life insurance companies. This study used the sales of M life insurance company as the sample and explored the relationship between the training effectiveness and sales performance. The research results are as follows: 1. Most of the items in the facet of the training effectiveness had higher agreed proportion than that of the items of sales performance. Among the items of sales performance, the item “The number of client visiting for me have increased after participating in the training course” and “My FYC have raised after participating in the training course” had lower agreed proportion. It meant that although the company’s training effectiveness for the business personnel is good, how to turn it into sales performance still have a way to go. 2. For some items that whether agree that training effectiveness is correlated with sales performance, the agreed proportion of men was higher than that of women, and the proportion of supervisors was higher than that of new recruits. Therefore, the company can strengthen training for women and newcomers to enhance sales performance. 3. The overall training effectiveness was higher correlated with the item “The ability of collecting the information related to prospective clients have increased” of sales performance. In addition, the item “I have learned the skills of promotion and recruitment” of the facet of training effectiveness and “I have improved my ability of recruitment interview” of the facet of sales performance also had high positive correlation. Hence, the company can strengthen the training of “skills of promotion and recruitment” to increase the ability of recruitment interview for sales, thus improving sales performance.
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Hwang, Li-Hwa y 黃麗華. "The relationship between training programs and sales performance for life insurance business- Taking a example of some life insurance company office in Taoyuan". Thesis, 2010. http://ndltd.ncl.edu.tw/handle/82251970646402919160.
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碩士元智大學
管理研究所
98
In the highly competitive life insurance market, how to get the balance of a life insurance company between staff costs and sales performance. Only through improving the quality of business personnel, can create a win-win situation between the cost and performance. Would it achieve the desired business results by invest a huge education and training cost of insurance company? Based on the above reasons, this research is mainly focused on the relationship between personnel training and marketing performance in life insurance business. We conducted a questionnaire survey analysis in purpose to understand the context variables of different individuals under the operational staff through education and training after the first training for the KASH and why the relationship between business performance. This case study is for a domestic life insurance company, the respondents sales persons selected from their Taoyuan area units for the questionnaire. Data analysis methods included reliability analysis, descriptive statistics, single factor analysis of variance, and independent samples T test, correlation and regression analysis. The results of this study found that: 1. Business people agree that education and training can raise the KASH. 2. The effectiveness of education and training has significant difference in different education level and no working experience. 3. Business performance is predictable by education and training. After this study, we recommend to the training sectors of life insurance companies, not only to emphasis on education and training program and the establishment of comprehensive planning. But also set up the performance evaluation mechanism for tracking. Good education and training for the insurance company can bring stability and growth of business performance.
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Lin, Yen-Ling y 林衍伶. "The study of sales force management strategy of Taiwan life insurance company-cases of Skin Kong Life、Cathy Life &Fubon Life". Thesis, 2015. http://ndltd.ncl.edu.tw/handle/5944rc.
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碩士國立雲林科技大學
企業管理系
103
Taiwan's life insurance industry in recent years because of the financial crisis, resulting in the overall market environment downturn. Under the global economic downturn, environment, domestic life insurance companies will face a loss of investment markets and lower interest rates due to market pressures and the emergence of negative spread gradually expand the operating conditions. Also faced with a rapidly changing external environment, and the rise of the global economy, the overall Taiwanese life insurance market has become highly competitive in the transfer market, interbank intense the competition has become increasingly intense. Life insurance business for the insurance company personnel management system, education and training and the relevance of the study of business performance, as the priorities and focus of future business-driven, resources, such as education and training, encourage counseling, etc. during operations, reduce costs and enhance the company the overall performance and productivity. Increase innovation and differentiation of goods as a competitive strategy. And focus the company's superior resources, increase the added value of goods, then the impact of advertising through the media, increase satisfaction and consumer willingness to buy, we will be able to create the expected continued growth of premium income. In this study, Fubon Life Insurance, Cathay Life Insurance, Shin Kong Life Insurance for the study, through in-depth interviews to understand the insurance company's sales management systems to explore, seek professional business must have what qualities, and each grade level education and training must be some performance pay system, training program to improve the professionalism salesman and effectively to rapidly changing market, the company's marketing of goods, leaving only only help. The study found that: First, the same three companies business staffing organization, but different operating particular portfolio. Second, the salary system: Cathay Life Insurance, Shin Kong Life Insurance relatively similar. Third, Cathay Life Insurance sales management system for higher requirements, Fubon Life Insurance, Shin Kong Life Insurance is required height level of commitment in terms of customer relationship management. Four, three in the salary structure in common (uncapped bonus system), but also affect the function. Fifth, the training system for the function will be affected.
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Chiu, Shu-Ya y 邱書雅. "The Relationships among Self-Monitoring, Selling Behaviors and Sales Performance of Life Insurance Salespeople". Thesis, 2007. http://ndltd.ncl.edu.tw/handle/27659466045814982904.
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碩士國立臺灣大學
商學研究所
95
The relationship between salespeople’s personalities and sales performance is always the focus of discussion. In the past literature, there have been many literatures finding the close relationship between self-monitoring and sales work. Therefore, I want to discuss the relationships among self-monitoring, selling behaviors and sales performance of life insurance salespeople in this research. About "selling behavior", it could be further discussed from two aspects, "selling process skills" and "adaptive selling behavior", which become popular topics in academic paper these years. However, the influence to sales performance is the only focus, few scholars put their emphasis on the relationship between "personalities" and "selling behaviors". The sample of the present research includes 167 life insurance salespeople. The data has collected by questionnaire survey and proceeded with reliability and validity analysis, regression analysis and related statistical techniques. It is aimed to analyze the relationships among self-monitoring, selling behaviors and sales performance. Besides, I find "customer background differences" of life insurance salespeople may exert the moderating effect on the relationship between self-monitoring and sales performance. The results show that self-monitoring and selling process skills, adaptive selling and sales performance are positive related. However, customer background differences have negative moderating effect on the relationship between self-monitoring and sales performance. When it is the situation that customer background is very different, it has some restriction on self-monitoring. I hope through the results of the research, self-monitoring can help salespeople with the selling behaviors and sales performance. It is a consultation for life insurance companies to select salespeople.
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Wu, Liang Yun y 吳良云. "A Study of Leadership Behavior of Supervisor in Life Insurance Sales Agency in Taiwan". Thesis, 1995. http://ndltd.ncl.edu.tw/handle/58079102834495859812.
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Yeh, Fang-Yi y 葉芳宜. "The Relationship between Job Characteristics and Work-Family Conflicts for the Life Insurance Sales". Thesis, 2009. http://ndltd.ncl.edu.tw/handle/90430052702130460238.
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Sen-Huang, Huang y 黃森煌. "A Study of Attitude toward Using the Sales Force Automation System of Sales Representative—in case of Life Insurance Industry". Thesis, 2004. http://ndltd.ncl.edu.tw/handle/05073997930172641262.
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碩士國立臺北科技大學
商業自動化與管理研究所
92
There were two main topics in this study. One was to generate an integrated functional structure of sales force automation system by using Delphi method. General Manager of CRM Company, scholars, sale administrators and supervisors of insurance companies were invited to join the profession team. A consistent structure was confirmed after iterative questionnaire surveys. The other one was to examine the behavior intentions toward the use of sale forces automation system of the insurance sales force by using LISREL V. 8.51. The research frame was based on the Technology Acceptance Model, and further dimensions, including playfulness, innovativeness, service convenience, and perceived risks, were integrated. The research aimed at understanding the behavior intentions of sales force automation system targeting at the sales forces of life insurance. The results analyzed using LISREL indicated that (1) Perceived ease of use and perceived usefulness were the most critical factor affecting the behavior intentions of the sales force. (2) Perceived risks had negative relations with both perceived usefulness and attitude and indirect relation with behavior intentions. The effect was next-best to perceived ease of use and perceived usefulness. (3) Compatibility, service convenience, and playfulness had significant positive effects on attitude. But image and voluntary had no significant effect on attitude.
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Guo, Yang-Ming y 郭洋銘. "Discuss the Satisfaction on the Service Quality of Life Insurance Sales Using PZB Model ─ A Case Study of Life Insurance Company Office in Tainan". Thesis, 2012. http://ndltd.ncl.edu.tw/handle/21839739766150178555.
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碩士國立雲林科技大學
工業工程與管理研究所碩士班
100
Service is an insubstantial product and an abstract and intangible concept. The most representative industry is the life insurance industry. However, successful operation of enterprises usually depends on the quality of service. Only service of superior quality can create customer satisfaction and maintain a long-term good relationship between businesses and customers achieving a win-win outcome. The PZB model of service quality was applied and a questionnaire survey was conducted in this research. It is expected the results can be served as a reference for life insurance clerks to improve their quality of service. The results of the research indicate the expectations and perceptions of service quality of life insurance clerks; i.e., perception of the management, management principles, service performance, communication and empathy, are significantly different with a positive gap. The expectations and perceptions of Gap 5 in the service quality model; i.e., tangibles, reliability, assurance and empathy are significantly different. There is no gap for empathy; however, there is a positive gap for the other three dimensions. As for the expectations and perceptions of the basic characteristics of life insurance clerks, age, educational background and seniority are significantly different and those of the basic characteristics of customers, there is a significant difference for gender, age, educational background and occupation. The results of the research reveal that customers’ expectations are more than their perceptions. Therefore, it is suggested sales representatives of life insurance may ask customers for their needs and opinions actively at the right moment, increase educational training of their profession and enhance realization of service quality as the major improvement goals.
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YANG, HSIAO-TING y 楊曉婷. "Analysis on competition of Direct sales and Network marketing of Non-life insurance - to make a study of auto. insurance". Thesis, 2018. http://ndltd.ncl.edu.tw/handle/sghq5u.
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碩士逢甲大學
金融碩士在職學位學程
106
In recent years, the consuming habits of consumer was affected due to the rapid de-velopment of Internet technology. For many commercial activities, promotion model of storefronts and salespersons of industries were gradually replaced by electric sales, which caused changes of the marketing channels for sales of enterprises. In the do-mestic insurance market, online insurance business started running since the an-nouncement of HKMA in August 2014. Some strategies of life insurance companies must be changed to meet the increasing demands of online service for consumers. With the continuous improvement of service quality, it has gradually changed the structure in which sales insurance was mainly promoted by salespersons. Each insur-ance company has not only increasingly emphasized the convenience but the func-tionality of online insurance in its access strategy in order to pursue more --- Big in-ternet opportunity. This study aims to investigate the impact of online insurance ser-vice on the automobiles market in present and future, and analyzes both the competi-tive and successful working relationship between insurance companies in developing online insurance and in various marketing channels. In addition, it will also explored how to reach the best possible results for those salesperson by connecting the e-commerce and the marketing channels in this study. This study conducted the research by literature collection and in-depth interviews with experts. Through the results of induction analysis to figure out the response to strategies and marketing directions of automobile insurance while developing online insurance for other traditional marketing channels, and provides insurance companies with the development of electronics. The reference for business development is to achieve the maximum benefit of online marketing. This study collected in-depth interviews with 13 experts including the obstetrics and scholars fields, and the results were mentioned below： First, the Auto. Insurance marketing channel will be developed towards a diversified strategy in the future. At this stage, traditional channels are still the main stream of marketing. However, the advantages of the Internet network path for the company in terms of lower access costs and higher efficiency are the key points to future devel-opment. Second, the insurance industry has developed different directions for different com-modity characteristics. The study finds that online non-life insurance tends to favor individual consumer insurance products, while the traditional salesperson channel starts to transform into commercial insurance that requires professional face-to-face professional services. Third, although the competition between online insurers and traditional salesman channels is not significant at this stage, it has been found that the property of insurance companies with cooperative life insurance pathways have al-ready started or are preparing to develop network platforms as sales assistants for life insurance salesmen. Tools, and empirical evidence from interviews show that insur-ance companies that provide network platform assistance tools to salespeople have shown significant growth.
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Liao, Wen-jui y 廖文瑞. "A Study on the Job Satisfaction of Life Insurance Sales Person Under Financial Holding Company". Thesis, 2007. http://ndltd.ncl.edu.tw/handle/65466689192365710590.
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碩士逢甲大學
保險所
95
Ever since the「Financial Holding Company Act」was passed in June 2001, the altered structure of local financial market has encouraged financial institutions to promote their business administration synergy through mergers, leading to an era of financial consolidation for the banking, insurance, and securities sectors. The purpose of this study was to investigate the job satisfaction of life insurance sales person under Financial Holding Company. A series of preparatory work, such as literature review, item analysis has been conducted before issuing a formal questionnaire to implement this study. Responses were gathered from the life insurance sales persons of a Financial Holding Company lead by insurance industry as research samples. With a valid return rate of 61.0%, the 366 questionnaires were analyzed using Descriptive statistics, Factor analysis, t-test, One-way ANOVA, Pearson product-moment correlation and Path analysis. The results were as follows： 1.Organizational climate and job characteristic have a moderate significant positive correlation with job satisfaction. 2.Organizational climate and job characteristic have positive and direct influence on the job satisfaction.
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Wei, Chia-Hui y 魏嘉慧. "The Effecys of Internal and External Social Network on Job Performance for Life Insurance Sales". Thesis, 2009. http://ndltd.ncl.edu.tw/handle/81439390449876779493.
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碩士亞洲大學
國際企業學系碩士在職專班
97
Life insurance industry now trends into more of a shape of financial-holding firm. It is necessary to reach a stage of one-stop shopping and diversified marketing strategies via integration of financial products, thus strengthen the social network relationships between people. In focus on life insurance salespersons’ persistent need to establish their personal social network for achieving the best job performance, and rarely in the past the external social network relations having been studied, was it how this study motivated. This study aims to explore the effects of internal and external social network on job performance for life insurance sales. This study is based on the researches of literatures to establish the concept of preliminary study, and conducts exploratory, in-depth interviews on life insurance salespersons for clarifying the relationships between various variables of research framework, thus posits hypothesis of the study. Objects of this study include 39 persons of certain communication agency of life insurance system affiliated to a financial holding’s firm. The data were collected via questionnaires, and both social network software UCINET6.212 and social science software SPSS 12.0 were used to progress empirical research. Hypothesis of the study was also examined. It concluded as follows: 1. Internal social network has a significant effect on job performance, among it the information network has a positive effect on objective performance, but no significant effect on subjective performance. 2. External social network has a positive effect on job performance, and it has a significant effect on objective performance, but no significant effect on subjective performance. 3. External social network has a rather significant effect on job performance than internal social network has.
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Chang, Yi-Fu y 張義富. "The Study of the Adoption of Sales Force Automation Technologies in Taiwan’s Life Insurance Industry". Thesis, 2004. http://ndltd.ncl.edu.tw/handle/35985161006125610967.
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碩士淡江大學
國際貿易學系碩士在職專班
92
Sales force automation (SFA) tools, such as PC、Notebook、PDA, are commonly used by the salespeople in Taiwan’s Life Insurance Industry to facilitate the marketing activities. This study intends to examine how the individual characteristics of the salespeople and the related organizational characteristics which can make an impact on salespeople’s perception and usage intention of the SFA tools. This research collected data from 742 salespeople who implemented those SFA tools to support their sales activities. The major findings of this study can be summarized as the following： 1. With the exception of the position of the salespeople in his company, All the characteristics such as marriage status, education, income, working years, voluntariness, user involvement and management support have found to influence the salespeople’s perception of the SFA tools. 2. Favorable individual perception toward the SFA tools leads to positive perceptions, regarding the manner in which the SFA tools can increase work performance and the opportunity to prefer career assignment. 3. Favorable individual perceptions about the SFA tool and the positive perceptions, regarding the manner in which the SFA tool can assist them, will encourage the salespeople to use those SFA tools in the future.
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Chen, Liu-Ken y 陳劉根. "The Study on the Relationship between Service Quality and Product Sales for Life Insurance Companies". Thesis, 2014. http://ndltd.ncl.edu.tw/handle/27383532951716068801.
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碩士銘傳大學
風險管理與保險學系碩士在職專班
102
Customers increase their intensity to purchase products because of higher service quality is a commonly acceptable but seldom verified issue. We research life insurance companies which have intrinsic nature of service basis. Using the ratio of customers’ complaint as an indicator of service quality, we analyze the relationship between service quality and product sales. We find that, whether claims complaint or non-claims complaint, lower customers’ complaint results in higher product sales in terms of dollars and amounts. We also find that sales representative channel will increase higher product sales and enhance the negative relationship between service quality and product sales, especially for non-claims complaint. Sale of personal life insurance is more sensitive to customers’ complaint than group life insurance. Sales representative channel plays a limited role in group life insurance.
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盧鳳凰. "Research on New Product Sales in Life Insurance Industry-Take the Examples of Excellent Salesmen". Thesis, 2018. http://ndltd.ncl.edu.tw/handle/nmeuuc.
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碩士國立嘉義大學
管院碩士在職專班
106
Through in-depth interviews with the company’s outstanding staffs, this study explores the current overall market changes. How do they promote new products when front-line sales personnel plan products in contacting our customers. How will the company continue to innovate products? Highlighting the characteristics to achieve the goals of sales, we can then develop products and we shall be closer to our customers. The research conclusions of this study are as follows: (1) The commodity content structure needs to be specific to the people’s actual needs; (2) Product content needs to be closely tied to market pulsation; (3) The R&D jobs of new commodities are related to the degrees of acceptance about the commodities for company’s staffs; (4) Innovation perspectives are closely related to successful sales of goods; (5) Insurance commodity innovation must be prepared for the successful sales of goods. Through this study, we expect this research conclusions can provide benefits in developing new products for the case life insurance company. And we also hope to provide practioners with rich marketing implications for the case life insurance company in the future.
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Zhang, Zi-Qian y 張姿蒨. "A study on the Correlation between Personality Traits and Sales Performance in Life Insurance Company". Thesis, 2018. http://ndltd.ncl.edu.tw/handle/9vte7c.
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碩士淡江大學
保險學系保險經營碩士在職專班
106
The Taiwan Insurance Institute research shows that the penetration rate of insurance market in Taiwan is the second largest in the world and an average 2.4 life insurance policies per citizen in Taiwan. Although there are so diverse channels to buy insurance policies nowadays, the traditional agent channel is still one of the most important. Now the life insurance agents must process demand analysis for customers reasonably and professionally. The obvious personality traits of agent relate so much to the buying decision customer making. This study investigated some life insurance companys’ agents in Taipei and discussed the correlation between personality traits and sales performance. The valid questionnaire were analyzed and discussed with SPSS software. First, the recovery rate and sample data of are described, then the reliability test is performed, and finally the research hypothesis is present. The study found that the agent’s personality traits including emotion stability, affinity, self-esteem relate positively to sale performance. The background statistics show strong correlation between seniority, age and sale performance as well. Gender, on the other hand, has no relation. In conclusion, the senior or aged agents with better emotional stability, affinity and self-esteem may be considered as life insurance company’s talents.
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Lee, Yu-Li y 李育禮. "The Case Study of Key Successful Factors of Sales Training Program in a Life Insurance Company". Thesis, 2012. http://ndltd.ncl.edu.tw/handle/47fwwr.
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碩士國立東華大學
企業管理學系
100
In accordance with the statistics of the Life Insurance Association, the total amount of the Republic of China 2011’s annual “premium income” includes 377,495 million dollars from self-marketing system performance of life insurance company (accounting for 41.14%), 508,147 one million dollars from bank channel performance (accounting for 55.38%), and 31,945 million dollars from traditional insurance broker and insurance agent performance (accounting for 3.48%). The above information shows that insurance competition is getting fierce and cross-industry marketing makes traditional life insurance marketing system performance drop to 41.14%. Traditional life insurance team is still very important. According to the statistics, the life insurance salespersons are still main forces of health insurance and injury insurance. Traditional life insurance team still has the important responsibility to strengthen the protection-type insurance markets. Therefore, this study mainly focuses on the critical success factors for the life insurance team educational trainings. It is hoped to provide professional advice to industry, government agencies and the academics. In this study, the main method is to use of the Analytic Hierarchy Process (AHP) and KASH suggested by the United States Life Insurance Marketing Association. This paper also applies expert interviews to find the performance indicators for life insurance team educational trainings. Questionnaires for experts and scholars with Likert five-point scale are used to filter out the evaluation indicators which are used to establish the hierarchical structure measurement. Critical success factors affecting the educational training performance are identified via Analytical Hierarchy Process’ questionnaire collected information. Expertise, working attitude, marketing skills, and working habits are learned in the second layer of key factors. “Working habits” is accounted for 41% as the most important, followed by “working attitude" accounted for 31.8%, “marketing skills” accounted for 13.9%, and “Expertise" accounted for 13.3% as the least important. 29 research variables are listed and sorted according to their importance.
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Lu, Tai-Yi y 呂岱倚. "The Effect of Related factors on Innovative behavior in the Sales Team of Life Insurance Industry". Thesis, 2005. http://ndltd.ncl.edu.tw/handle/y7u386.
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碩士朝陽科技大學
保險金融管理系碩士班
93
The purpose of this study is on exploring the effect of team conflict style and cognitive style on the psychological contract and innovation behavior regarding the sales team of life insurers in Taiwan. In recent years, the diversification of the marketing accesses of life insurance products resulted from the establishment of financial holding companies has led to more intense competition in the salespersons’ performances. Thus, the objective of this study is on how the managers could strengthen the psychological contract of the employees and administer the team conflicts to enhance the innovation behavior, and provide the findings as the reference for practical team management. Questionnaire survey is adopted in this study, and specialists are invited in the questionnaire formulation process from the practical field for modifying the context to have the life insurance salespersons in Taiwan better understand the meaning of the questions. Reliability and validity analysis are also conducted for verifying the exterior validity of the questionnaire. Full-time salespersons from 22 life insurance companies are invited to participate in the survey. In an attempt to acquire the data of innovation behavior and team conflict style evaluated by the executives objectively, one executive and three salespersons in a team are taken as the sampling unit, and the number of sampling teams is determined respectively in accordance with the proportion of the registered field salespersons of every insurance company as of the end of 2003. In this study, actually, 360 pairing questionnaires are distributed to 120 teams, and a total of 216 questionnaires are returned from 72 teams. After discarding the invalid questionnaires of 10 teams, totalizing 186 questionnaires from 62 teams are valid, a return rate of 51.66%. With the valid returned questionnaires, descriptive statistic analysis is conducted for understanding the distribution of the individual background attribute of the sample data; One-way MANOVA for testing the difference analysis of cognitive style versus innovation behavior; canonical correlation analysis for testing the relationship between the dimensions of psychological contract and innovation behavior as well as the relationship between the dimensions of team conflict style and innovation behavior; hierarchical linear model for testing the multiple hierarchical effect of the conflict style of team hierarchy on the psychological contract and innovation behavior of individual hierarchy; and, finally, hierarchical regression analysis for testing the triple hierarchical interference effect of team conflict style and cognitive style on psychological contract and innovation behavior. According to data analysis, the following findings are concluded in this study: I. In the life-insurance sales teams, no direct correlated relationship is found between the dimensions of psychological contract or team conflict style and the dimensions of innovation behavior; and no significant difference is shown in the effect of cognitive style on innovation behavior. II. The task conflict style of team hierarchy has negative effect on “the relationship between relational psychological contract and innovation behavior”; while the process conflict style of team hierarchy has positive effect on “the relationship between relational psychological contract and innovation behavior.” III. Under the variable control of background, the negative interference effect of team relationship conflict style on “the relationship between transactional psychological contract and innovation behavior” will be effected by the strengthening interference of analytical cognitive style; and the positive interference effect of the process conflict style on “the connection between relational psychological contract and innovation behavior” will be effected by the weakening interference of analytical cognitive style.
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鄭雅馨. "Factors affecting agent’s adoption of door to door sales: some observations from Taiwan life insurance industry". Thesis, 2014. http://ndltd.ncl.edu.tw/handle/4eawbx.
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碩士逢甲大學
金融碩士在職專班
102
This study proposes a conceptual model on the antecedents of salespeople&;#39;s intention to engage in door-to-door sales activity. It examines how the intention is influenced by the salespeople’s extrinsic motivation, intrinsic motivation, self efficacy belief, ethical consideration, organizational commitment and perception of organizational support. For testing the conceptual model that depicted in the study, a sample of full time life insurance salespeople from three life insurance companies in Taiwan were recruited. Hierarchical linear regression analyses demonstrated that intrinsic motivation and self efficacy belief are especially important in forming the salespeople’s intention to engage in door-to-door sales activities. This study also showed that job position may decrease the intention to adopt the sales techniques. Very few studies discussed insurance salespeople’s intention to adopt door to door sales activities. The results of this research, therefore, could have some positive implications for sales management and training program in the life insurance industry.
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Wu, Jhao-yi y 吳昭毅. "A Study on the Type A Personal Characteristic and Adaptive Selling on Life Insurance Sales Performance". Thesis, 2008. http://ndltd.ncl.edu.tw/handle/64844197873620170609.
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碩士逢甲大學
風險管理與保險研究所
96
This study has chosen life insurance sales to be the subject to explore the effect of life insurance sales'' type A personal characteristic and adaptive selling(adaptive selling ability,adaptive selling motive,adaptive selling behavior) on their sales performance. This study picks the questionnaire survey method.There are 221 samples. In this study,the SPSS10.0 statistics software were used to analyze the sample,include frequency distribution,factor analysis,reliability analysis,descriptive statistics,analysis of variance,Pearson product-moment correlation analysis,multiple regression analysis. So as to find out the relationship of type A personal characteristic,adaptive selling and sales performance. The result finds that: 1. The relationship between type A personal characteristic and sales performance are not significient. 2. The better the adaptive selling ability, the better will his (or her) sales performance will be. This study thought,the relationship between adaptive selling ability and sales performance are significient. 3. The relationship between adaptive selling motive and sales performance are not significient,so no matter his (or her) adaptive selling motive strong or weak,it''s not helped for sales performance. 4. The relationship between adaptive selling behavior and sales performance are not significient, so no matter his (or her) adaptive selling behavior strong or weak,it''s not helped for sales performance.
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Chen, Joe y 陳志昌. "A Study of demographic variables,job stress and performance - sales of life insurance as an example". Thesis, 1993. http://ndltd.ncl.edu.tw/handle/91802975211861042575.
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Chang, Kuang-Yu y 張光宇. "An Empirical Study on the Factors of Affecting Sales Channel Adoption in Taiwan Life Insurance Industry". Thesis, 2013. http://ndltd.ncl.edu.tw/handle/42056864060151134880.
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碩士國立交通大學
管理學院財務金融學程
101
This article aims to find out factors which affect life insurance companies channel adoption in Taiwan by logistic regression. The 112 observations employed in this paper are collected through 28 life insurance companies in Taiwan from year 2009 to 2012. The study divides dependent variable into direct or indirect channel and set two groups of independent variables to measure their influence. The first group called product variable includes traditional life policy, accident and health policy, investment linked policy, and annuity. Another group called financial variable includes size, new business expense ratio, investment return ratio, and risk based capital ratio. Two dummy variables, foreign and financial holding company subsidiary, are considered within financial variable as well. The conclusions are drawn as follows. (A) Companies with higher sales ratio of accident and health policy, investment linked policy, and annuity are more likely to use indirect channel. (B) Companies with bigger size and higher new business expense ratio are more likely to use direct channel. A positive relation between financial holding company subsidiary and indirect channel is confirmed. (C) If measuring two groups of variables influence at the same time, the connections between annuity sales ratio, financial holding company subsidiary, and company size and channel adoption are still significant as measuring influence by individual group. (D) Financial variables connections with channel adoption are more stable than product variables connections.