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保險業務員人格特質與成就動機及主管領導型態對業務績效影響之研究 = Th...

國立高雄大學國際高階經營管理碩士在職專班(IEMBA)

保險業務員人格特質與成就動機及主管領導型態對業務績效影響之研究 = The Impact of Salesman’s Personal Characteristics, Achievement Motivation, and Manager’s Leadership Styles on Salesman’s Performance：The Case of Southern Division of T Insurance Company : 以T人壽公司南部事業處為例

紀錄類型:	書目-語言資料,印刷品 : 單行本
並列題名:	The Impact of Salesman’s Personal Characteristics, Achievement Motivation, and Manager’s Leadership Styles on Salesman’s Performance：The Case of Southern Division of T Insurance Company
副題名:	以T人壽公司南部事業處為例
作者:	陳秋玲,
其他團體作者:	國立高雄大學
出版地:	[高雄市]
出版者:	撰者;
出版年:	2012[民101]
面頁冊數:	10, 86面圖，表格 : 30公分;
標題:	保險業務員
標題:	Insurance salesmen
電子資源:	http://handle.ncl.edu.tw/11296/ndltd/80951051885971261734
附註:	參考書目：面78-80
附註:	附錄：問卷調查表
其他題名:	以T人壽公司南部事業處為例
摘要註:	本研究之主要目的為探討保險業務員人格特質與成就動機及主管領導型態對業務績效影響之研究。本研究以T人壽保險公司南部事業處之業務員為研究對象，採用問卷調查方式收集364份有效問卷，運用敘述性統計、獨立樣本t檢定、單因子變異數分析與Pearson相關檢定分析資料，將結果歸納整理出以下結論：一.壽險業務員人格特質之外向性及謹慎性，對於月平均佣金收入、月平均承保件數及年所得呈現顯著相關。二.壽險業務員成就動機中之完美取向與競爭取向，對於業務績效中之月平均佣金收入、月承保件數及年所得均呈現顯著相關，成就動機中之挑戰取向與業務績效之月平均承保件數雖為正相關，但未達統計水準，又與年所得、月平均佣金收入呈現正相關。三.主管領導型態之放任型領導、交易型領導與其月平均佣金收入、月平均承保件數、年所得雖為正相關，但均未達顯著水準，其中轉換型領導，月平均承保件數及年所得呈現顯著水準之正相關。四.壽險業務員個人背景中婚姻狀況及年齡，與其業務績效有顯著相關，但性別及不同教育程度對業務績效較無顯著差異。期盼透過此研究數據提供壽險業在招募人才、輔導、培育計畫及教育訓練之依據，並更加了解影響業務績效之相關因素，以提供未來業務發展之參考。 The purposes of this study is to investigate the impact of salesman’s personal characteristics, achievement motivation, and manager’s leadership styles on salesman’s performance taking the southern division of T insurance company as the research target. After collecting 364 valid questionnaires, we applied descriptive statistics, independent sample t test, one-way ANOVA (analysis of variance), and Pearson correlation test to conclude the following findings: 1.There are significant correlation between salesman’s personal characteristics (of both extroversion and caution) and their business performances (in terms of either average monthly commission, or average monthly cases, or annual income).2.The perfect and competitive tendencies of insurance salesman’s achievement motivation have shown significant correlation with salesman’s performances in terms of average monthly commission, average monthly cases, and annual income. Even the challenge tendency of salesman’s achievement motivation has come out a positive correlation with average monthly cases underwritten, it is statistically insignificant, however, it is positively correlated with annual income and average monthly commission. 3.Even the loose, and trading leaderships of manager’s leadership styles are positively correlated with average monthly commission, average monthly cases, and annual income, they are all insignificant. However, there exist significantly positive correlations between transformation leadership vis-à-vis average monthly cases and annual income.4.The insurance salesman’s marital status and age have shown significantly positive correlation with their business performance, but there exist insignificant differences of business performance on salesman’s gender and education level.We deeply hope the conclusions above will provide the insurance company useful bases in recruiting new members, forming assistant and cultivation programs, and doing education trainings, as well as give the insurance company a better understanding of the correlated factors vis-à-vis business performance so as to offer reference in business development in the future.

保險業務員人格特質與成就動機及主管領導型態對業務績效影響之研究 = The Impact of Salesman’s Personal Characteristics, Achievement Motivation, and Manager’s Leadership Styles on Salesman’s Performance：The Case of Southern Division of T Insurance Company : 以T人壽公司南部事業處為例
陳, 秋玲

保險業務員人格特質與成就動機及主管領導型態對業務績效影響之研究 = The Impact of Salesman’s Personal Characteristics, Achievement Motivation, and Manager’s Leadership Styles on Salesman’s Performance：The Case of Southern Division of T Insurance Company : 以T人壽公司南部事業處為例 / 陳秋玲撰 - [高雄市] : 撰者, 2012[民101]. - 10, 86面 ; 圖，表格 ; 30公分.
參考書目：面78-80附錄：問卷調查表.
保險業務員Insurance salesmen

保險業務員人格特質與成就動機及主管領導型態對業務績效影響之研究 = The Impact of Salesman’s Personal Characteristics, Achievement Motivation, and Manager’s Leadership Styles on Salesman’s Performance：The Case of Southern Division of T Insurance Company : 以T人壽公司南部事業處為例
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