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組織文化對業務員自我成就與定著之影響 = The Influence o...

國立高雄大學國際高階經營管理碩士在職專班(IEMBA)

組織文化對業務員自我成就與定著之影響 = The Influence of Organization Culture on Salesmen’s Self-achievement and Turnover：The Case of Southern Division of T Insurance Company : 以T人壽保險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 Influence of Organization Culture on Salesmen’s Self-achievement and Turnover：The Case of Southern Division of T Insurance Company
副題名:	以T人壽保險公司南部事業處為例
作者:	方毓毅,
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:	7, 95面圖，表格 : 30公分;
標題:	組織文化
標題:	Organization culture
電子資源:	http://handle.ncl.edu.tw/11296/ndltd/59343232420847295376
附註:	參考書目：面88-91
附註:	含附錄
其他題名:	以T人壽保險公司南部事業處為例
摘要註:	對保險公司而言，業務員的高離職率，除了公司形象受損，人員培訓成本的增加，保單繼續率的下降，人員流動的頻繁，更顯示業務員對公司缺乏認同感，有礙於業務的發展，更不利於組織的經營及企業文化的塑造，因此公司應設法使業務員的離職率降到最低。擁有一批優秀的直營部隊是每家壽險公司引以為重，視為永續發展的命脈。以台灣地區T人壽保險公司南部事業處業務員為抽樣對象。問卷發放對象採用便利抽樣的方式。以個案保險公司之通訊處業務人員為對象；發放五個通訊處，總共回收有效問卷200份。本研究主要架構可分為組織文化、自我成就與定著等三大構面。本研究採用獨立樣本 t 檢定、單因子變異數分析、Pearson相關性檢定分析與多元階層迴歸方法，探討壽險業務員組織文化知覺、自我成就與人員定著意願之間的關係並用以瞭解自變數和因變數的直線關係。研究結果顯示，平均月薪是影響壽險業務人員自我成就與人員定著意願的重要因素，可見壽險企業要提升業務人員自我成就感和人員定著意願，可以通過加薪的破壞性創新方式來留住高素質的人才。理性型文化、共識型文化和階層型文化對壽險業務人員定著意願具有顯著的正向影響，其中共識型文化的正向作用最大。共識型的企業文化可以讓員工充分參與企業內部事務，進而將員工所關心的內容與企業所關心的內容聯繫起來，提高了企業內部的凝聚力，增強了企業員工的責任感。因此共識型的企業文化最有利於提高員工的留職承諾和價值承諾。 For the insurance companies, salesmen’s high turnover rate not only harms the corporation imagine but increases the training costs and decreases the persistency rate of insurance policies. Frequent salesmen’s turnover also represents the lack of identification of the salesman towards insurance company resulting in disadvantages for business development, organization administration, and building of corporation culture. Therefore, the insurance company should try to reduce the salesman turnover rate as low as possible. Having a troop of outstanding and directly operating salesmen is quite important for all insurance companies so as to maintain sustainable development.This study surveys the southern division of T insurance company using convenience sampling method to distribute questionnaires to salesmen of 5 subdivisions. There are 200 valid questionnaires collected. The major analysis framework of this study consists of three dimensions, i.e., organization culture, self-achievement, and turnover.This research applies independent sample t test, one-way ANOVA (analysis of variance), Pearson correlation test, and multiple hierarchical regression to investigate the relationship among organization culture, self-achievement, and salesmen’s stay willingness, and to understand the linear relationship between independent and dependent variables.Empirical results show that the average monthly salary is an influential and important factor to salesmen’s self-achievement and willingness of staying. Therefore, to promote salesmen’s self-achievement and stay willingness the insurance company may use disruptive innovation of salary raising strategy to keep the high quality salesmen staying on. Rational type, consensus type and hierarchical type of organization cultures all have significantly positive influences on salesmen’s willingness of staying, and among them, the consensus type of culture has the largest effect. Since the consensus type of culture enables the salesman to involve in company’s internal affairs, it then commutes of what salesmen and business both care about, improves the internal cohesion in company, and enhances the responsibility of employees. Thereby, the consensus business culture is the most beneficial type of organization culture in strengthening employee’s value commitment and retention commitment.

組織文化對業務員自我成就與定著之影響 = The Influence of Organization Culture on Salesmen’s Self-achievement and Turnover：The Case of Southern Division of T Insurance Company : 以T人壽保險公司南部事業處為例
方, 毓毅

組織文化對業務員自我成就與定著之影響 = The Influence of Organization Culture on Salesmen’s Self-achievement and Turnover：The Case of Southern Division of T Insurance Company : 以T人壽保險公司南部事業處為例 / 方毓毅撰 - [高雄市] : 撰者, 2012[民101]. - 7, 95面 ; 圖，表格 ; 30公分.
參考書目：面88-91含附錄.
組織文化Organization culture

組織文化對業務員自我成就與定著之影響 = The Influence of Organization Culture on Salesmen’s Self-achievement and Turnover：The Case of Southern Division of T Insurance Company : 以T人壽保險公司南部事業處為例
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