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壽險業務員之佣金績效分析

Commission Performance Analysis of Life Insurance Sales

作者:林曉眞
畢業學校:國立高雄第一科技大學
出版單位:國立高雄第一科技大學
核准日期:2016-01-14
類型:Electronic Thesis or Dissertation
權限:Copyright information available at source archive--nkfust....

中文摘要

本研究利用Pearson相關檢定、偏F檢定、迴歸分析等統計方法,評估2014年某壽險公司南區360名業務員的佣金績效表現,採用業務員的保費、件數、實動次數佔率、訓練參與率、職級、性別等自變數因子分析對應變數佣金績效的影響。Pearson相關分析結果顯示自變數等因子與佣金績效皆有顯著相關性。偏F檢定結果顯示職級和其他自變數的交互作用是會影響佣金績效的,而性別的交互作用不存在。迴歸分析結果顯示業務主管的佣金績效表現高於一般業務員。而在其他條件不變之下,保費、實動次數佔率增加時佣金績效也會隨之提高;但件數、訓練參與率對於佣金績效卻為負向影響。
本研究發現保費、實動次數佔率及主管職級者皆會影響並增加佣金績效的表現。研究結果可做為公司於制訂獎勵條件時的參考依據。

英文摘要

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.


召集委員 - 翁銘章

委員 - 林明俊

指導教授 - 陳青浩


 

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