| 摘要: | 本研究旨在探討人文科系畢業生生涯轉換至服務業的生涯轉換原因、調適內容、以及就業力，並以壽險業務人員作為範例。近年台灣高等教育過度擴張，導致學歷貶值的現象。目前全球經濟衰退，台灣經濟面臨轉型時期，大學畢業生失業率高，尤其人文科系畢業生要在原專長領域求職非常困難，反觀服務業（壽險業為例）其進入門檻低、待遇及升遷有彈性、人力需求量高，是人文科系畢業生可嘗試挑戰的行業，但真正敢嘗試並適應順利者很少，故本研究旨在找出生涯轉換的成功範例，分析其生涯轉換的原因、所需的調適以及就業力。
文獻探討為生涯轉換理論、保險與保險工作、就業力與壽險業務人員就業力、就業力的相關研究、服務業的就業力之探討。研究方法為敘說研究中的生命故事（life story），半結構式的深度訪談所集成的生命故事，能呈現豐富且多元的出生涯轉換的歷程。抽樣方式以立意抽樣三位人文科系畢業生，現職為壽險業務人員，保險工作為畢業後兩年內的工作且已做滿三年或以上。以壽險公做為長期定向者，資料分析採編碼、歸納、抽取主題等方式，建構研究參與者的生命故事、生涯轉換的原因、調適內容以及就業力。
研究結果如下：
一、 影響人文科系大學畢業生轉做壽險業務人員生涯轉換的原因有7項，分別為「不喜歡或不容易找相關工作」、「保險工作門檻低」、「保險工作薪水與升遷有彈性」、「對保險工作抱持中性或正向看法」、「具有勇於接受挑戰的人格特質」、「有社團、工讀等成功經驗」、「有機會試探保險助理」。
二、 人文科系大學畢業生轉做壽險業務人員生涯轉換的調適內容有12項，分別為「業務工作角色的調適」、「由固定工時到不固定」、「放下身段主動行銷」、「邊做邊學」、「初期薪資不穩定」、「找不到客戶的壓力調適」、「不敢向親友或熟人開口的壓力調適」、「倫理上的挑戰:是要賣客戶需要的產品，還是好賣的產品」、「在利益與助人中擺盪」、「面對社會刻板印象的壓力調適」
三、 人文科系大學畢業生轉做壽險業務人員所需要的就業力包括「人際經營能力」、「保險專業能力」兩大構面，在人際經營能力中包含快速建立並維持關係、討人喜歡、有支持性的親友關係，在保險專業能力中包含好的工作態度、情緒管理、保險專業學習能力、願意改變自己、人際溝通能力。
最後，根據研究結果提出具體建議，供未來人文科系大學生或畢業生生涯轉換至壽險業務人員或至服務業之參考，以及為對未來相關研究給予建議。
This study investigates the reason why graduates from the College of Humanities transfer their careers to service industry, their adaptation to the new career, and their employability; and insurance sales is took for case study. Over expansion of higher education in Taiwan causes credential inflation. Due to global economic depression and the Taiwan economy in transition, the number of unemployed graduates is high, especially for graduates from College of Humanities. It is very difficult for them to find jobs in the field of Humanities; however, they prefer to choose challenging jobs such as service industry (e.g. life insurance) in which the threshold is low, income and promotion are flexible, and the demand of human resources is high. In spite of above benefit, successful cases are rare. This objective of this study is to find successful examples, and to analyze their motivation to transfer their careers to others, and their
necessary adaptation and employability.
Literature review focuses on the theories of career transition, insurance, employability of insurance sales agents, and employability of staff involving in service. The methodology includes depicting the life story composed by semi-structured interview, showing splendid and various histories of career transition. Purposive sampling is conducted for three graduates from College of Humanities who participated insurance career in two years after graduating and have worked for at least three years. Data analysis is performed by open-coding, inducing, summarizing
general themes, then constructing stories of participants.
The results show that there are seven reasons for graduates from College of Humanities to work as insurance sales agents: 1) dislike or unemployment from jobs associated with humanities, 2) low threshold of insurance sales agents, 3) flexibility of the salary and promotion as working as insurance sales agents, 4) neutral or positive perspective toward the career of insurance, 5) characteristic of challenging themselves, 6) successful social or part-time experience, and 7) the opportunities to work as insurance assistant. What they need to do for adaptation to career transition includes 1) adaptation of being salesman, 2) transition from regular working hours to irregular working hours, 3) promoting products humbly, 4) learning by doing, 5) unstable income in the early stage, 6) adaptation of working pressure when there is no client, 7) adaptation of working pressure while salesmen dare not to advertising their product to their family members, 8) ethic issues: selling products meeting clients’ demand or selling good products, 9) struggling with benefits or conscience, and 10) adaptation of
working pressure when salesmen deal with the stereotype of insurance sales agents
The employability of graduates from College of Humanities who transfer to work as insurance sales agents includes interpersonal management and profession of insurance. The interpersonal management involves quickly establishing social relationship, easily get along with people, and good family relationship supporting to work as insurance sales agents. The profession of insurance involves good working attitude, high EQ management, high learning ability toward the profession of insurance, strong motivation to changing themselves, and good communication skills. Finally, according to research results, suggestions are provided for future studies and future students or graduates from College of Humanities who plan to transfer their
careers to insurance or service sector.
Keywords: career transition, life insurance services, adaptation, employability |
