探討保險業務人員之關鍵成功特質 —以台灣百萬圓桌(MDRT)業務菁英為例

CCUR > College of Business > Department of Business Administration & Graduate Institute of International Business Administration > Thesis > Item 987654321/52499

Please use this identifier to cite or link to this item: https://irlib.pccu.edu.tw/handle/987654321/52499

Title:	探討保險業務人員之關鍵成功特質 —以台灣百萬圓桌(MDRT)業務菁英為例 Research on the key characteristics of insurance solicitor success—Take elite salesperson of Taiwan MDRT as an example
Authors:	陳秀苗
Contributors:	國際企業管理學系碩士在職專班
Keywords:	保險業(insurance industry) 成功關鍵特質(key successful traits) 個案訪談(case interview) 德菲法(Delphi method)
Date:	2021
Issue Date:	2023-06-13 14:49:35 (UTC+8)
Abstract:	台灣保險從業人員的入行門檻相對容易但淘汰率非常高，因此保險業務菁英往往成為壽險公司是否獲利的最重要關鍵，本研究將探討MDRT 保險業務菁英其人格特質對壽險業務工作績效的關係，可以幫助壽險業者更了解保險業務菁英的成功特質外，未來公司教育訓練課程規畫也能有參考依據。本研究透過問卷調查及15 位MDRT 保險業務菁英深入訪談後可以發現，這些保險業務菁英所擁有最多的共同先天特質為熱忱、同理心及企圖心；而在後天特質的部分則是終身學習、自我設定高達成目標以及感恩的心。本研究發現MDRT 保險業務菁英的「學習態度」及「目標設定」與工作績效表現有著正向關係，績效越好的MDRT 保險業務菁英，在專業課程則是願意投入較多學習成本來提升各領域知識。 For insurance workers, it is relatively not difficult to enter the insurance industry in Taiwan,but the turnover rate is rather high. Whether insurance companies can retain insurancebusiness elites becomes one of the critical points for insurance companies’ profitability. The research is to explore the relationship between the characteristics of MDRT insurance business elites and insurance sales performances, which is expected to help provide insurers not only with better understanding of the successful characteristics of MDRT insurance business elites,but also with reliable resources for insurance training programs. Through a questionnaire and in-depth interviews with 15 MDRT insurance business elites, the research found that the innate traits that MDRT insurance business elites share the most are passion, empathy, and ambition, the acquired traits are continued learning, high self-achievement,and gratitude. The research also found that attitude toward learning and objective setting have positive relationship with work performances. MDRT insurance business elites with better performances are inclined to invest in themselves further to enhance their knowledge from various fields. themselves further to enhance their knowledge from various fields.
Appears in Collections:	[Department of Business Administration & Graduate Institute of International Business Administration ] Thesis

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