Thesis (Ph. D.)--University of Virginia, 1987. / Includes bibliographical references (leaves 225-243). Also available online through Digital Dissertations.

Tyrimo objektas – Lietuvos gyvybės draudimo įmonės. Tyrimo dalykas – Lietuvos gyvybės draudimo įmonių veikla. Darbo tikslas – išskyrus pagrindinius vertintojus ir jų tikslus, parinkti vertinimo kriterijus ir įvertinti Lietuvos gyvybės draudimo įmonių veiklą. Uždaviniai: 1) įvardinti gyvybės draudimo reikšmę, privalumus bei identifikuoti pagrindines gyvybės draudimo įmonių vertinimo problemas; 2) nustatyti gyvybės draudimo įmonių vertintojus, suformuluoti jų tikslus bei numatyti gyvybės draudimo įmonių vertinimo kriterijus; 3) parengti gyvybės draudimo įmonių vertinimo metodiką; 4) pagal parengtą metodiką, įvertinti Lietuvos gyvybės draudimo įmones. Tyrimo metodai – mokslinės literatūros analizė ir sintezė, loginė analizė ir sintezė, lyginamoji analizė, horizontalioji ir vertikalioji analizė, apibendrinimo ir reitingavimo metodai. Tyrimo rezultatai – atlikus mokslinę Lietuvos ir užsienio literatūros analizę, išanalizavus Lietuvos draudimo įstatyminę bazę bei valstybinės draudimo priežiūros komisijos teikiamus duomenis, buvo atrinkti penki gyvybės draudimo įmonių vertintojai, nustatyti jų vertinimo kriterijai ir rodikliai, pagal kuriuos buvo sureitinguotos ir įvertintos Lietuvos gyvybės draudimo įmonės bei numatytos tendencijos. / Research object – Life insurance companies in Lithuania. Research subject – The practice of Life insurance companies in Lithuania Research aim – except the main estimators and their goals, select the criterions and evaluate the life insurance companies in Lithuania. Objectives: 1) specify the meaning of life insurance, its advantages, and identify the main evaluation problems of life insurance companies; 2) except the main estimators of life insurance, formulate their goals and predict the criterions of evaluation; 3) frame the methodology of evaluation of life insurance companies; 4) according to the methodology, which was prepared, evaluate the life insurance companies. Research methods – the analysis and synthesis of scientific literature, logical analysis and synthesis, comparable analysis, horizontal and vertical analysis, methods of summation and rating. Research results – doing the analysis of Lithuanian and foreign scientific literature, Lithuanian insurance law base and national insurance supervision commission information, helped to sort five estimators of Life Insurance companies, to identify their criterions and indexes. In accordance with them the Life insurance companies were rated, evaluated and the tendencies were forecasted.

國人對國內與國外旅行平安險有一定之需求，且約有六成係透過保險公司業務員購買，且此旅行平安險業務對保險公司為有價值之業務，遂引發本文之研究動機。加上由相關文獻探討可知，近年來有許多文獻係以消費者購買旅行平安險之購買意願或購買行為為探討主題，但尚無以保險業務人員角度探討對旅行平安險之銷售意願或如何提高銷售績效之研究，且亦無以保險業者角度探討如何經營旅行平安險業務，故更加引發本研究動機。所以此次研究目的為探討壽險業務人員對旅行平安險的銷售意願及銷售績效，並透過深度訪談及問卷調查方式深入研究，最後進一步提出可供壽險公司經營旅行平安險之各項行銷綜合性建議，本研究問卷調查結果顯示如下： 一、旅行平安險之業務屬性方面：此險為客戶有國內、外旅遊活動，才有投保之需求或產生投保的動機，非業務人員可主導或強力刺激客戶需求的業務。故較徧向「客戶主導」，但非「業務人員主導」的業務屬性。 二、投保通路方面：1.「保險公司業務人員」為主要投保通路。2. 透過「業務人員投保」或「電話投保」為現行或未來主要投保方式。 三、業務人員之銷售意願方面：1.「客戶主動投保」為業務人員銷售旅平險之主因。2.業務人員主動銷售時，則以「自身利益導向」即佣金及計績比例高低為主要考量。3.「商品多樣化」及「佣金」為鼓勵業務人員更主動銷售旅平險之主因。 四、商品內容方面：1.若客戶無預算考量，需保障最完整無缺口，包含產壽險旅平險。2.若客戶有保費預算限制下，旅平險至少應包含意外醫療險及海外突發疾病醫療險。 五、消費者心理方面：「已有刷卡附贈之旅平險」為客戶不願意購買旅平險之主因。 六、促銷策略方面：1.對客戶之促銷活動相較對業務人員本身之促銷來得較有效。2.尤其對客戶促銷活動中，以「客戶投保旅平險贈送產險旅遊不便險」為最主要有效之旅平險促銷活動。 關鍵詞：旅行平安險、壽險公司、銷售意願、銷售績效 / People have certain demand to the domestic and the overseas travel insurance, also 60% of the travel insurance policy are sold through agency channels, and from the profit aspect, this business bring significant contribution to the insurance company is a notorious fact, then this is to cause the motivation of this research. Recall the historical literatures, nearly many literatures are related with the purchase intention or behavior of customers for the travel insurance as the discussion subject, however, there is lack of the theses from the point of view of the insurer or the salesperson angle to enhance the sales achievements or how to run effectively business, and also this is to cause the motivation of this research. Therefore this research goal is to discuss the selling intention and performance of life insurance salesperson for travel insurance, through the methods of the depth interview and the questionnaire survey, finally further proposed the marketing comprehensive suggestions for the life insurance company to run this travel insurance business. The results of this research questionnaires and study are presented as following: I.The aspect of the travel insurance business ：When the customer has domestic or overseas travel, only then has demand of the insurance or has the insurance motive；it’s not the salesperson may lead or the forcedly stimulate the customer demand .Therefore approaches “the customer leadership”, but not “the salesperson leads” business . II.The aspect of the insurance channel：1. “The insuring through the salesperson of insurance company” is the main insurance channel. 2. Through insurance salesperson or the telemarketing is for present or the future main insurance way. III.The aspect of the salesperson selling intention：1.“The customer initiative insurance” is the principal factor of the selling the travel insurance for the salesperson. 2. When the salesperson sells on own initiative, “own benefit guidance” is as the main consideration, concerning the commission and the sales proportion. 3. “Product diversification” and “commission” is principal factor to encourage the salesperson selling the travel insurance. IV.The aspect of the product：1.If the customer non-budget consideration, the protection must be complete and does not have the gap, including the life insurance and property insurance product. 2.If the customer has the insurance premium to budget under the limit, the travel insurance should contain at least the accidental medical policy and the overseas suddenly disease medical policy. V.The aspect of the customer psychology：“To obtain the travel insurance as a free gift using the credit card” is principal factor to not be willing to purchase the travel insurance for the customer. VI.The aspect of the promotion strategy：1.The promotion for customer is more effective than for salesperson. 2.Especially to customer promotion, “To obtain the traveling inconvenient coverage as a free gift buying the travel insurance” is the most main and effective promotion. Key words: Travel Accident Insurance, Life Insurance Company, Selling Intention, Selling Performance

過去二十年以來，美國金融機構的財務狀況不斷遭遇挑戰，許多同業或相關行業紛紛發生財務危機甚至破產，其間不乏一些知名大公司，探究原因發現利率是大元凶，因在一九七Ｏ年代末至一九八Ｏ年代利率產生劇烈變化，面對利率如此驟變，對其業務與利率有息息相關的金融保險機構而言，無疑是極大考驗，為此各種金融創新的商品亦陸續出籠，但亦產生新風WP在未尋求避險工具下暴露出金融機構對於利率風險的管理仍有所欠缺。且在金融自由化、國際化施政方針之下，利率自由化及金融商品創新之陸續推展，利率顯得較具變動性，主管機關為維持保險公司之清償能力，對此一風險勢必應加以注意，以免保險業因利率風險變動造成巨額虧損影響保戶權益甚或影響其清償能力。 而資產負債管理係維持現金流入與現金流出量相等Cash Flow Matching，避免利率風險、流動性風險及再投資風險；資產負債管理有別於傳統財務管理方法，其具有下列特色：□重視資產負債表資產與負債二方面的關連性；□在達成可接受的投資報酬之際，同時兼顧利率風險；□促使資產管理人員(投資部門)及保險商品管理人員(精算及行銷部門)的連繫協調，進而使投資策略及商品策略之運作能相互配合；□有益於新產品開發及管理；□最終可促使獲利能力提昇，進而穩定獲利模式並促使公司穩定成長。 資產負債管理方法，包括獲利力分析(Profitability Analysis)、利率分析(Rate / Volume Analysis)、期間分析(Duration Analysis)、Gap Analysis 等，其中較廣為使用者為：□平均存續期間(Duration) ；□利率期貨（Interest RateFutures)；□股價指數期貨（Stock Index Futures）；□息票內化法（Internal Coupon Stripping）；□利率交換（ Interest Rate Swaps ）；□資產負債的區隔(Segmentation of Assets/Liabilities)；□現金流量情境分析（Cash Flow Projection under Multiple Economic Scenarios）。以監理立場考量，選擇採用的資產負債管理方□k除須顧及壽險公司之利率風險外，尚須考慮其流動性及收益性，在我國正漸漸鬆綁金融政策及邁進國際化之際，不宜對壽險公司之監理政策採取過於嚴謹手段，而平均存續期間之方法除可包融其他資產負債管理方法並可加以綜合運用，故便針對平均存續期間方法詳加介紹。 經上述之分析討論後，若要此資產負債管理分析落實及在不對壽險公司予以過多限制下，在壽險監理上應如何規範呢？歸納結果如下：□對於模擬之利率設定，採用一綜合式規定，每期依市場狀況指定2至3種利率，其餘數種由各公司視情況選用；□避免壽險公司過多困擾及考量我國目前尚無採用市價會計之實力下，仍以法定會計原則作為衡量標準，惟對於預期交易量將日益增多之衍生性金融商品，應要求於財務報表中揭露交易活動之質與量，且當實際結果有損失部分應於報表內表達；□要求壽險公司作區隔化，便於作預測及現金流量管理，且因應我國未來人口結構老齡化之年金。 商品開始販售之年金保險，其性質不同於一般之壽險商品區隔化更有其必要。有關免疫化的分析報告於利率環境變動不大時，每季提出並須經由會計師、精算師複核簽證及每月提出資產變動情況報告；若利率產生遽烈變動(如3%)時應於一個月內再作調整及編製免疫化分析報告，以避免影響壽險公司之穩定性；□對於壽險公司平均存續期間差距情況作一評等，列入經營風險評估及稽核抽檢之考量；有關平均存續期間之分析報告採不對外公開形式。

台灣壽險業自1987年開放美商進入市場，及1993年開放國人設立保險公司後，產業蓬勃發展，截至今年止，已有逾30家壽險公司，競爭激烈。在此競爭的情況下，如何開創公司的藍海，避免在紅海裡廝殺，公司的營運模式策略將會影響公司未來的發展；且因壽險商品本就屬不具專利權的金融商品，同業間商品的模仿甚易，再加上金融產業疆界日益模糊，跨業交叉銷售成為一新趨勢，故壽險公司之競爭大部份決定於公司的營運模式的選擇與發展。另，就以LIMRA在2003年對美國壽險公司CEO的調查中顯示 ，該調查的最高管理階層認為，其未來工作中面臨四項最大的挑戰，其中營運模式、通路發展即為其中之一，可見該要素對現今公司策略的重要性。 因此，各家公司採取何種營運策略、模式，實就影響該公司的營運績效與未來成就；並且從該公司的營運模式策略，可以觀之是否能永續經營。尤其，壽險產業是確保客戶人生的風險保障，提供客戶長期承諾的行業，經由所提供的服務，使保戶能獲得財務上的安全，並且得到心靈上的平和。壽險公司能如何能信守對客戶的長期承諾，而不是短線經營，短期獲取利益，實值得好好深思與探討。 本研究將透過國內壽險市場的發展與現況分析，試歸納出目前壽險產業的營運模式，並藉由個案公司保德信人壽的研究，分析其營運模式策略與該公司之經營績效。且透過個案公司與其他公司-全球、紐約人壽的經營指標比較，及金融海嘯對其影響之因素，來探討在不同營運模式策略下，各自的營運成效，並試著從中研究、探尋壽險業較適之營運模式。 另經由此研究對個案公司及對壽險業，提出個人的淺見與建議，以供個案公司、業界做為日後的參考，並亟盼未來我國壽險市場運作能更加健全與蓬勃發展。 關鍵字：保德信人壽、壽險顧問、營運模式、策略 / Since its opening up to American insurers in 1987 and then to private domestic insurers in 1993, the Taiwan life insurance industry has thrived and now consists of more than 30 firms engaged in fierce competition. Given such a competitive market, it is crucial to develop blue ocean strategies and avoid price wars. Business strategies and corresponding business models will have an important impact on the future of a firm. As life insurance is not a patented financial product, it is very vulnerable to imitation by other firms. Moreover, the boundaries of the financial sector are becoming less defined and cross-industry selling is the latest trend. As a result, competition among life insurers is mainly determined by the selection and development of business models. According to a 2003 survey conducted by LIMRA on CEOs of American life insurers, management at the highest level believed that business models and distribution channel development would be the greatest challenges for them in the future, highlighting the importance of these factors on companies’ strategy. Therefore, the selection of business strategies and models has a real impact on the current and future performance of a firm and reflect its potential for sustainable development. The life insurance industry is in the business of offering long-term risk protection, providing the insured with financial security and peace of mind. How life insurance companies can focus on keeping their promises to clients over the long term, as opposed to simply seeking short terms gains, is a subject worth considering. This study will analyze the current state and development of the domestic life insurance market and summarize the business models presently employed. A case study of Prudential Life Insurance Company of Taiwan will further provide an analysis of its business model and performance. A comparison is made between the case study and other firms, including TransGlobe and New York Life Insurance Taiwan, and with respect to the impact of the financial crisis in order to discuss individual performance under different business models and propose optimal business models for life insurers. Keywords: Prudential Life Insurance Company of Taiwan, Lifeplanner, Business model, Strategy

近年來台灣的市場利率持續下滑，可能造成保險公司無法實現對被保險人之高預定利率的保單給付承諾，利率風險已經成為壽險公司是否能繼續經營之重要關鍵。壽險公司如未能衡量利率變動風險而貿然推出保單，將對財務造成極大的負擔，不但會影響公司清償能力，亦會對社會造成衝擊，因此壽險公司應先衡量現在及未來將面臨多大的利率風險，做適當資產負債管理，以避免將來失卻清償能力。 　　本研究利用財務上平均存續期間（duration）觀念與Barney（1997）所提出之K值來衡量利率風險，以民國87-89年財務報表資料，實證研究利率風險會對那些經營指標產生影響，以喚起業界對於利率風險之重視。研究結果發現： 　　1.利率風險對於壽險公司之投資報酬率、股東權益報酬率有顯著的影響，並且呈負相關。 　　2.利率風險對於壽險公司之流動比率無顯著相關；與負債比率有顯著之正相關。 　　3.利率風險對於新契約保費成長率、保單繼續率無顯著影響，顯示國內並無明顯之逆中介情況。 　　4.壽險公司可藉由投資較長期之公債、公司債及減少保單貸款、不動產投資與固定資產項目之利率敏感度，以增加壽險公司之獲利性。 / The interest rates have been decreasing recently. Under this circumstance, it might be difficult for insurance companies to gain sufficient investment returns to fulfill the commitment of insurance policies. The interest-rate risk has become one of the critical factors for the solvency of life insurance companies. Therefore, life insurance companies should evaluate the impact of interest-rate risk and perform asset-liability management to prevent insolvency. 　　This study applies the concept of duration and K value (Barney 1997) to measure interest-rate risk and its impact on the operations of life insurance companies in Taiwan. The empirical analysis is conducted based on the financial data of life insurance companies in Taiwan during the period of 1998-2000. The empirical findings are listed as follows: 　　1.Interest-rate risk has a significantly negative impact on both investment return and ROE.. 　　2.Interest-rate risk does not have significant impact on current ratio of the life insurance companies, but it is positively related to debt ratio. 　　3.Interest-rate risk does not have significant impact on either new contract growth rate or policy renewal rate, which indicates that the process of disintermediation does not happen in life insurance industry in Taiwan. 　　4.By investing in the long-term government bonds and corporate bonds and reducing the interest-rate sensitivity of policy loans、investment on real estates and fixed assets , life insurance companies may be able to increase their profits.

隨著金融市場的整合、金融控股公司的成立，保險公司、銀行與證券機構等的經營不再只是各自為政，其經營變化皆會影響到整體的經營成敗。子公司的經營應不再只是注重經營績效，還應納入各項經營風險的考量，在報酬與風險之間取得一個平衡點。 本研究主要是透過風險調整資本報酬(RAROC)，來測量在金控旗下產物保險公司經營績效之優劣。本文利用民國73年至93年的產物保險年鑑的財報資料，以RAROC及傳統財務比率，比較富邦公司與本國老公司經營績效之差異。 本文之實證研究結果發現如下： 1. 在傳統財務比率之下，富邦產物保險公司的經營能力與本國老公司大致相同，但獲利能力明顯優於本國老公司。 2. 在風險調整資本報酬比率下，營運部分之績效比較結果為： (1) 在全部業務之下，富邦產物保險公司與本國老公司大致相同。 (2) 在扣除分保業務之後，富邦產物明顯優於本國老公司 3. 在風險調整資本報酬比率下，富邦產物之投資方面的經營績效明顯優於本國老公司。 / After the renovation of financial market and the establishment of financial holding company in Taiwan, insurance companies, banks and security institutes will not operate independently, and their efficiency on operation will affect themselves. Subsidiary companies not only focus on efficiency on operation, but also measure variation of risk on operation to achieve a balance between risk and return. This study applies the concept of Risk-Adjusted Return on Capital (RAROC) to measure efficiency on operation of non-life insurance company in financial holding company. The empirical analysis is conducted based on the financial data of non-life insurance companies in Taiwan during the period of 1984-2003. The empirical results are summarized as follow. 1. Base on traditional financial ratios, the underwriting efficiency of Fubon is the same as the other companies, but in the part of investment, Fubon is more efficient than other companies. 2. Based on Risk-Adjusted Return on Capital for measuring underwriting efficiency: (1) Fubon and old local companies are the same efficient for total business. (2) Fubon is significantly more efficient than other companies for the retained business. 3. Based on Risk-Adjusted Return on Capital for measuring investment efficiency, Fubon is better than other companies.

近年來許多的產險公司因為買不到比例性的天災再保險合約，不得不使用超額賠款再保險方式以規避和轉嫁天災風險，但也因此承擔相當大的天災累積風險。 本文將企業風險管理的概念引進，把保險公司的再保部門模擬成企業的風險管理部門，期能更精確地定位保險公司再保險部門的功能、應該扮演的角色及未來經營策略。 超額賠款再保險之使用與產物保險的經營關聯密切，其最重要關鍵在於風險自行承擔，因此其間的保費收入、再保費成本支出等有關費率釐定計算方式，可說是超額賠款再保險之精華所在，亦為保險相關從業人員必備之專業知識。由於超額賠款再保險運用到許多統計相關的計算說明，本文之論述期能幫助保險相關從業人員找到各方的均衡點，有助於保險事業將資源做最有效率、效能的經營。 本文針對財產保險運用超額賠款再保險經營實務之考量加以介紹，同時強調經營者必須提升專業，包括損防服務、專業化核保、作業流程電腦化、財務風險管理等，尤其在計算天災的累積和購買適當再保險的承保容量方面，這亦有助於保險公司對天災風險的評估與認識。 最後，本文籲請保險公司主管必須重視目前以超額賠款再保險風險自留方式所承保之業務其費率是否適當，尤其是天災風險，所謂多算勝，少算不勝，而況於無算乎？否則會和賭場的賭客一樣， 大部分人是輸光退場的。 / Excess of Loss Reinsurance has become the viable solution in Taiwan’s insurance community, since the constraints were imposed by reinsrers a few years ago that natural catastrophe exposures could not be fully transferred to proportional treaties. But, the insurers also take very large natural risks at the same time. The aforementioned is the key issue to be discussed at the first part of this text, which introduces the concept of “corporate risk management” that Risk Management Department in enterprise is playing a role very similar to Reinsurance Department in an insurance company. We can, from this perspective, easier and clearer identify the functions and business objectives of Reinsurance Department in an insurance company. One distinctive advantage over proportional reinsurance is that, by adopting XOL reinsurance, ceding companies can expect to retain more premiums. Virtually, the performance of XOL operations is directly linked to the level of reinsurance cost, so it is very vital for insurance people to be fully aware of the connections between their insured exposures and reinsurance prices. A number of charts, tables, and cases are illustrated in the text for the calculation of XOL prices, and readers, particularly those who are doing insurance business, of this text are able to fairly locate the equilibrium of reinsurance cost that can be mutually accepted by the insured、brokers、reinsurers and insurers. Actual practices of applying property XOL reinsurance are analyzed in the text, which has also highlighted the importance of upgrading insurers’ professionalism, including loss prevention, underwriting, work-flow computerization, financial risk management, in particular, aggregate control on natural perils and adequate reinsurance protection. My conclusions and recommendations are pinpointing the issues required to be dealt with by the authorities for the adequacy of direct premium rates, particularly for the business with natural perils that are retained under XOL programs. Insurers are destined to be out of the market, sooner or later, if they are unable to charge sufficient premiums to finance their losses in the long run.

本文以2007 年至2008 年金融海嘯期間，台灣公開發行之銀行與壽險業為對 象，研究公司治理與經營績效是否有顯著相關性，並進一步探討其與經營績效下跌程度是否有顯著相關，同時納入2004 年及2005 年檢測此現象是否僅於金融海嘯期間存在。本研究發現金融海嘯前與期間的公司治理變數顯著項目與經營績效不同，金融海嘯期間公司治理對其當年度經營績效有顯著影響，也與期間的受損程度有顯著影響，董監事報酬與經營機效呈現負相關；董事長兼任總經理呈現正相關，表示不論是在一般時期或是系統性風險下的事件發生時，金融業的公司治理機制會對企業經營表現具有攸關性。 / Using data from publicly-traded Taiwan banks and life insurance companies before and during the financial crisis, this study analyze the relation between corporate governance and the performance of Taiwan banking and life insurance company. In addition, to research the relation between corporate governance and the performance change ratio of Taiwan banking and life insurance company. Obviously,performance decreases during the crisis. Furthermore, We find negative relation between performance and ownership structure and compensation of board of directors, but positive relation between performance and dual. Finally, we find there are different relations before and during the financial crisis.

The life and career of Albert Wicker, Jr. (1869-1928), reflects the growth of the new urban African-American middle class in New Orleans, Louisiana, in the early years of the twentieth century. He spent his career working for advances in education while using memberships in churches, Masonic groups, insurance companies, benevolent societies, and educational leagues to achieve his personal and professional goals. The networks created by him and others along the way illustrate not only complexity of black life in New Orleans but also the growing tendency of differing ethnic groups to work together to achieve common economic, political, social objectives.