碩士 / 實踐大學 / 企業管理學系碩士班 / 97 / Since the financial tsunami occurred in 2008, domestic insurance and financial industry are facing tremendous challenges. Due to various factors such as economic downturn, decline in interest rates, premium raise price, and sales channel increase. Traditional insurance sales activities became one of the victims suffered from this economical crisis.
Still, with some unknown characteristics, life insurance agents keep creating outstanding sales records under such unfavorable circumstance. To determine what those unknown characteristics are, this research investigates the correlations of personality traits, adaptive selling, and performance, also how those personality traits and selling behaviors affect agents’ performance. In the mean time, provide industry wide recommandations regarding hiring and training of life insurance agents.
Questionnaire survey method has been adopted in this research. A total number of 269 valid questionnaires were collected from Taipei first district department of C Life Insurance Company. Several statistical methods were used in this research, including frequency analysis, reliability analysis, validity analysis, factor analysis, test if equality of group means, independent measures t test, one-way ANOVA analysis, and binary logistic regression model.
The final result from this research indicates:
1.Neuroticism and performance are negative correlation, but not significant.
2.Extroversion and performance are positive correlation, but not significant.
3.Openness and performance are positive correlation, indicating the higher openness characteristic, the better performance.
4.Agreeableness and performance are positive correlation, indicating the higher agreeableness characteristic, the better performance.
5.Conscientiousness and performance are positive correlation, but not significant.
6.Motivation of adaptive selling and performance are positive correlation, but not significant.
7.Capability of adaptive selling and performance are positive correlation, indicating the higher capability, the better performance.
8.Behavior of adaptive selling and performance are positive correlation, but not significant.
| Identifer | oai:union.ndltd.org:TW/097SCC00121007 |
| Date | January 2009 |
| Creators | Ho-I Lin, 林合怡 |
| Contributors | Wei-Yuan Wang, 王維元 |
| Source Sets | National Digital Library of Theses and Dissertations in Taiwan |
| Language | zh-TW |
| Detected Language | English |
| Type | 學位論文 ; thesis |
| Format | 102 |
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