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題名:我國壽險業務員成就動機、角色認知、組織承諾與離職傾向之研究
書刊名:保險專刊
作者:彭金隆 引用關係沈經洪鄭家宜
作者(外文):Peng, Jing-lungShen, Jin-hungCheng, Chia-yi
出版日期:2001
卷期:64
頁次:頁131-154
主題關鍵詞:壽險業務員跨業經營組織承諾離職傾向角色認知Life insurance salespersonOrganizational commitmentTurnover intentionAchievement motivationRole perception
原始連結:連回原系統網址new window
相關次數:
  • 被引用次數被引用次數:期刊(2) 博士論文(1) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:2
  • 共同引用共同引用:85
  • 點閱點閱:29
     隨著國際金融之改革與演進,我國保險業跨業經營之趨勢已隱然成形。現階段發展因法令之限制,壽險業與金融業之合作模式中,以行銷通路之共用最為普遍。由於壽險業務員在此通路上扮演最重要之角色,所受到之衝擊與影響也最大;加以我國壽險業務員原本就具有異動頻繁之特性,當壽險業面臨此競爭日益激烈之經營環境,必須選擇適任之業務員,以及整合日趨複雜之工作內容,以維持較佳之業務員續職率。本研究以人格特質理論為基礎,探討我國壽險業務員人格特質及工作角色之認知,對組織承諾及影響離職傾向之效果;採問卷調查以結構方程模式(Structure Equation Model, SEM)分析之結果顯示,組織承諾確實為影響業務人員離職傾向之主要中介變數,壽險業務員對所屬公司之組織承諾越高,其離職傾向越低;此外選擇業務員具有成就動機越高之人格特質者,對所屬公司也會具有較高之組織承諾,業務員對工作角色之認知越清楚時,對組織承諾也越高,相對的離職率也較低。
     Since the revolution and evolution of international financial market, the diversification of insurance companies in Taiwan has been an irresistible tide. Restricted by the governmental regulations, the most pervasive way of the cooperation of insurance companies and banks is to use marketing channels collectively. The salesperson of life insurer are confronted the most serious shock and influence because of the important role in distribution channels. The high turnover rate and intensive competition make all the insurance companies have to recruit the salesperson cautiously and integrate the complicated job content appropriately to build a sustainable competitive advantage. The research based on the personality trait theory to explore the insurance salespersons' personal traits, the role perception, and the impact of organizational commitments on turnover intention. The authors make use of survey method to collect data and analyze the data by structural equation model. The research findings demonstrate that: (1) Organizational commitment is the main mediator among the relationship of personal trait, role perception, and turnover rate; (2) The salespersons with higher organizational commitment will have lower turnover rate; (3) The sales persons with higher achievement motivation will have higher organizational commitment; and (4) The salespersons with clearer role perception will have higher organizational commitment.
期刊論文
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3.Mobley, W. H.、Horner, S. O.、Hollingsworth, A. T.(1978)。An evaluation of precursor of hospital employee turnover。Journal of Applied Psychology,63(4),408-414。  new window
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5.Sheldon, M. E.(1971)。Investment and involvement as mechanisms producing commitment to the organization。Administrative Science Quarterly,16(2),142-150。  new window
6.黃曼琴(19910100)。應用中介模式探討TYPE A/B人格特質為中介變項對工作壓力與工作滿足、工作績效之影響。人力資源學報,1,59-74。  延伸查詢new window
7.Brown, Steven P.、Peterson, Robert A.(1993)。Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects。Journal of Marketing Research,30(1),63-77。  new window
8.Johnston, Mark W.、Parasuraman, A.、Futrell, Charles M.、Black, William C.(1990)。A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment。Journal of Marketing Research,27(3),333-344。  new window
9.Smith, J. Brock、Barclay, Donald W.(1997)。The Effect of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships。Journal of Marketing,61(1),3-21。  new window
10.Sager, Jeffery K.(1994)。A structural model depicting salespeople's job stress。Journal of the Academy of Marketing Science,22(1),74-84。  new window
11.Zaccaro, Stephen J.、Dobbins, Gregory H.(1989)。Contrasting group and organizational commitment: Evidence for differences among multilevel attachments。Journal of Organizational Behavior,10,267-273。  new window
12.Caplan, R. D.、Jones, K. W.(1975)。Effect of workload, role ambiguity, and Type A personality on anxiety, depression, and heart rate。Journal of Applied Psychology,60,713-719。  new window
13.Carsten, J. M.、Spector, P. E.(1987)。Unemployment, job satisfaction, and employee turnover: A Meta-analytic test of the Muchinsky model。Journal of Applied Psychology,72,374-381。  new window
14.Churchill, Gilbert A.、Ford, Neil M.、Walker, Orville C.(1984)。A comparison of the impact of organizational climate on the job satisfaction of manufacturers' agents and company salespeople: An exploratory study。The Journal of Personal Selling & Sales Management,4,1-10。  new window
15.Darden, William R.(1993)。Salesperson employment status as a moderator in the job satisfaction model: A frame of reference perspective。The Journal of Personal Selling & Sales Management,13(3),1-15。  new window
16.Fisher, Cynthia D.、Gitelson, Richard(1983)。A Meta-analysis of the correlates of role conflict and ambiguity。Journal of Applied Psychology,68(2),320-333。  new window
17.House, Robert J.、Schuler, Randall S.、Levanoni, Eliahu(1983)。Role conflict and ambiguity scales: Reality or artifacts?。Journal of Applied Psychology,68,334-338。  new window
18.Meyer, John P.、Bobocel, D. Ramona、Allen, Natalie J.(1991)。Development of organizational commitment during the first year of employment: A longitudinal study of pre and post-entry influences。Journal of Management,17(4),717-734。  new window
19.Mobley, W. H.、Griffeth, R. W.、Hand, H. H.、Meglino, B. M.(1979)。Review and conceptual analysis of employee turnover process。Psychological Bulletin,86,493-522。  new window
20.Mobley, W. H.、Horner, S. O.、Hollingsworth, A. T.(1978)。An evaluation of precursor of employee turnover。Journal of Applied Psychology,63,408-414。  new window
21.Musante, L.(1983)。Component analysis of the Type A coronary prone behavior pattern in male and female college student。Journal of Personality and Social Psychology,45,114-117。  new window
22.Netemeyer, Richard G.、Johnston, Mark W.、Burton, Scott(1990)。Analysis of role conflict and ambiguity in structured equations framework。Journal of Applied Psychology,75,148-157。  new window
23.Schulter, Randall S.(1977)。Role conflict and ambiguity: A scale analysis。Organizational Behavior and Human Performance,20(1),111。  new window
24.Porter, Lyman W.、Steers, Richard M.(1973)。Organizational, work, and personal factors in employee turnover and absenteeism。Psychological Bulletin,80(2),151-176。  new window
25.Dalton, Dan R.、Todor, William D.、Krackhardt, David M.(1982)。Turnover overstated: The functional taxonomy。Academy of Managemant Review,7(1),117-123。  new window
26.Tett, R. P.、Meyer, J. P.(1993)。Job satisfaction, organization commitment, turnover intention, and turnover: Path analyses based on meta-analytic findings。Personal Psychology,40,259-291。  new window
27.呂勝瑛(19850700)。工作壓力的實證研究。教育與心理研究,8,157-189。new window  延伸查詢new window
28.黃國隆(19820600)。領導方式、工作特性、成就動機、內外控、專斷性與教師工作滿足的關係。教育與心理研究,5,47-75。new window  延伸查詢new window
29.Buchanan, Bruce II(1974)。Building Organizational Commitment: The Socialization of Managers in Work Organization。Administrative Science Quarterly,19(4),533-546。  new window
30.Mathieu, J. E.、Zajac, D. M.(1990)。A review and meta-analysis of the antecedents, correlates, and consequence of organizational commitment。Psychological Bulletin,108(2),171-194。  new window
31.Porter, Lyman W.、Steers, Richard M.、Mowday, Richard T.、Boulian, Paul V.(1974)。Organizational commitment, job satisfaction, and turnover among psychiatric technicians。Journal of Applied Psychology,59(5),603-609。  new window
32.Bedeian, Arthur G.、Armenakis, Achilles A.(1981)。A Path-Analytic Study of the Consequences of Role Conflict and Ambiguity。Academy of Management Journal,24(2),417-424。  new window
33.Mobley, William Hodges(1977)。Intermediate Linkages in the Relationship between Job Satisfaction and Turnover。Journal of Applied Psychology,62(2),237-240。  new window
會議論文
1.Staw, B. M.(1977)。Two side of commitment。National Meeting of the Academy of Management。  new window
學位論文
1.王青祥(1985)。組織溝通、決策參與、個人特質與角色壓力相關之研究(碩士論文)。國立政治大學。  延伸查詢new window
2.薛婉婷(1997)。人格特質與工作特性之契合對工作滿足與組織承諾之影響(碩士論文)。國立中央大學,桃園。  延伸查詢new window
3.周淑淑(1989)。新聞從業人員心理變數,工作壓力與離職傾向之關係(碩士論文)。國立中興大學,臺中。  延伸查詢new window
4.鄭得臣(1985)。領導型態、角色壓力、核心生活興趣與組織承諾的關係(碩士論文)。國立政治大學。  延伸查詢new window
5.鍾利敏(1999)。管理者之人格特質、工作滿足及組織承諾相關性之研究--以花蓮地區管理者為例(碩士論文)。國立東華大學。  延伸查詢new window
6.林良楓(1984)。會計師事務所查帳員工作滿足與組織承諾之研究(碩士論文)。國立政治大學。  延伸查詢new window
7.呂紀嘉(1982)。中外銀行員工個人特性、工作特性、工作經驗與組織承諾之關係(碩士論文)。國立政治大學。  延伸查詢new window
8.施博元(1994)。護理人員之人格特質、工作滿足、工作壓力、離職傾向之相關研究:以中部地區醫院為例(碩士論文)。東海大學。  延伸查詢new window
9.曾麗實(1994)。國際觀光旅館基層員工工作壓力與離職傾向之研究:以臺北市國際觀光旅館餐飲部門為例(碩士論文)。中國文化大學。  延伸查詢new window
10.黃開義(1984)。個人特質、工作特性、領導型態與工作滿足、組織承諾對離職意願之影響(碩士論文)。中原大學。  延伸查詢new window
11.周慧玲(1986)。臺北市社會福利服務人員職業異動之研究(碩士論文)。東吳大學。  延伸查詢new window
12.林世昌(1987)。我國會計師事務所查帳領組角色衝突之研究(碩士論文)。國立政治大學。  延伸查詢new window
13.侯望倫(1984)。工作壓力之實證研究--組織氣候、角色特性、人格特質與壓力症狀之關係(碩士論文)。政治大學。  延伸查詢new window
14.陳德成(1993)。壽險行銷人員之人格特質分析(碩士論文)。國立政治大學。  延伸查詢new window
15.鄭家宜(1996)。以離職綜合因素模型與邱氏工作績效整合模型為基礎探討影響壽險業務員離職傾向之原因(碩士論文)。國立政治大學。  延伸查詢new window
圖書
1.Black, K.、Skipper, H. D.(1994)。Life Insurance。NJ:Prentice Hall。  new window
2.DuBrin, Andrew J.(1992)。Human Relations: A Job Oriented Approach。Prentice-Hall, Inc.。  new window
3.陳雲中(1993)。保險學。五南圖書公司。  延伸查詢new window
4.Luthans, Fred(1998)。Organizational Behavior。Irwin McGraw-Hill。  new window
5.Price, J. L.(1977)。The Study of Turnover。Iowa State University Press。  new window
6.Mowday, R. T.、Porter, L. W.、Steers, R. M.(1982)。Employee-Organization Linkages: The Psychology of Commitment, Absenteeism, and Turnover。New York:Academic Press。  new window
 
 
 
 
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