保險經紀人公司對壽險公司的合作意願--以信任與通路衝突為干擾變數_

:::

詳目顯示

第 1 筆 / 總合 1 筆

/1頁

來源文獻資料
摘要
外文摘要
引文資料

題名：	保險經紀人公司對壽險公司的合作意願--以信任與通路衝突為干擾變數
書刊名：	保險專刊
作者：	許永明／余祖慰／王綺楓／楊雯麗
作者(外文)：	Shiu, Yung-ming／Yu, Tsu-wei／Wang, Chi-feng／Yang, Wen-li
出版日期：	2014
卷期：	30:2
頁次：	頁137-166
主題關鍵詞：	組織特質；薪酬制度；信任；通路衝突；合作意願；Firm characteristics；Reward system；Trust；Channel conflict；Willingness to cooperate
原始連結：	連回原系統網址
相關次數：	被引用次數:期刊(0) 博士論文(0) 專書(0) 專書論文(0) 排除自我引用:0 共同引用:3 點閱:4

保險經紀人已逐漸成為保險商品銷售的重要通路之一。過去並沒有文獻檢視影響保險經紀人公司與壽險公司的合作意願之因素，我們試圖從保險經紀人公司的角度，來探討壽險公司的組織特質與薪酬制度，如何影響保險經紀人公司對壽險公司的合作意願，並以信任與通路衝突作為干擾變數。研究結果發現：壽險公司的組織特質中的企業聲譽、推展員的專業能力，與財務性與非財務性的報酬，對保險經紀人公司的合作意願有正向且顯著的影響。我們也發現：信任會弱化組織特質、薪酬制度對合作意願的正向影響。

以文找文

Insurance brokers have gradually become one of the principal means of distributing insurance. In this paper, we attempt to determine whether the firm's characteristics and whether the reward systems of life insurers affect the insurance brokerage firms' willingness to cooperate with life insurers. This research is the first to examine these effects. We examined whether trust and channel conflict moderate their relationship. We found that corporate reputation, life insurers professional capability to promote their products, financial and non-financial rewards all have a positive influence on the brokerage firms' willingness to continue cooperating. In addition, we also found that trust moderates the relationship and can weaken it.

以文找文

期刊論文
1.	Eckardt, M.、Räthke-Döppner, S.(2010)。The Quality of Insurance Intermediary Services: Empirical Evidence for Germany。Journal of Risk and Insurance，77(3)，667-701。
2.	Webb, Kevin L.、Hogan, John E.(2002)。Hybrid Channel Conflict: Causes and Effect on Channel Performance。Journal of Business and Industrial Marketing，17(5)，338-356。
3.	Arshinder、Kanda, Arun、Deshmukh, S. G.(2008)。Supply chain coordination: Perspectives, empirical studies and research directions。International Journal of Production Economics，115(2)，316-335。
4.	Etgar, M.(1979)。Sources and Types of Intrachannel Conflict。Journal of Retailing，55(1)，61-78。
5.	Rosenberg, L. J.、Stern, Louis W.(1971)。Conflict measurement in the distribution channel。Journal of Marketing Research，8(4)，437-442。
6.	翁順裕(20060300)。以交易成本經濟探討保險業之銀行通路--銀行保險。保險實務與制度，5(1)，95-117。延伸查詢
7.	Tsoukatos, E.、Rand, G. K.(2006)。Path analysis of perceived service quality, satisfaction and loyalty in Greek insurance。Managing Service Quality: An International Journal，16(5)，501-519。
8.	Dowling, Grahame R.(1986)。Managing Your Corporate Images。Industrial Marketing Management，15(2)，109-115。
9.	Young, L. C.、Wilkinson, I. F.(1989)。The Role of Trust and Co-Operation in Marketing Channels: A Preliminary Study。European Journal of Marketing，23(2)，109-122。
10.	Etagr, M.(1978)。Interchannel Conflict and Use of Power。Journal of Marketing Research，15，273-274。
11.	Hennig-Thurau, T.(2004)。Customer Orientation of Service Employees--Its Impact on Customer Satisfaction, Commitment, and Retention。International Journal of Service Industry Management，15(5)，460-478。
12.	Hill, Charles W. L.(1990)。Cooperation, Opportunism, and the Invisible Hand: Implications for Transaction Cost Theory。Academy of Management Review，15(3)，500-513。
13.	Crosby, Lawrence A.、Evans, Kenneth R.、Cowles, Deborah(1990)。Relationship Quality in Service Selling: An Interpersonal Influence perspective。Journal of Marketing，54(3)，68-81。
14.	Kumar, N.、Scheer, L. K.、Steenkamp, J.-B. E. M.(1998)。Interdependence, punitive capability, and the reciprocation of punitive actions in channel relationships。Journal of Marketing Research，35(2)，225-235。
15.	Mass, P.(2010)。How insurance brokers create value: A functional approach。Risk Management and Insurance Review，13(1)，1-20。
16.	Frazier, G. L.、Gill, J. D.、Kale, S. H.(1988)。Dealer Dependence Levels and Reciprocal Actions in Channel of Distribution in a Developing Country。Journal of Marketing，53，50-70。
17.	Gundlach, G. T.、Cadotte, E. R.(1994)。Exchange Interdependence and Interfirm: Research in A Simulated Channel Setting。Journal of marketing Research，31，516-532。
18.	Hellier, P. K.、Geursen, G. M.、Carr, R. A.、Rickard, J. A.(2003)。Customer Repurchases Intention: A General Structural Equation Model。European Journal of Marketing，37，1762-1800。
19.	Jenkins, G. D.、Mitra, A.、Gupta, N.、Shaw, J. D.(1998)。Are Financial Incentives Related to Performance? A Meta-Analytical Review of Empirical Research。Journal of Applied Psychology，83，777-787。
20.	Merchant, K. A.(1981)。The Design of Corporate Budgeting System: Influence on Managerial Behavior and Performance。The Accounting Review，61，813-829。
21.	Mohr, J.、Gundlach, G. T.、Spekman, R.(1994)。Legal Ramifications of Strategic Alliances。Marketing Management，3，38-47。
22.	Nayyar, P. R.(1993)。Stock Market Reaction to Related Diversification Moves by Service Firms Seeking Benefits from Information Asymmetry and Economies of Scale。Strategic Management Journal，14，569-591。
23.	Rosenbeiy, L. J.(1974)。A New Approach to Distribution Conflict Management。Business Horizons，17，67-73。
24.	Mohr, Jakki J.、Spekman, Robert E.(1994)。Characteristics of Partnership Success: Partnership Attributes, Communication Behavior, and Conflict Resolution Techniques。Strategic Management Journal，15(2)，135-152。
25.	Thorelli, Hans B.(1986)。Networks: Between Markets and Hierarchies。Strategic Management Journal，7(1)，37-51。
26.	Frazier, Gary L.(1983)。Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective。Journal of Marketing，47(4)，68-78。
27.	Ring, Peter Smith、Van De Ven, Andrew H.(1992)。Structuring Cooperative Relationships between Organizations。Strategic Management Journal，13(7)，483-498。
28.	Spector, Paul E.(1987)。Method Variance as an Artifact in Self Reported Affect and Perceptions at work: Myth or Significant Problem?。Journal of Applied Psychology，72(3)，438-443。
29.	Caves, R. E.、Porter, M. E.(1977)。From Entry Barriers to Mobility Barriers: Conjectural Decisions and Contrived Deterrence to New Competition。The Quarterly Journal of Economics，91(2)，241-262。
30.	Kumar, Nirmalya、Scheer, Lisa K.、Steenkamp, Jan-Benedict E. M.(1995)。The Effects of Perceived Interdependence on Dealer Attitudes。Journal of Marketing Research，32(3)，348-356。
31.	Doney, Patricia M.、Cannon, Joseph P.(1997)。An Examination of the nature of trust in buyer-seller relationships。Journal of Marketing，61(2)，35-51。
32.	Gaski, John F.(1984)。The Theory of Power and Conflict in Channels of Distribution。Journal of Marketing，48(3)，9-29。
33.	Zucker, Lynne G.(1986)。Production of Trust: Institutional Sources of Economic Structure, 1840-1920。Research in Organizational Behavior，8，53-111。
34.	Ganesan, Shankar(1994)。Determinants of long-term orientation in buyer-seller relationships。Journal of Marketing，58(2)，1-19。
35.	Garbarino, Ellen、Johnson, Mark S.(1999)。The different roles of satisfaction, trust, and commitment in customer relationships。Journal of Marketing，63(2)，70-87。
36.	Morgan, Robert M.、Hunt, Shelby D.(1994)。The commitment-trust theory of relationship marketing。Journal of Marketing，58(3)，20-38。
37.	Trigo-Gamarra, Lucinda(2008)。Reasons for the Coexistence of Different Distribution Channels: An Empirical Test for the German Insurance Market。The Geneva papers on Risk and Insurance: Issues and Practice，33(3)，389-407。
38.	Schoorman, F. David、Mayer, Roger C.、Davis, James H.(2007)。An Integrative Model of Organizational Trust: Past, Present, and Future。Academy of Management Review，32(2)，344-354。

圖書
1.	Barber, Bernard(1983)。The Logic and Limits of Trust。New Brunswick, New Jersey：Rutgers University Press。
2.	Robbins, S. P.(1978)。Personnel: The Management of Human Resource。Englewood Cliffs, New Jersey：Prentice-Hall Company。
3.	Stern, Louis W.、El-Ansary, Adel I.、Brown, James R.(1989)。Management in Marketing Channels。Prentice Hall。
4.	Berenson, M. L.、Levine, D. M.(1996)。Basic Business Statistics: Concepts and Applications。New York：Prentice Hall。
5.	Churchill, G. A. Jr.、Ford, N. M.、Walker, O. C. Jr.(1990)。Sales Force Management。Ohio：Columbus。
6.	Fombrun, C. J.(2000)。The Expressive Organization: Linking Identity, Reputation, and the Corporate Brand。London：Oxford University Press。
7.	Jarvis, P.(1983)。What Is Private about Private Police? Professional Education。London：Croom Helm。
8.	Yang, B.、Kim, Y.(2007)。The Structural Model for the Effects of Psychological Antecedents and Perceived Customer-Salesperson Relation on Sales Performance。American marketing Association。
9.	Benveniste, G.(1987)。Professionalizing the organization。San Francisco：Jossey-Bass。
10.	Kerlinger, F. N.、Lee, H. B.(2000)。Foundations of Behavioral Research。Harcourt College Publishers。
11.	Chisholm, M. E.、Ely, D. P.(1976)。Media Personal in Education: a Competency Approach。Prentice-Hall。
12.	Mintzberg, Henry(1979)。The Structuring of Organizations。Prentice-Hall。
13.	Kotler, Philip(2003)。Marketing Management。Prentice-Hall。
14.	Nunnally, Jum C.、Bernstein, Ira H.(1994)。Psychometric Theory。McGraw-Hill。

其他
1.	中華民國人壽保險商業同業公會(2008)。人身保險業務員測驗登錄管理統計年報，http://www.lia-roc.org.tw。延伸查詢
2.	中華民國人壽保險商業同業公會(2013)。壽險統計資料，http://www.lia-roc.org.tw。延伸查詢
3.	保險事業發展中心(2009)。保險市場重要指標，http://www.till.org.tw。延伸查詢
4.	保險事業發展中心(2009)。保險財務業務統計，http://www.till.org.tw。延伸查詢

推文
推薦
引用網址
引用嵌入語法
轉寄

top

:::

相關期刊
相關論文
相關專書
相關著作
熱門點閱

1.	線上投保人壽保險忠誠度之研究--交易成本觀點
2.	銀行保險忠誠度之研究--交易成本的觀點
3.	期貨商承作店頭衍生性商品之可行種類及配套措施
4.	以交易成本經濟探討保險業之銀行通路--銀行保險

無相關博士論文

無相關書籍

無相關著作

無相關點閱

QR Code

臺灣人文及社會科學引文索引資料庫系統

詳目顯示

臺灣人文及社會科學引文索引資料庫