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中文論文名稱 影響理財專員保險業務績效因素之探討
英文論文名稱 The Study of factors affecting financial consultants's performance of life insurance
校院名稱 淡江大學
系所名稱(中) 企業管理學系碩士在職專班
系所名稱(英) Department of Business Administration
學年度 99
學期 2
出版年 100
研究生中文姓名 林雅菁
研究生英文姓名 Ya-Ching Lin
學號 798610118
學位類別 碩士
語文別 中文
口試日期 2011-06-17
論文頁數 101頁
口試委員 指導教授-黃曼琴
委員-袁國榮
委員-李雅婷
中文關鍵字 理財專員  知覺組織支持  組織政治知覺  金錢態度  專業承諾 
英文關鍵字 Financial consultants  perceived organization support  perceptions of organizational politics  money attitude  professional commitment 
學科別分類 學科別社會科學管理學
中文摘要 近年來銀行業經營財富管理業務成效斐然,其中「銀行保險」業務更是異軍突起的重要業務,根據壽險公會資料統計,銀行保險業務保費收入占全國保險費收入的比率逐年升高,至2010年底占比已躍升到65.25%,遠遠超越傳統壽險公司業務員體系保費收入的占比。事實上,推動銀行保險業務邁向蓬勃,理財專員扮演著舉足輕重的角色。理財專員一方面需面臨制度面公司給予的業績目標,不斷充實本職學能以滿足顧客多元化的理財服務需求,二方面又得分心於分行同儕與主管之間的競爭與合作,希望獲得組織的資源與支持。為了解影響理財專員保險業務績效之因素,本研究透過實體問卷與郵寄問卷,以銀行業理財專員為對象,進行資料之收集,共221份,有效問卷為200份,有效問卷回收率為90.4%。
本研究欲從理財專員對組織內行為活動的認知以及對個人態度的體認二個角度出發,來探討理財專員保險業務績效是否受知覺組織支持、政治知覺、金錢態度與專業承諾之影響。
故本研究的主要研究目的為:  
 一、探討理財專員知覺組織支持與保險業務業績之關係。
 二、探討理財專員政治知覺與保險業務業績之關係。
 三、探討理財專員金錢態度與保險業務業績之關係。
 四、探討理財專員專業承諾與保險業務業績之關係。
本研究之研究結果顯示:
一、理財專員知覺組織支持對其保險業務績效有正向的顯著影響。
二、理財專員之組織政治知覺對其保險業務績效並無顯著影響。
三、理財專員之金錢態度對其保險業務績效並無顯著影響。
四、理財專員的專業承諾對其保險業務績效有正向的顯著影響
英文摘要 Recent years, the banking business has achieved remarkable effectiveness in wealth management where bancassurance business is the sudden emergence of an important business. According to the Insurance Association statistics, the bank insurance business premium income account for the ratio of premium income increased year by year. Until the end of 2010, this proportion has risen to 65.25% that far beyond the proportion of traditional life insurance company salesman premium income. In fact, financial consultants play a pivotal role in booming bancassurance business. Financial consultants, on the first aspect, have to face the performance objective which company given from system side, and enrich their learning constantly so that meet a wide variety of financial services demand for their customers. The second aspect is that financial consultants have to engage in the competition and cooperation between their boss and peer in their branch, hoping to acquire resources and support from organization. To understand the impact of financial performance commissioners of Insurance factors, the study questionnaire and mailed questionnaires through entities to finance the banking commissioner targeted for data collection. A total of 221 copies, 200 copies of valid questionnaires, and the effective response rate was 90.4%.
The study will try to start in the cognitive financial commissioner activity of behavior and the internal behavior organization in two aspects so that explore whether the insurance business performance would be affect by the perceived organization support, perceptions of organizational politics, money attitude, or professional commitment.
Therefore, the main research objectives of this study are as follows:
First, explore the relationship between financial consultants with perceived organization support and their insurance business performance.
Second, explore the relationship between financial consultants of the perceptions of organizational politics and their insurance business performance.
Third, investigate the relationship between financial commissioner's money attitude and their insurance business performance.
Fourth, investigate the relationship between financial consultants with professional commitment and their insurance business performance.
The results of this study are as follows:
First, financial consultants with perceived organization support have a positive significant effect on their insurance business performance.
Second, there is no significant influence between financial consultants of the perceptions of organizational politics and their insurance business performance.
Third, there is no significant impact between financial commissioner's money attitude and their insurance business performance.
Fourth, financial consultants with professional commitment have a positive significant effect on their insurance business performance.
論文目次 目 錄
第一章 緒論 1
第一節 研究背景 1
第二節 研究動機 4
第三節 研究目的 9
第二章 文獻探討 10
第一節 知覺組織支持 10
第二節 組織政治知覺 16
第三節 金錢態度 26
第四節 專業承諾 32
第三章 研究方法 39
第一節 研究對象 39
第二節 研究架構 39
第三節 研究變項之操作性定義與衡量方式 40
第四節 研究假說 46
第五節 資料分析方法 47
第四章 研究結果與分析 49
第一節 樣本特性分析 49
第二節 因素分析 55
第三節 信度與效度分析 62
第四節 相關分析 65
第五節 迴歸分析 66
第五章 研究結論與建議 73
第一節 研究結論 73
第二節 管理意涵 78
第三節 研究限制 81
參考文獻 83
附錄一 98
圖目錄
圖2-1 組織政治知覺模型 21
圖3-1 本研究架構圖 39
表目錄
表2-1組織政治行為之定義 18
表2-2組織政治知覺相關研究 25
表2-3-1金錢態度相關量表 28
表2-3-2金錢態度相關理論與研究 30
表2-3-2金錢態度相關理論與研究(續) 31
表2-4-1專業承諾的定義 34
表2-4-1專業承諾的定義(續) 35
表2-4-2專業承諾之相關研究 37
表2-4-2專業承諾之相關研究(續) 38
表3-3-1知覺組織支持量表 40
表3-3-2政治知覺量表 42
表3-3-3金錢態度量表 44
表3-3-4專業承諾量表 45
表4-1-1樣本結構分析 50
表4-1-2 「性別」對各構面變數之影響 51
表4-1-3 「年齡」對各構面變數之影響 51
表4-1-4 「教育程度」對各構面變數之影響 52
表4-1-5 「工作區域」對各構面變數之影響 53
表4-1-6 「理財專員相關工作年資」對各構面變數之影響 54
表4-2-1知覺組織支持之KMO與Bartlett檢定表 55
表4-2-2知覺組織支持之解說總變異量表 55
表4-2-3政治知覺之KMO與Bartlett檢定表 56
表4-2-4政治知覺之解說總變異量表 56
表4-2-5政治知覺因素分析表 57
表4-2-6金錢態度之KMO與Bartlett檢定表 58
表4-2-7金錢態度之解說總變異量 58
表4-2-8金錢態度因素分析表 59
表4-2-9 專業承諾之KMO與Bartlett檢定表 60
表4-2-10專業承諾之解說總變異量 60
表4-2-11專業承諾之因素分析表 61
表4-3-1 信度分析Cronbach α值 62
表4-3-1 信度分析Cronbach α值(續) 63
表4-3-2 正式問卷之效度檢驗 64
表4-3-2 正式問卷之效度檢驗 65
表4-4-1各構面變數之間Pearson 相關分析總表 65
表4-5-1各自變數對保險業務績效之效果表 67
表4-5-2知覺組織支持對保險業務績效之D-W檢定表 67
表4-5-3知覺組織支持對保險業務績效之變異數分析 67
表4-5-4知覺組織支持對保險業務績效之迴歸分析表 68
表4-5-5政治知覺對保險業務績效之D-W檢定表 68
表4-5-6政治知覺與其子構面對保險業務績效之變異數分析表 68
表4-5-7政治知覺與其子構面對保險業務績效之迴歸分析表 69
表4-5-8金錢態度對保險業務績效之D-W檢定表 69
表4-5-9金錢態度與其子構面對保險業務績效之變異數分析表 70
表4-5-10金錢態度與其子構面對保險業務績效之迴歸分析表 70
表4-5-11專業承諾對保險業務績效之D-W檢定表 71
表4-5-12專業承諾與其子構面對保險業務績效之變異數分析表 71
表4-5-13專業承諾與其子構面對保險業務績效之迴歸分析表 72
表5-1-1 人口統計變項對五大構面之影響 74
表5-1-2本研究假設之結果彙整 75

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