保險業務員出身與成就之實證研究

本文旨在討論一個有趣的問題：保險業務員的工作績效，會不會受其出身背景的影響？本研究引用社會階層研究之「地位取得模型」觀點，以教育程度、內外控人格特質與社會網絡為中介變項，試圖觀測瞭解保險業務員的工作成就 (工作績效) 與其出身背景 (家庭社經地位及早期家庭經驗) 的關係。研究結果顯示業務員在工作上的成就，已拋開世襲特徵與教育文憑的經濟回報，而人脈資源的拓展技巧與內控人格的養成，則為其事業成功的關鍵。在出身與成就之模式評鑑方面，大多能符合基本與整體配適標準要求，研究結果可靠，將有助於制定保險業務管理策略與未來績效研究之定位。
關鍵字：出身、成就、保險業務員、線性結構關係

An Empirical Study on the Backgrounds and Achievements of Insurance Salespeople

　　　　　　　　　　　　　　　　　　　　　　　　　　　　(Yen Y. Chung)

Is there any relationship between the backgrounds of insurance salespeople and their achievements? In this study, we employ the status attainment model from social stratification research to investigate the relationship between an insurance salespersons background (i.e., early childhood family experiences and their family socioeconomic status) and his/her job performance (i.e., professional achievements) based on such intervening variables as education, internal/external beliefs, and social networks. Results indicate that (1) the relationship between backgrounds and achievements is not significant, but (2) social networks and internal/external characteristics are related to achievements. This means that an insurance salespersons job performance is not related to ascriptive characteristics. Developing interpersonal networks and individual internal characteristics is the key for salespeople to achieve professional success.
Keywords: backgrounds, achievements, insurance salespeople, LISREL