壽險業務人員對績效考核與酬賞制度的激勵效果認知之研究

本研究的主要目的在探討我國壽險公司之業務員，對於現行壽險公司績效考核系統的認知與看法；並探討業務員對於各類型酬賞制度之激勵效果，以及個人特質變數對激勵效果所產生之影響。研究結果顯示，壽險公司業務員最重視的前四項績效考核指標，分別為「FYC」、「FYP」、「繼續率」及「出勤率」，財務型酬賞制度的激勵效果均顯著比非財務型為佳；「心理特徵」、「性別」與「服務的公司體系別」等變數分別對財務型酬賞制度與非財務型酬賞制度之激勵效果有顯著之解釋能力。
關鍵字：激勵效果、績效考核、酬賞制度、壽險公司業務人員
Abstract
The main purposes of this study were to explore life insurance agents cognition of performance appraisal and motivational effects of reward systems in life insurance companies in Taiwan. The main results were as follows：first year premium, persistency, and presences were four indices in performance appraisal system perceived as most important by agents; for the motivational effects, the financial reward systems were significantly better than the non-financial reward systems, variables as individual psychological types of needs, sex, and employers of insurance companies had different influences on the motivational effect between the financial and the non-financial reward systems.
Keywords: motivational effect, performance appraisal, reward system, life insurance com-panies agents