台湾寿险业务员训练需求评估-DelphiStudy之应用

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1、台灣壽險業務員訓練需求評估—DelphiStudy之應用范姜肱鄭鎭樑蔡世傑元培科學技術學院企管系實踐大學風險管理與保險系元培科學技術學院硏發處摘要本硏究主要日的是要確認台灣在此變化迅速之環境中，如要成爲一位稱職之壽險業務員，其必須具備之能力應爲何。本硏究經德飛法(Delphi)等相關質性硏究(qualitativeresearch)與數量方法(quantitativeresearch)之應用，得知專家學者們所一致共同確認之-1•項壽險業務員應具備之能力。本硏究發現專家學者對此十項應具備能力之重要性排序有顯著之差異。壽險公司人力資源管理者在規劃壽險業務員教育訓練課程時應把焦點集屮在本硏究

2、所確認之十項應具備能力，而十項應具備能力之排序，可幫助人壽保險公司人力資源管理者擬定訓練計劃時之參考，如此才能在有限預算與時間內，達到最大之訓練效果。有助於提高台灣人壽保險業務員之訓練績效。屈塚鍵字：needsassessment,Delphistudy,lifeinsurance,salesrepresentatives,necessarycompetence.TrainingNeedsforTaiwanLifeInsuranceSalesRepresentatives・DelphiStudyApproachABSTRACTNeedsassessmentsforlifeinsuran

3、cesalesrepresentativesshouldbeupdatedtofitarapidlychangingenvironmentinTaiwanandthetrainingcoursesalifeinsurancecompanydeliversneedtoadapttolearnerneedsanddesires.Needsassessmentisthefirststeptodevelopatrainingprogramandthisprocessshouldconsiderfactorsoforganizationalandjobneeds.Thelifeinsurance

4、marketinTaiwanchangedduetoglobalization,populationaging,andinformationtechnologyinnovation.Atthesametime,manyfinancialinstitutesbegantoreorganize,suchasmergingandacquiringeachotherorbecameamemberofafinancialholdingcompany.Thepurposesofthisstudywereto:(a)conductaneedsassessmenttoidentifyupdatedne

5、cessarycompetenciesforlifeinsurancesalesrepresentativesfortherapidlychanginglifeinsuranceenvironmentinTaiwan;and(b)identifyprioritytrainingforsalesrepresentativesinlifeinsurancecompanies.Amixed-methodapproachwasemployedinthisneedsassessmentresearchandidentifiedrankingsofnecessarycompetenciesfort

6、heinsurancesalesrepresentatives.TheemphasiswasonqualitativedatafromthreeroundsofstandardizedinterviewsviaDelphiresearchtechnique,withquantitativedataanalyzedbyWilcoxonSignedRankTestwasusedtohelpranknecessarycompetenciesandinterpretresultsfromthequalitativedata.TheDelphipanel(N=10)wasselectedbypu

7、rposivesamplingofpeoplewithaknowninvolvementorexpertiseinlifeinsurancesalestraining・Besidesthesevennecessarycompetenciesidentifiedbythisstudyinthefirstplace,theDelphipanelistssuggestedthreeadditionalnecessarycompetenciesforl