平安人寿公司保险代理人激励问题研究

湖南大学硕士学位论文平安人寿公司保险代理人激励问题研究姓名：曹旭东申请学位级别：硕士专业：工商管理指导教师：李平20070510IIIIIAbstractTheChineseinsurancemarkethasbeenformedanddevelopedforseveraldecadesandhasbeenthemostpotentialmarketoftheworldnow.OnthebasisofreferencetoAmericaninsurancecompanyontheaspectofindividualmarketandmanagementinspirationsystem,PingAnLifeInsuranceCompanyofChinacreatedaspecialagentinspirationsystem,whichpromotedthehighdevelopment.whosebusiness,scaleandqualityisoutstanding.Howler,thereweresomeproblemexisted,whichhinderedthehighdevelopment.Inthispaper,basedontheelementtheory,suchasagenttheory,hypothesisofpersonalityinspirationsystemandinspirationtheory,refertostudymenthessuchas,personnelresourcemanagementtheory,achievementandefficiencytheory,throughthecombinationoffixedqualityandquantity,thecontrastbetweenaboardandtheinteriorofourcountry,thecombinationoftheory,andpractice,Ianalysistheinsuranceagentinspirationsystem.Inthesecondarticle,Iintroducedthehistoryofinsuranceagentabroad,theindividualdevelopmentmarketmanagementinchinaandanalyzedtheintention,theadvantageandactiveeffectofthesystem.Inthethirdarticle,first,Iintroducedthebasiccondition,thefundamentalstructure,agentpresentcondition,personalmovingsituationandinspirationstatusofPingAnLifeInsuranceCompanyofChina,andanalyzedtheproblemandthecaseofthem.Second,Ishowedmanyproblems,forexample,thedeclineinsuranceagentquality,thelowproductiveability,thehighdeclinepercentage,thebigamountfinancialcost,theexpansionriskandthehonestycrisis,Inthefortharticle,Igavesomesuggestionstosolvethoseproblems:drawingintofixedsalary,increasingthededuction,therightofrequestforsalaryinthecontinualworkingtime,thereformonagentworkingsystemandthetransformationofagenttotheinsuranceandfinancialprogrammer.ThepaperhaspositiveeffectontheadoptionofworldcompactionandLifeinsurancecompany,andalsogivesomesuggestiononthestudyofagentinspirationsystem.KeyWords:PingAnLifeInsurance;Insuranceagent;Marketingsystem;IncentiveVI2.1···································································222.2···································································222.3····························································222.4·················································222.513··························································232.6··········································································242.7··············································································262.8·······························································262.9··················································································272.10······························································283.120071FYC·········································353.2···································································353.3···································································353.4·······································································363.513·································································373.620052006··································374.1··········································································454.2····························································47I1…______25“3”-1-11.11.1.119921995101501000200621.68020031402005200520043.62()1988-2-18IT352600955113A20022003CRM1.1.21.21.2.11.2.1.1.-3-[1]1.2.1.2(Principal)(agent)Willson1969SpenceandZeckhauser1971Ross1973Mirrless1974Holmstrom1979GrossmanandHart1983-4-:;;[2]:1.2.1.319112050-5-[3]1.2.1.41.ERG[4]1A.H.Maslow1943thephysiologicalneedsthesafetyneedsthesocidneedstheesteemneedstheneedsforself-actualization———52(Maclelland):-6-(needforachievement):(needforpower):(needforaffiliation):3ERGERGCPAlderfer1972ExistenceNeedRelatednessNeedGrowthNeedERGERG[34]ERG“”“”ERG4(Herzberg):-7-2.1(Skinner)2:3:.:-8-[5]3.[6]1(Locke)602V.H.Vroom1964ExpectancyTheory:=()()-9-3Equitytheory·AdamsJ.S1963:1.2.22000;;2000-10-(2000)()()[7](Holmstrom,1979)(2002)[8];(2003)[9](2003)(Holmstrom,Milgrom)[10](2003)[11](2003)[12]-11-1.31.3.12.11.3.2-12-22.12.1.12.1.1.11865::1959194910503300:19791995979197942010:1995109651[13]-13-2.1.1.2;4510095%1900;[14]:40-14-2.1.23030040001.25003030%[13]14080%2.1.3():-15-:():2.1.3.12.1.3.2:1.“”[15]2.[16]-16-2.1.42.1.4.11.:2.3.!-17-2.1.4.21.90GDP19973.06%4%1.46%62199720010.0977[17]2.GDP9.4%3.[18]4.19592019971.7%18.6%,44.6%8.2%-18-2.1.52.1.5.11.902.19821591997199868380%20033010.9977.59%80%2.1.5.21.2.150[18]-19-3.2.22.2.1()1988200462318200731A60131820066303,587.18381.0420067201,5003,7002002043,0002006437.3941.62200745004404411-20-1/2IT3AAnytimeAnywhereAnyway200620063CRMCRM20068200692006200612IRmagazine20061221198818IT35260095511-21-3A20022003CRM2.2.2()()()199412509200626()()()2.2.31.30-4028%4030-4020-22-2.12020-3030-404011%24%28%37%2.35%4%0%2.269%27%4%0%3.1-221%154%,556%,2.311-22-5554%21%19%6%2.41-67-1213-2425-3636FYC70781611261301213310019831836243546982.2.4,,,,230%,----23-,,[19]1312%80%50%70%80%85%80%75%70%[19]2.51320061-620051-61320.7%23.0%1379.3%77.0%[20]90%2.3-24-2.3.1[21]2005B2.680%-25-2.3.1.130%3-61%(