| Summary: | 碩士 === 樹德科技大學 === 金融與風險管理所 === 94 === When reviewing the previous studies, most of the past empirical researches on job performance of life insurance salesperson have focused on both key factors to success of salesperson and the influence of social network, personality traits of salesperson on job performance; however, little literature is available about achievement , money value, and self-efficacy of salesperson . This study is trying to explore the relationships among achievement, money value, self-efficacy of life insurance salesperson, and their influences on job performance.
The sample of this study is the salesperson in a life insurance company in Taiwan. 400 questionnaires were released and 360 returned. The rate of return is 90%. 343 usable responses were received for an 85.75% response rate.
The major findings of this study are as follows: (1)The salesperson’s achievement has positive relation with self-efficacy. (2) Money value has positive relation with self-efficacy. (3) Self-efficacy has positive relation with job performance. (4) Achievement has positive relation with job performance. (5) Money value has positive relation with job performance. (6) Self-efficacy has partial mediating effects on the relationship between achievement and job performance. (7) Self-efficacy has full mediating effects on the relationship between money value and job performance.
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