The Effects of Locus of Control, Relationship of Customer Quality, Trust on Salespersons’ Performance: Using Non-Life Insurance Companies as Examples.

• Main Author: 章俊雄
• Other Authors: 鄭國枝
• Format: Others
• Language: zh-TW
• Online Access: http://ndltd.ncl.edu.tw/handle/bfgysj

碩士 === 國立彰化師範大學 === 會計學系 企業高階管理(EMBA) === 103 === Non-Life insurance companies industry is a customer service industry relies on good service. In recent years has been transformed into a mature service-intensive service industry. The pace of transformation by the Non-Life insurance companies industry cannot keep up with consumer demand will be fierce competition out of the market. This study discussed the effects to salespersons’ performance from locus of control, trust and quality of customer relations. In this study, the sample was distributed to the employer from the member of non-life insurance companies industry in Taiwan. The total distributed samples were 150 and returned samples were 105. We excluded 5 invalid responses and final samples were 100. The SEM analysis, linear regression and factor analysis were used to analysis the relationship between variables in this study. Empirical evidence showed that the hypothesis of this study expected to be supported. The results showed: 1. the significantly positive relationship among locus of control, quality of customer relationship and salespersons ’performance. 2. The indirect effect between locus of control and salespersons’ performance by locus of control and quality of customer relationship. The managerial implications of this study is the personality of Non-Life insurance companies and plant managers through customer relationship quality directly and indirectly to enhance the salespersons’ performance of Non-Life insurance companies.