Study on the Relationship between the Personality, Sale Behavior, Encouragement, and Performance of Financial Consultants

• Main Authors: Hui-Chun Lin, 林惠群
• Other Authors: 郝充仁
• Format: Others
• Language: zh-TW
• Published: 2015
• Online Access: http://ndltd.ncl.edu.tw/handle/umm4mp

碩士 === 淡江大學 === 保險學系保險經營碩士在職專班 === 103 === Bank insurance has been developed in Taiwan since 1996. The government passed “Financial Holding Company Act” and the modification of insurance laws in November, 2001. The limitation of cross-sector business was canceled and the development of bank insurance grew faster. Bank insurance grew prosperous because financial industries tried hard to enhance their market competitiveness, to provide customers with financial commodities of one stop shopping, and to increase the income of commission for banks. Insurance companies and banks cooperate with each other in recent years for mutual complement. Bank industry became an important source of insurance premium for insurance companies. If insurance companies hope to maintain their superior market share, they have to depend on the insurance premium through the channel of banks. How to maintain the superiority in the competitive market of bank insurance is an important issue for insurance companies. If insurance companies want to obtain competitive superiority, they have to enhance several aspects such as commodities and commission. In addition, both the features of service window in insurance companies (IC) and the satisfaction for financial consultants become important policies for insurance companies to survive. As for methodology, this essay adopts reliability analysis, validity analysis, correlation analysis, and regression analysis. It analyzes the DISC personalities of financial consultants toward impacting factors such as performance, estimation of sale behavior, and sale and service instruction. The conclusion of this essay will serve as the future operational suggestions and frequent studying directions for insurance companies and supervising organizations.