Research on the Correlation Between Financing Consultants' Goal-Orientation and Job Performance-Using the Incentive Systems as the Moderating Variables (Using Banking Insurance as Case Study)

• Main Authors: LIN, I-HSIN, 林宜欣
• Other Authors: CHENG, CHIA-YI
• Format: Others
• Language: zh-TW
• Published: 2017
• Online Access: http://ndltd.ncl.edu.tw/handle/37774384100073563194

碩士 === 銘傳大學 === 風險管理與保險學系碩士在職專班 === 105 === This research aims to analyze the relation between insurance consultants' goal-orientation and their sales performance, with incentives as the mediating variable. In the insurance industry, insurance consultants are a special group of people who support their firms' profits and operations. Therefore, how to use proper incentives to improve their performance becomes their firms' most important topic. What is more, this research bases the analysis on the consultants' goal orientation and its impact on sales behaviors and sales outcomes. Many studies in the history already admitted there is a positive relation between them. Therefore, combing these past results, the research firstly analyze goal orientation, performance and incentives and their dynamic relations. Secondly, the research uses questionnaires to collect primary data. The analysis results show that： 1）there is a positive relation between learning orientation and job performance, 2) there is a positive relation between performance orientation and job performance, 3) different incentives have mediating effect on learning orientation and job performance, 4) different incentives have mediating effect on performance orientation and job performance.