Applying positive psychology to insurance salesman management

• Main Authors: Wei, Siao-Yun, 魏筱昀
• Other Authors: Tsai, Cheng-Hsien
• Format: Others
• Language: zh-TW
• Published: 2019
• Online Access: http://ndltd.ncl.edu.tw/handle/87tx3y

博士 === 國立政治大學 === 風險管理與保險學系 === 107 === This dissertation, containing three articles, applies positive psychology to insurance saleman management. The first article uses active personality, work-life balance, and life satisfaction as the research framework. Through questionnaire survey, we collct 1,691 samples to investigate the connections among variables and employ structural equations to analyze the results. We find that active personality and work-life balance have positive and significant impacts on life satisfaction and work-life balance is an intermediary variable between active personality and life satisfaction. The second article uses ethical leadership, emotional intelligence, and job performance as the framework. We obtain 546 valid samples through questionnaire survey and use structural equations to analyze these samples. The results show that ethical leadership affect emotional intelligence and job performance. The effects are positive and significant while emotional intelligence plays an intermediary role. The third article, based on the first one, divides the effective samples by channels of brokers and agents, salesmen of bank holding companies, and salesmen of non-bank holding companies. We carry out regression analyses on each channel to investigate how distribution channels affect the relations among active personality, work-life balance, and life satisfaction. The results show that different channels play a mitigation role. The above three articles make significant contributions to the literatue about the psychology and life sentiment of insurance salemen. They also have practical implications to the management and leadership measures of salemen.