Factors of the Intention to Stay for Life Insurance by Analytic Hierarchy Process: A Case Study on Chiayi City

• Main Authors: CUUANG,YU-CHIN, 莊玉琴
• Other Authors: CHEN,KUEI-HSIEN
• Format: Others
• Language: zh-TW
• Published: 2019
• Online Access: http://ndltd.ncl.edu.tw/handle/rz869v

碩士 === 南榮科技大學 === 工程科技研究所碩士班 === 107 === With the recognition of the insurance concept by the Chinese people and the rapid development of the insurance market, the competition in the life insurance industry in the domestic life insurance industry is fierce. However, there is no clear solution to the problem of retaining new business personnel. Faced with business performance and the retention of business personnel is a big test for life insurance companies. Therefore, this study mainly focuses on the new life insurance industry personnel, and explores the indicators of the factors in the life insurance industry's new personnel through the Analytic Hierarchy Process Theory (AHP). The research process first obtained the face-to-face configuration of the new life insurance personnel through the literature analysis method, and then invited the new recruits who just received the registration card to participate in the rookie class and the business representatives within one year to define the factor indicators through the brainstorming method, and establish a hierarchical structure. The pairwise comparison method provides the weight and ranking of the factor indicators. The results show that the key facets of the new life insurance personnel in the life insurance industry are education training, sales skills, learning mentality, and habit formation. The key indicators under the education and training face are pre-employment training, and the key indicators under the sales skill structure. For communication skills, the key indicators under the learning mentality are the attitudes of the industry. The key indicators under the habit of fostering the formation are the customer visits. This study will provide the life insurance industry with a variety of education and training for the new recruits in the life iii insurance industry. The period of staying for a longer period of time will be analyzed and provided to the life insurance industry as a reference for any newcomers to stay free. It is expected that the life insurance industry will reduce unnecessary cost and waste of resources when doing business.