【作者】 张春平；

【导师】 徐建中；

【作者基本信息】 哈尔滨工程大学 ， 管理科学与工程， 2008， 博士

【摘要】 我国保险业发展起步较晚,加入WTO后,年轻的中国保险公司与外国保险企业同台竞争。竞争是全方位的,其中对保险营销人员的争夺和激励成为竞争的重点。保险营销人员是保险公司赖以生存和发展的基础,对保险营销人员的管理是各保险公司关注的焦点。与国际保险企业相比,我国保险企业的激励机制现在普遍存在激励手段单一、只注重短期效果等问题。这种激励模式极大地影响了公司对保险营销人员的管理,也使得公司的发展缺少创新动力和业绩提升能力。通过对国内外激励理论的借鉴,从我国保险行业当前实际出发,本文提出我国保险营销人员激励机制的创新方向将是长期化、多样化和层次化,积极推进激励机制创新研究。首先,本文对我国保险营销人员激励机制研究的背景和意义进行了剖析,同时对论文相关理论基础进行了全面阐释,包括信息不对称理论、委托—代理理论、有关激励的基本理论及人力资源管理理论等;运用定性分析与定量分析相结合的方法,探讨了我国保险营销人员激励机制的发展现状及存在的问题,揭示了我国保险营销人员的职业状况及行业的竞争态势,通过分析提出我国保险营销人员激励机制主体研究结构。其次,本文从绩效评估机制、薪酬奖励机制、行为导向机制三个方面展开对我国保险营销人员激励机制改进的具体研究。其中,营销人员绩效评估机制设计是基础,在分析绩效评估机制系统的内容与模型和我国保险营销人员绩效评价目的的基础上,明确提出基于激励—保险契约基本模型的我国保险营销人员主、客观绩效指标,同时说明绩效信息反馈的模式选择。营销人员薪酬及奖励机制研究是核心,在分析我国保险营销人员薪酬管理模式的基础上,进行固定报酬及佣金制度合理搭配的模式分析,并提出我国保险营销人员奖励模式。营销人员行为导向机制研究是保障,分别研究了培训教育机制系统模型构建、违规行为的制约机制和职业生涯规划管理。再次,本文根据层次性原则、导向性原则、科学性原则、客观性原则及针对性原则五个方面的原则,基于评价的目的及我国保险营销人员激励机制有效性的影响因素,从保险公司和保险营销人员两个角度,建立了包括企业绩效水平和员工满意水平2个一级指标、9个二级指标的评价指标体系,并对每个所选指标的内涵和计算公式进行了详细论述,初步建立了我国保险营销人员激励机制有效性评价指标体系。在此基础上,本文运用AHP法及专家打分法确定指标体系的权重,对民生人寿北京分公司进行了实证分析,根据计算结果分析了民生人寿北京分公司保险营销人员气势磅礴机制具有的优势和不足。最后,本文提出了完善我国保险营销人员激励机制的对策建议。具体做法是建立协调长短期利益的佣金制度;建立360度主观绩效评估体系保障系统;建立与信誉等级制度相匹配的绩效评估机制;改进现行培训系统;建立公司发展与员工个人发展相结合的激励机制;建立人才的培养与使用相结合的激励机制以及建立引入固定收入的激励机制,旨在辅助我国保险营销人员激励机制的改进及促进我国保险行业的发展。更多还原

【Abstract】 The insurance in our country develops lately. After joining WTO, the young Chinese insurance company competes with foreign insurance enterprise jointly. The competition is all-directions, among them the contesting and stimulation of the insurance agents is the point of the competition. That insurance agent is a basis on which insurance company relies for existing and developing, and the insurance agent’s administration is the focal point of every insurance company.Compared with international insurance enterprises, there are some problems such as the single motivator and paying attention to short dated results only in the management of insurance company in our country. This stimulation pattern have affected the insurance agent’s administration to insurance company, and made the development of the insurance company also absence innovation driving force and achievement lifting ability. Process drawing lessons to home and abroad stimulating theory, and background the actual situation currently of our country’s insurance industry, the paper suggests that innovation direction of the incentive mechanism of insurance agents in our country will be long-term-relation, diversifying and moving forward layering , active studies the innovation research of incentive mechanism.At first, the paper analysis the background and significance of insurance agent’s incentive mechanism research in our country. It illuminates the interrelated basic theories roundly, including information asymmetry theory, consignation-agency theory and basic about excitation theory all round and so on thesis relevance at the same time. Secondly, applying qualitative analysis to combine with quantitative analysis each other the paper treats the question of the present situation and problems of our country’s insurance agents’ incentive mechanism, and revealed the study system frame of inventive mechanism of insurance agents in our country.Then, the paper concretely researches incentive mechanism improvement of the insurance agents in our country from three aspects which are achievement effect evaluation mechanism, the salaries system and the behavior naturalization system. Among them, the achievement effect evaluation mechanism design is a basis, it memorably proposes subjective and objective performance indexes based on the stimulation-insurance contract basic mode based on the necessity analysis of reasonably designing performance evaluation mechanism. At the same time it gives the pattern choice of the performance information feedback. That salary system study of insurance agent is link. The salary system studies analyze the pattern that the system carrying out fixed reward and commission on the basis composing and managing mode of the insurance agent in our country. The behavior naturalization system studies of insurance agent are guarantee. It researches the system mode construction of the cultivation and train mechanism and confinement mechanism of the irregularities.The paper establishes an evaluation indexes system based on the evaluation target and the validity influencing factors of incentive mechanism of insurance agent in our country on principle of level, guidance quality, scientific, objectivity and direction. The indexes system includes 2 firstlevel indexes, enterprise performance level and employee gratification level, and 9 secondlevel indexes. It discourses each index’s connotation and computing formula in detail and establishes level evaluation system of insurance agent in our country preliminarily. Based on above research, the paper deficits the weighing of the indexes system using the AHP and Delphi method and empirically analyzes Beijing Minsheng insurance. At the same time it analyzes the advantages and disadvantages of the incentive mechanism of insurance agent of the Minsheng insurance.At last, the paper proposes the countermeasure and suggestion to improve the incentive mechanism of insurance agent in our country. The concrete practice is to establish the commission system to coordinate the long-term benefits and the short-term benefits, build the performance evaluation mechanism which is matching with the reputation hierarchy, improve the actual cultivation system, establish the incentive mechanism which combines the enterprise development and employee personal development and which combines talent cultivation and talent use, and which draw into fixed income. The paper is intends to improve incentive mechanism of insurance agent in our country and to promote the insurance development in our country.更多还原