保险业销售人员适应性绩效结构的分析

【作者】 张乐；

【导师】 陈丽芬；

【作者基本信息】 南京理工大学 ， 企业管理， 2010， 硕士

【摘要】 适应性绩效作为工作绩效结构中发展出的一个新维度,它对于个体总绩效具有一定的影响作用。本文通过对国内保险业销售人员适应性绩效的问卷调查,结合理论分析和实证研究,探索出适合于保险业销售人员的适应性绩效结构,并通过探索出的适应性绩效结构,为组织的各项管理活动提供建议。本文的研究内容分为两部分。第一部分是理论研究。通过阅读国内外大量文献和对适应性绩效各方面内容进行综合分析的基础上,提出在该领域中仍需要进一步研究的问题,形成本文的研究思路。第二部分是实证分析。首先,通过对保险业销售人员及其主管的访谈形成包含40条题目的适应性绩效调查问卷,然后进行第一次问卷调查,将搜集到的数据进行项目分析,以形成正式测试问卷。接着对正式测试问卷进行第二次调查,将调查数据用于效度分析和信度分析。通过效度分析探索出的适应性绩效量表包含五个主成分,这些成分能解释总方差的64.222%,同时探索出的适应性绩效量表的信度也达到了0.915。通过形成的适应性绩效量表,确定出销售人员适应性绩效的结构,并给每个维度进行命名和说明。为了明确探索出的适应性绩效结构是否能普遍适用于其他样本,最后还进行了验证性因素分析,将其与适应性绩效四维度结构和一维度结构相比较,得出适应性绩效五维度结构的拟合度最好。本文研究结果表明：保险业销售人员适应性绩效结构包含了五个维度,它们分别是：学习与创新适应性绩效、应急适应性绩效、文化与人际适应性绩效、不确定性适应绩效和压力适应性绩效。更多还原

【Abstract】 Adaptive performance is a new dimension of the performance, which has a certain influence on the personal total performance. This paper applies the questionnaire to investigate salemen’s adaptive performance, explores the salemen’s adaptive performance structure on the basis of theoretical analysis and data analysis, and then we can supply some advices for management in company.This paper contains two parts. The first part is the theoretical analysis. we summarize the related contents about adaptive performance throught reading a lot of literatures. On the basis of this, we can put forward the research questiones. The second part is the data analysis. The first, we will make a questionnaire that has forty items by interviewing with the salesmen and their executive officers, and then proceeed to the first survery. By project analysis, we can form a formal questionnaire. Secondly, we will conduct the second questionnaire survey, and analyze the data by validity analysis and reliability analysis. The final adaptive performance scale contains five factors which can explain the total variance about 64.222%, and its reliability coefficient reaches 0.915. Thirdly, we will explore the salemen’s adaptive performance structure, denominate and explain each dimesions of adaptive performance. Finally, in order to confirm the five dimensions of the adaptive performance structure, we conduct the confirmatory factor analysis. The index demonstrate that the five dimensions of the adaptive performance structure is the best.The conclusion of the paper shows that the adaptive performance structure has five dimensions:learning and creativity adaptive performance, emergency adaptive performance, culture and interpersonal relationship adaptive performance, uncertainty adaptive performace and stress adaptive performance.更多还原