The Relationship between Local Culture and Promotion of Salesmen: Example of an Insurer in Taiwan

[[abstract]]摘要 台灣壽險產業隨著經濟高度的長成而愈趨成熟，但在人力資源方面卻長期處於流動率高的情況，壽險企業對於業務人員之適性與穩定非常的重視，而本論文即針對人力資源的選才，以壽險業務員為觀察對象，從地方文化、人格特質、及成長背景等因素對於績效的表現，衡量壽險業者在甄選業務人員時所發展之衡量量表。而研究結果顯示，在嚴謹的信度與效度評量下，完成本份問卷量表，支持其地方文化與人格特質之量表影響績效表現之結果適用於甄選業務人員的主張。另外，在t檢定分析方面，檢測得出結果，其地方文化背景以及個人特質對於業務員本身其績效表現都有不同的顯著差異影響。最後，本文並就上述t檢定分析所得之結果，在未來實際管理及選才上的應用與後績學術研究，提供若干建議。[[abstract]]Abstract The life insurance industry in Taiwan has gradually become mature as the increase in economic growth. While in terms of human resources, it has long been in the situation of high turnover rate. Since life insurance business value adaptability of their salespeople very highly, this paper is for the selection of human resources, Take life insurance salespeople as the object of observation, considering factors from local culture, personality traits, and growing background and other factors that affect performance, and to measure the measuring scale that developed while life insurance company is selecting salespeople. The research shows that in the rigorous reliability and validity of the assessment, the completion of the questionnaire scale, and supporting its local culture and personality traits affect the performance of the results applied to the selection of business people's claims. In addition, in the t test analysis, the detection results show that the local cultural background and personal characteristics has different significant differences on performance for the salespeople. Finally, this paper depend on the results of the t test analysis, providing several advice on the application of future management and salespeople selection and the follow up performance on academic research.[[note]]碩