A Study of Performance with Agent''s Moving in Taiwan Life Insurance Industry：Evidence from Company P

[[abstract]]在政府一連串的開放措施下，各壽險公司的競爭相當激烈，市場佔有率的提昇一直是各公司積極努力的目標，而為達到這個目標的轉敘挖角方式，乃是經常使用的策略手段。本研究以P公司為對象，在分類與統合相關資料後，進行迴歸分析，以探討轉敘業務人員之人數及活動率對業績量的關聯性，另外，透過t檢定，比較轉敘業務人員與公司原存在之業務人員，其活動率對業績量貢獻度的高低。依實証結果得知： 一、在以單位人數對業績量的迴歸分析中，發現業務人員人數的多寡，對業績量的影響並不顯著。但在加入報件人數的因子後，以活動率（報件人數/單位人數）對業績量的迴歸分析中，卻發現業務人員活動率的高低，對業績量的影響有相當顯著的效果。這顯示著壽險公司若欲追求市場佔有率而進行轉敘策略時，質的考量應當重於量的考量，因為轉敘人數的增加並未代表業績量的同時增加，納進有生產力的業務人員才能對業績量的提昇有正面的實質幫助。 二、以本研究對象為主體，在做相關的檢定時，發現了新轉敘業務人員的活動率對業績量的貢獻度大於或等於原存於公司業務人員的貢獻度，顯示轉敘人員在這方面的績效比公司原單位的高，保險公司若欲提高市場佔有率時，以公司原存在人員的活動率為參考依據，整批業務人員移入的轉敘方案，的確是可行的經營策略。[[abstract]]As the government has implemented a series of liberalization measures, the life insurance market in Taiwan has been transformed from completely closed market to one open to competition. The promotion of the market share of premium has been the significantly positive goal all the time. To increase the market share, the method of recruiting agents in a large quantity from other insurers has been used regularly. The object of this paper, based on evidence from company P, is to research the performance with agent's moving among Taiwan life insurance companies. By the analysis, we come out some conclusions. The main conclusions of this study are described as following： 1. By the analysis of data between person amount and the FYP (first-year-premiums), we find none relationship is keeping. But there is significantly positive effect between active ratio and FYP. It shows that the life insurance firms should care not only the quantity but also the quality while adopting the recruiting programs. 2. Have measured the active ratio, we find the performance of the new moved agents is higher than the performance of the original units. It shows that the method of recruiting agents in a large quantity from other insurers to increase the market share is valuable