The Research of The Correlation Between the Efficiency of Recruiting and Underwriting Policy by Empirical Approach of Anti-selection

[[abstract]]長期以來台灣人壽保險業，為追求業務成長，大多採行大量增員之人海戰術，或採重金禮聘之挖角方式來建立業務體系。以致對業務人員的選擇較不重視，因而忽略業務人員的素質及忠誠度，此不但影響企業形象更直接影響到公司整體經營績效。 最近一年來因金融機構大幅降息與全球景氣下滑，使得整體經濟環境充滿不確定性；再加上台灣壽險市場已接近飽和以及台灣加入WTO後面對國際的競爭。都逼使壽險業者在拓展業務的同時，更應加強人員的篩選及核保工作上的努力，來提昇整體經營績效。 本研究運用實證分析法以劣質件與短死件共1819件樣本為研究對象，透過套裝統計軟體針對樣本多項變數來進行統計分析。冀望找出劣質件與短死件業務，共同之屬性特徵，再應用核保專業找出因應之道。以減少逆選擇，降低理賠糾紛，改善死差異。進而提供保險業對人員選擇及核保對策之參考。 本文提出建議1儘速修改不合時宜之法令2成立類似美國保險犯罪局（NICB）之民間組織3業者加強進行二次生存調查4建立正確保險觀念及重建業務員職業道德5改變業務員薪給結構6提昇核保技能等。期望透過政府、業界、業務員共同努力，來防範道德風險，減少契約逆選擇。使壽險業能健全發展，業者能獲得合理利潤，消費者也能合理降低保險費率。[[abstract]]For long, In order to boost their sales, most of the life insurance companies in Taiwan have adopted the strategy “ The more the better,” to dramatically increase the number of their agents or alluring the valuable executives out of their rivals with high pay to set up their own agencies. However, by practicing the two strategies, the deteriorating performance and lousy public images of the insurance companies is the price due to the lack of quality and loyalty of their agents. In recent years, because of the sharp decline of interest rate caused by a slump global economy as well as its unknown outlook, added the keen competitions from the rivals overseas after Taiwan’s entering WTO, life insurance companies in Taiwan, as they are struggling to expand their territory, are forced not only to improve the quality of their agents by lifting the standard of selecting process, but also enhance the underwriting procedures. The research utilizes the empirical approach by using suite software focusing on the variables of the samples to conduct statistic analysis among 1819 samples composed of inferior polices and polices dying in the two years after taking effect, hoping to reduce the possibility of anti-selection, to lower the rate of claim disputes and to improve the mortality savings by identifying the similarities between them, so that it’s possible for us to develop policies that can be referred to the life insurance companies as how to recruit agents and form the underwriting policies as well . In the context we have 6 suggestions. 1. to modify the regulations outdated in no time. 2. to set up the private organizations with the function like NICB. 3. the insurers to intensify the conduct of second survival investigation. 4. to demonstrate the correct insurance concepts and rebuild the professional morality of agents. 5. to change the salary structure of the agents. 6. to upgrade the skills of underwriters. With the efforts made jointly by the government, insurance companies and agents to prevent the risk of moral hazard and to decrease the anti-selection phenomenon, I believe, the goal to well develop the insurance industry with a reasonable profit to the corporations and lower premium rates to the customers can be reached in the foreseeable future