A Study on Organizational Outcome of Life Insurance Solicitors Using Negative Binomial Regression Model

Heuiju Chun; 안철경

Journal of Insurance and Finance

2012, 23(4), pp.29-60
Publisher : Korea Insurance Research Institute
Research Area : Business Management

Heuiju Chun ¹ , 안철경 ²

¹ 동덕여자대학교
² 보험연구원

ABSTRACT

In this study, on the basis of broad questionnaire about life insurance solicitors in Korea, we want not only to investigate whether or not exploratory variables such as belonging company channel, gender, age category, job career in the present company, satisfaction after job transfer, a number of interactions with insurance contractors, organization commitment, job satisfaction, channel management satisfaction affect the number of solicitor's policyholders and monthly new contract number of insurance which are insurance solicitor’s outcome variables but also to fit these outcome variables using negative binomial regression model. We use the number of solicitor's policyholders and monthly new contract number of insurance which stands for future growth to both insurance customers and insurance company as solicitor’s outcome in stead of solicitor’s income which has been used in the previous study. As the result of study, important factors influential in the number of solicitor's policyholders turn out to be channel management satisfaction,a number of interactions with insurance contractors, job career in the present company, satisfaction after job transfer in order. the number of solicitor's policyholders increases as satisfaction after job transfer increases or a number of interactions with insurance contractors increase. However, as channel management satisfaction decreases, the number of solicitor's policyholders increases. The factors influential in solicitor’s monthly new insurance contract numbers, followed by belonging company channel, gender, satisfaction after job transfer, organization commitment, channel management satisfaction, age category. Solicitor’s monthly new contract number of insurance increases as satisfaction after job transfer increases or job satisfaction increases. However as organization commitment decreases, Solicitor’s monthly contract number of insurance increases.
KEYWORDS

insurance solicitor , job outcome , negative binomial regression model , overdispersion , poisson regression model
REFERENCES (51)

[thesis] 김연선 / 2009 / 셀프리더십이 팀웍과 자기효능감, 직무만족, 조직몰입 및 직무성과에 미치는 영향 : 특급호텔 Wine & Dining Restaurant 을 중심으로 / 박사 / 세종대학교 대학원

[thesis] 朴大賢 / 1996 / 販賣員의 顧客指向指數開發 및 診斷道具로서의 活用 / 박사 / 成均館大學校大學院

[thesis] 박창영 / 2007 / 멘토역할이 조리사의 직무성과 및 직무만족에 미치는 영향에 관한 연구 / 석사 / 영산대학교 경영대학원

[book] 보험연구원 / 2011 / 보험동향

[book] 성대규 / 2012 / 한국보험업법

[journal] 신상헌 / 2001 / 보험설계사들의 활동능력에 따른 업무성과와 고객관리방법 / 소비자학연구 / 소비자학연구 12 (2) : 143~156

[journal] 안철경 / 2009 / The Effects of the Insurance Sellers' Customer Orientation, Professionalism and Individual Characteristics on Sales Performance / 보험학회지 / 한국보험학회 (82) : 1~32

[journal] 안철경 / 2009 / A Study on the Determinants of Insurance Service Loyalty / 보험금융연구 / 보험연구원 20 (1) : 39~74

[report] 안철경 / 2011 / 소비자보호를 위한 보험유통채널 개선방안 / 보험연구원

[report] 안철경 / 2011 / 생명보험설계사 활동실태 및 만족도 분석 / 보험연구원

[thesis] 梁熙山 / 1992 / 保險마아케팅 生産性에 관한 比較硏究 : 韓國生保募集人을 중심으로 / 박사 / 慶熙大學校大學院

[journal] 오기석 / 2001 / 손해보험 모집인생산성의 결정요인에 대한 연구 / 리스크관리연구 12 (1) : 1~33

[thesis] 우석봉 / 2000 / 호텔종사원의 조직시민행동과 선행요인 및 직무성과간의 관계에 관한 연구 / 박사 / 경성대학교 대학원

[journal] 유명희 / 2007 / A Study on the Influence of Incentive Travel on the Organizational Commitment and Job Performance / 관광학연구 / 한국관광학회 31 (5) : 419~436

[confproc] 유민봉 / 2009 / 공무원의 체면에 대한 심층적 이해-근거이론(grounded theory)을 적용하여 / 한국행정학회 2009년 동계학술대회 발표 논문

[journal] 이덕로 / 2010 / Determinants Of Turnover Of Life Insurance Solicitors / 인적자원관리연구 / 한국인적자원관리학회 17 (4) : 285~304

[journal] 이성호 / 2007 / The Effects of Organizational Service Orientation on group cohesiveness and job performance in the Hotel Industry / 마케팅관리연구 / 한국마케팅관리학회 12 (2) : 105~124

[book] 황진태 / 2012 / 2012년 보험소비자 설문조사

[journal] Aranya, N. / 1986 / Organizational Commitment in a Male-Dominated Profession / Human Relations 39 : 433~448

[journal] Bateman, T. S. / 1984 / Analysis of the Antecedents of Organizational Commitment / Academy of Management Journal 27 (1) : 95~102

[journal] Buchanan II, B. / 1974 / Building Organizational Commitment / Administrative Science Quarterly 19 : 533~546

[book] Cambell, J. P. / 1986 / Motivation Theory in Industrial and Organizational Psychology, In Handbook of Industrial and Organizational Psychology / Rand McNally

[journal] Cameron, A. C. / 1986 / Economic Models Based on Count Data:Comparisons and Applications of Some Estimators / Journal of Applied Econometrics 1 : 29~53

[book] Cameron, A. C / 1998 / Regression Analysis of Count Data / Cambridge University Press

[journal] Cook, J. D. / 1980 / New Work Attitude Measure of Trust, Organizational Commitment and Personal Need Non-fulfillment / Journal of Occupational Psychology 53 : 39~52

[journal] Cox, D. R. / 1983 / Some remarks on Overdispersion / Biometrika 70 : 497~505

[journal] Gurmu, S. / 1991 / Tests for Detecting Overdispersion in the Positive Poisson Regression Model / Journal of Business and Economic Statistics 9 : 215~222

[journal] Hackman, J. R. / 1975 / Development of the Job Diagnostic Survey / Journal of Applied Psychology 60 : 159~170

[journal] Heneman, H. G. / 1972 / An Evaluation of Research on Expectancy Theory Predictions of Employee Performance / Psychological Bulletin 78 (1) : 1~9

[journal] Iaffaldano, M. T. / 1985 / Job “Satisfaction and Job Performance: A Meta-Analysis” / Psychological Bulletin 97 : 251~273

[journal] Isen, A. M. / 1991 / Positive Affect as a Factor in Organizational Behavior / Research in Organizational Behavior 13 : 1~53

[journal] Jung, K. / 2007 / Do Age, Gender, and Sector Affect Job Satisfaction? Results from the Korean Labor and Income Panel Data / Review of Public Personnel Administration 22 (2) : 125~146

[journal] 정효선 / 2010 / The Effects of Employees' Emotional Intelligence upon Organizational Citizenship Behavior and Job Performance in the Foodservice Industry / 한국조리학회지 / 한국조리학회 16 (5) : 134~148

[journal] Judge, T. A. / 2002 / Five-Factor Model of Personality and Job Satisfaction: A Meta-Analysis / Journal of Applied Psychology 87 (3) : 530~541

[journal] Judge, T. A. / 2001 / The Job Satisfaction Job Performance Relationship: A Qualitative and Quantitative Review / Psychological Bulletin 127 : 376~407

[journal] Kaplan, R. S. / 1992 / The Balanced Scorecard: Measures That Drive Performance / Harvard Business Review 70 : 71~79

[journal] Lok, P. / 2004 / The Effect of Organisational Culture and Leadership Style on Job Satisfaction and Organisational Commitment: A Cross-National Comparison / Journal of Management Development 23 (4) : 321~338

[journal] Manson, E. Sharon / 1995 / Gender Differences in Job Satisfaction / Journal of Social Psychology 135 (2) : 143~151

[book] McCormick, E. J. / 1999 / Industrial psychology / Prentice-Hall : 26~58

[book] Milkovich, G. T. / 1994 / Human Resource Management / Irwin Inc.

[journal] Morrow, P. C. / 1983 / Concept Redundancy in Organizational Research: The Case of Work Commitment / Academy of Management Review 34 (983) : 180~205

[journal] Moyes, G. D. / 2006 / The Effects of Age and Gender upon the Perceptions of Accounting Professionals Concerning Their Job Satisfaction and Work-Related Attributes / Managerial Auditing Journal 21 (5) : 536~561

[book] Northcraft, G. B. / 1990 / Organizational Behavior / Dryden Press

[book] Nunnally, J. C. / 1978 / Psychometric Theory / McGraw-Hill

[journal] O'Reilly III, C. / 1986 / Organizational Commitment & Psychological Attachment: The Effets of Compliance, Identification, & Internationalization on Pro-social Behavior / Journal of Applied Psychology 71 : 492~499

[book] Porter, L. W. / 1968 / Managerial attitudes and performance / R. D. Irwin Inc.

[journal] Porter, W. L. / 1974 / Organizational Commitment, Job Satisfaction and Turnover Among Psychiatric Technicians / Journal of Apply Psychology 59 : 603~609

[book] Roznowski, M. / 1992 / The Scientific Merit of Valid Measures of General Constructs with Special Reference to Job Satisfaction and Job Withdrawal, In Job Satisfaction / Lexington Books

[journal] Sheldon, M. E. / 1971 / Investments and Involvements as Mechanisms Producing Commitment to the Organization / Administrative Science Quarterly 16 : 142~150

[book] Szilagyi A. D․ / 1990 / Organizational Behavior and Performance. 5th Edition / Goodyear Publishing

[book] Van de Van, A. H. / 1980 / Measuring and Assessing Organization / McGraw-Hill Books
KCI Citation (24)

KJC Korea
Journal Central

Statistics

Tools