本研究將壽險公司中之壽險業務員為研究對象，探討壽險業務員人格特質、主管領導風格、組織激勵制度與工作投入和工作績效的關聯性，做為保險公司在人力資源的管理政策及措施之參考，俾針對壽險業務員的特質與屬性，設計具激勵的獎酬制度，以提高員工及企業的績效。具體而言，本研究的目的在於:一、探討人格特質對壽險業務員的工作投入與工作績效之影響情形。二、探討主管領導風格對壽險業務員的工作投入與工作績效之影響情形。三、探討組織激勵制度對壽險業務員的工作投入與工作績效之影響情形。四、探討工作投入與工作績效間之影響關係。 本研究將以國內三家外商人壽保險公司中之壽險業務員為研究對象，採用非機率之便利抽樣進行調查，總計有效問卷187份，經信度分析、相關分析、回歸分析等統計方法整理後，研究發現如下: 一、壽險業務員的內外控人格特質、主管領導風格與組織激勵制度，對工作投入與工作績效均呈現顯著正相關。 二、壽險業務員愈具有內控人格特質者，工作投入也越高，其主觀工作績效與客觀工作績效-首年度保費收入愈佳。主管領導風格為參與式主管領導風格，其主觀工作績效愈佳。組織激勵制度之財務獎勵制度，對工作投入之影響達顯著水準。財務獎勵制度對主觀工作績效之影響達顯著水準，對客觀工作績效-首年度佣金收入呈現正向顯著關係。 The research targets on the agent personnel of life insurance and studies the impact of internal-external locus of control, leadership styles, and incentive system on job involvement and performance. The primary objectives of the study are: 1.To explore the impact of the internal-externa loust controu on job involvement and performance; 2.To discuss the influcene of leadership style on job involvement and performance; 3. To explore the impact of the incentive system on job involvement and performance; 4.To study how job involvement influences job performance. The study takes the agent of life insurance as sample and uses the convenient sampling of non-probability to conduct the research. There are 187 pieces of useable questionnaires. Afterour analysis, we find that: 1. The agent of life insurance personnel’s internal locus control, leadership styles and incentive system has a significant positive correlation with the job involvement and performance. 2. The agent of life insurance personnel with more internal locus control can enhance their job involvement. The more internal locus control the agent of life insurance personnel possess, the better subjective job performances and objective job performance (FYP) they will have. When they face the supervisor with participative leadership style, the agent of life insurance will has better subjective job performances. The incentive system with financial, the agent of life insurance will have a high job involvement. The incentive system with financial posses, the better subjective job performances and objective job performance (FYC) they will have.
