雖然人身保險業可開始辦理財富管理業務，但是無論是否取得辦理財富管理業務資格，在法令上可直接銷售之商品僅限於人身保險商品與代理銷售國內基金，無法滿足高資產客戶其他金融商品與服務的需求。因此，人身保險業經營財富管理業務至今仍無法有效拓展。 本研究所定義之財富管理業務係指為高資產客戶提供財富保障、財富累積、與財富移轉的服務。從相對收入假說、展望理論、路徑依賴等理論，本研究探討高資產客戶的心理與決策行為及人身保險於其中所扮演的重要性。此外，從人身保險業財富管理個案研究的發現，本研究分別針對營運面、法令面、與後續研究方向提出以下建議。1.人身保險業經營財富管理業務營運模式建議 1.1.利基市場：鎖定資產規模台幣3,000萬以上的客戶 1.2.經營策略：關係經理與顧問團隊雙軌制、重視企業價值、重視資產移轉規劃 1.3.商品策略：發展全權委託投資型保險2.法令調整建議 2.1.針對轉介佣金提供明確的法令規範 2.2.制定私募保險相關法令 2.3.開放保險業兼營信託業務3.研究建議 關於高資產客戶與行為財務學的實證研究，是可供後續做進一步探討之處。 Although the life insurance industry can offer wealth management services, according to the regulation, the life insurance companies can only sell life insurance products and domestic funds which do not meet the needs of high net worth customers, no matter the qualification of the wealth management is obtained or not. Therefore, the wealth management business in the life insurance industry is still not effectively expanded. The definition of wealth management business in this study is providing wealth protection, wealth accumulation, and wealth transfer services to the high net worth customers. From the Relative Income Hypothesis, the Prospect Theory, the Path Dependence Theory, etc., this study examines the importance of life insurance in the psychology and decision-making behavior of high net worth customers. In addition, from a case study of the life insurance industry, this study makes some suggestions in the following directions. 1.Business model advice 1.1.Niche market: Aim at the customers with asset size more than NT $ 30 million. 1.2.Business strategy: The dual-track of relationship manager and consultant team, the enterprise value, emphasis on asset transfer planning. 1.3.Product strategy: Discretionary investment-linked insurance.2.Act revision suggestion 2.1.Provide a clear legal regulation for the referral commission. 2.2.Develop the laws and regulations of the Private Placement Insurance. 2.3.Allow the life insurance industry to run the trust business.3.Research recommendation Suggest to do further empirical research on the high net worth customers and behavioral finance.
