保险营销员忠诚度和工资的影响因素分析——基于中国Z保险公司的实证研究  

作　　者：谭毅[1] 袁缘[1] 

机构地区：[1]中央财经大学保险学院,北京100081

出　　处：《保险职业学院学报》2013年第4期28-34,共7页Journal of Insurance Professional College

基　　金：中央财经大学2012年研究生科研创新基金项目;中国财产保险公司承保风险最低资本要求研究(201231)

摘　　要：本文利用中国Z保险公司①的截面数据,研究了中国保险营销体制改革中的关键影响因素。为了修正样本选择偏差等问题,文中依次使用了Logit模型、Tobit模型和Heckman两步模型。研究发现:一年的离职数据表明合同、工资对营销员的忠诚度具有显著正影响,而学历的影响并不显著;在不同的工作年限条件下,合同和学历对员工忠诚度都具有显著的正影响,但学历的影响程度没有合同的作用明显;从对保险营销员的工资贡献程度来看,合同要明显高于学历对收入的贡献程度。This paper studies the key factors in Chinese insurance marketing system reform by using the cross - section data of Z insurance company of China. To correct sample selection bias, etc, this paper used the Logit model, Tobit model and Heckman two step model. The paper found that： A year＇ s departure data show that the contract, wage has a significant positive influence on the marketing staff＇ s loyalty, and degree of influ ence is not significant; Under the condition of different working years, degree and contract both have a signifi cantly positive impact on staff loyalty, but the influence of contract is obvious than that of degree; From the per spective of contribution to insurance marketing staff＇ s wages, the contract has a significantly higher contribution to the income than degree＇s.

关 键 词：代理人 保险营销 TOBIT模型 Heckman两步法 

分 类 号：F840.69[经济管理—保险]