中国人保财险安徽省分公司销售人员激励机制研究

发布时间：2018-05-19 01:10

本文选题：人保财险 + 激励机制　；参考：《安徽大学》2013年硕士论文

【摘要】：随着现代社会的发展以及知识经济时代的到来,越来越多的证据表明,员工已经成为企业核心竞争力构成的关键。那些所谓的成功企业,无一不在吸引和留住各种人才这一方面具有很大的优势,之所以能够聚集大量的优秀人才,主要是因为他们有一套非常合理完善的激励机制。虽然中国人保财险安徽省分公司在目前的财险市场上,无论在市场占有率,还是在品牌形象等方面都保持着领先的地位,但是随着近10年来的新兴保险公司不断地参与着市场竞争以及客观上财险营销体制的不断完善和提升,导致公司各层级员工的流动性日益增多,这给公司的员工管理带来了非常大的难度。因此,本文着重从中国人保财险安徽省分公司重新审视原有的对销售队伍激励机制,全面分析销售人员需求特点,并制定新的激励机制等诸方面进行研究,以有助于激发员工的积极性、创造性和凝聚力,从而有利于公司的长远发展。本文共分为五个部分。第一部分为引言部分,主要是介绍本文的研究背景、研究意义和研究方法,概括总结国内外学者的主要研究观点。第二部分为相关基础理论和概念界定部分,在介绍激励理论、马斯洛的需求五层次理论、阿尔德弗ERG理论、双因素理论、成就需要理论、期望理论、公平理论和目标设置理论这些相关理论的基础上阐述了激励机制及其他相关概念,并对人保财险安徽省分公司销售人员激励制度改革进行了界定。第三部分对人保财险安徽省公司的介绍及目前保险公司的竞争环境、销售人员激励现状及存在的问题进行分析。第四部分是以人保财险安徽省分公司为实证研究对象,通过对激励机制目标和原则的陈述,提出了人保财险激励机制构建的总体规划和实施方案。第五部分对人保财险安徽省分公司销售员工激励机制的具体实施细节进行探讨,并对其成效、存在的问题进行分析,还提出了激励机制能够实施的保障措施。本文的创新及特色之处在于,以激励理论为基础,从案例出发,通过对人保财险安徽省分公司销售员工队伍激励机制案例分析,总结并归纳了基于员工忠诚度的保险公司销售员工队伍激励长效机制。以期通过本文的研究对人保财险安徽省分公司销售员工队伍激励实践又更好的推进,并为其他保险公司提供借鉴。我国现有的研究成果主要是对中小型企业人员的激励机制研究,而本文则是在前人的研究基础上,着重对保险公司销售人员激励机制的研究,在研究过程中,通过结合人保财险安徽省分公司的具体数据以及公司的销售人员现状分析,从而提出相应的对策,以希望能够帮助、指导人保财险安徽省分公司销售人员激励机制的构建与实施,使之走上飞速发展的快车道。
[Abstract]:With the development of modern society and the arrival of the era of knowledge economy, more and more evidence shows that employees have become the key to the core competitiveness of enterprises. All those so-called successful enterprises have great advantages in attracting and retaining various talents. The reason why they can gather a large number of talented people is mainly because they have a set of very reasonable and perfect incentive mechanism. Although China PICC Anhui Branch maintains a leading position in the current property insurance market, both in terms of market share and brand image, However, with the emerging insurance companies in the past 10 years participating in the market competition and objectively improving the property insurance marketing system, the mobility of employees at all levels of the company is increasing day by day. This brings great difficulty to the management of employees in the company. Therefore, this paper focuses on re-examining the original incentive mechanism of sales force, comprehensively analyzing the characteristics of sales personnel demand, and formulating new incentive mechanism, and so on, from the point of view of Anhui Branch of China PICC property Insurance Co., Ltd. To help stimulate the enthusiasm of employees, creativity and cohesion, thus conducive to the long-term development of the company. This paper is divided into five parts. The first part is the introduction, mainly introduces the research background, research significance and research methods, summarizes the main research points of domestic and foreign scholars. The second part is related basic theory and concept definition. It introduces incentive theory, Maslow's five-level demand theory, Alderford ERG theory, two-factor theory, achievement needs theory, expectation theory. On the basis of the theory of equity and the theory of goal setting, this paper expounds the incentive mechanism and other related concepts, and defines the reform of the incentive system for sales personnel of PICC Anhui Branch. In the third part, the introduction of PICC Anhui Province and the competitive environment of insurance companies, the current situation of sales incentives and the existing problems are analyzed. The fourth part takes the Anhui branch of PICC as the empirical research object, through the statement of the goal and principle of the incentive mechanism, puts forward the overall plan and implementation plan of the PICC incentive mechanism. The fifth part discusses the specific implementation details of the incentive mechanism for sales staff in PICC Anhui Branch, analyzes its effectiveness and existing problems, and puts forward the safeguard measures that can be implemented by the incentive mechanism. The innovation and characteristics of this paper is based on the incentive theory, starting from the case, through the sales of property insurance Anhui branch of the incentive mechanism of the case study. The long-term incentive mechanism based on employee loyalty is summarized. The purpose of this paper is to promote the incentive practice of sales staff in PICC Anhui Branch, and to provide reference for other insurance companies. The existing research results of our country mainly focus on the incentive mechanism of the small and medium-sized enterprises, and this paper is based on the previous research, focusing on the study of the incentive mechanism of the sales personnel of insurance companies, in the process of the research, Through the analysis of the specific data of PICC Anhui Branch and the current situation of the company's sales personnel, the corresponding countermeasures are put forward in the hope that they can help. To guide the construction and implementation of the incentive mechanism for sales personnel of PICC Anhui Branch, so that it can take the fast track of rapid development.
【学位授予单位】：安徽大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F842.3

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