我国寿险个人代理人激励与约束机制研究

发布时间：2019-03-07 19:08

【摘要】：伴随着国民经济的持续发展,人民生活水平在不断提高,保险的意识也在逐步增强;与此同时,保监会出台《新国十条》等利好政策,保险业的发展迎来了新的纪元。根据数据显示,2015年,寿险公司原保险保费收入15859.13亿元,同比增长24.97%;截至2015年底,全国保险密度为1766.49元/人,同比增长19.44%;保险深度为3.59%,同比增长0.41个百分点。个人代理人队伍作为寿险公司的主要业务渠道,其对寿险业发展所起的积极作用不容忽视,但是队伍在发展的过程中,仍然出现了增员难、流失率高、稳定性差、素质偏低,短期行为严重等问题。本文利用激励理论和博弈论分析代理人队伍存在问题的原因,得出结论需要进一步完善激励约束机制;继而探讨现行个人代理人队伍激励约束机制状况,当前形成了薪酬、培训、晋升、情感等4大块激励机制和3层次监管的约束机制。为解决现行激励约束机制存在的问题,通过分析发达国家激励约束机制的状况与变化趋势,得出四点经验启示,即完善佣金激励机制,优化队伍培训体系,强化队伍监督管理和多元化队伍代理模式。最终,笔者提出对我国寿险个人代理人队伍激励约束机制改进意见,旨在促进保险行业的可持续发展。从激励机制来看,应为个人代理人营造良好的职业空间,完善对个人代理人的培训体系,改革现行个人代理人的佣金制度并且明确个人代理人身份,实行合同制改革等;从约束机制来看,应完善政府部门、寿险公司和社会公众三个层面对个人代理人的监督管理。
[Abstract]:With the sustained development of the national economy, the people's living standards are constantly improving, and the consciousness of insurance is gradually increasing. At the same time, the Insurance Regulatory Commission (CIRC) has issued favorable policies such as "the Ten New countries", and the development of the insurance industry has ushered in a new era. According to the data, the insurance premium income of life insurance companies was 1.585913 trillion yuan in 2015, an increase of 24.97 percent over the same period last year. As of the end of 2015, the national insurance density was 1766.49 yuan per person, an increase of 19.44 percent over the same period last year. The depth of insurance was 3.59%, up 0.41 percentage points from the same period last year. As the main business channel of life insurance companies, the team of personal agents plays a positive role in the development of life insurance industry, but in the process of development, there are still some difficulties in increasing the number of staff, high turnover rate, poor stability and low quality. A serious problem with short-term behavior, etc. This paper makes use of incentive theory and game theory to analyze the causes of the problems existing in the agent team, and draws the conclusion that the incentive and restraint mechanism needs to be further improved. Then it discusses the current situation of the incentive and restraint mechanism of the individual agent team. At present, the incentive mechanism of salary, training, promotion, emotion and the restriction mechanism of three levels of supervision have been formed. In order to solve the problems existing in the current incentive and restraint mechanism, through the analysis of the situation and changing trend of the incentive and restraint mechanism in developed countries, four experiences are drawn: perfecting the commission incentive mechanism and optimizing the team training system. Strengthen team supervision and management and diversified team agent model. Finally, the author puts forward some suggestions on how to improve the incentive and restraint mechanism of individual agents of life insurance in order to promote the sustainable development of insurance industry. From the perspective of incentive mechanism, we should create a good professional space for personal agents, perfect the training system for individual agents, reform the current commission system of individual agents, clarify the identity of individual agents, and carry out the reform of contract system, etc. From the point of view of restraint mechanism, it is necessary to perfect the supervision and management of individual agents from three aspects: government departments, life insurance companies and the public.
【学位授予单位】：对外经济贸易大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F842.62

【相似文献】