我国寿险个人代理人发展研究
发布时间：2019-03-26 16:44
【摘要】：九十年代初，美国友邦保险在上海成立分公司，引入了个人代理制度，这种代理制度在当时很快被各家寿险公司采用并进行推广，此后以个人代理人为主的新型寿险营销模式在我国迅速发展，个人代理人队伍迅速扩大，打破了传统的寿险营销模式，大幅提升了寿险的发展速度与规模。寿险个人代理人作为寿险发展的主力军，在探索投保人的保险消费需求，为寿险公司拓展业务方面起来十分重要的作用。但是，我国保险业在八十年代初恢复，中国的寿险市场发展还不够完善，再加上个人代理人制度在中国起步较晚，，相应的法律法规不健全，个人代理人制度的弊端逐渐显露出来，严重影响我国寿险公司的持续发展，也使整个寿险行业的健康发展遭遇瓶颈，当前最主要的任务就是找出个人代理人制度转型思路，以适应我国寿险市场的发展。 本文首先分析了我国寿险个人代理人的现状以及个人代理人的外部环境分析，然后说明了在寿险个人代理人制度中，由于法律地位不明确，前置型佣金制度，专业素质不高，双重税负和监管制度不完善造成了个人代理人诚信度低、增员难、留存率低等，并用博弈模型与劳动供给模型进行分析这些问题的深层原因。当前我国寿险市场的健康发展受阻，面对国际国内寿险市场日益激烈的竞争，要继续保持寿险市场的稳定健康持续发展，个人代理人必须要进行转型和完善。全文共分为四大部分：第一部分，从保险业与代理人两方面分析国内寿险业务个人代理人现状，并用PEST分析工具分析寿险个人代理人发展的外部环境。第二部分，提出国内寿险个人代理人现存的问题与并找出影响因素，利用博弈模型进行寿险困境和劳动供给模型分析。第三部分，对美国、日本个人营销渠道代理人的发展进行比较分析，借鉴经验，促进国内寿险个人代理人的更好发展。第四部分，从寿险公司、寿险市场、监管角度提出解决寿险个人代理人现存问题的思路并进一步提出我国寿险的转型路径，包括正在实践的双轨制与员工制以及专属代理公司、个人独立代理制、劳务派遣制的设想。 通过本文的阐述希望引起社会对个人代理人模式引发更深层次的思考。但因理论水平有限，对于个人代理人转型的研究还不够深入，需要不断的学习实践,希望能够提出更为符合中国个人代理人体制改革与转型的观点，为中国寿险业发展贡献微薄力量。
[Abstract]:In the early 1990s, American AIA established a branch in Shanghai and introduced a personal agency system, which was quickly adopted and promoted by various life insurance companies at that time. Since then, the new life insurance marketing mode mainly based on personal agents has developed rapidly in our country, and the team of individual agents has expanded rapidly, which has broken the traditional life insurance marketing mode and greatly promoted the development speed and scale of life insurance. As the main force in the development of life insurance, individual agents of life insurance play an important role in exploring the insurance consumption demand of policy holders and expanding their business for life insurance companies. However, the insurance industry in China resumed in the early 1980s, the development of the life insurance market in China is not perfect enough, and the personal agent system started relatively late in China, and the corresponding laws and regulations are not perfect. The malpractice of the personal agent system is gradually revealed, which seriously affects the sustainable development of the life insurance companies in our country, and makes the healthy development of the whole life insurance industry encounter a bottleneck. At present, the most important task is to find out the idea of the transformation of the personal agent system. In order to adapt to the development of China's life insurance market. This paper first analyzes the current situation of individual agents of life insurance in China and the external environment of individual agents, and then explains that in the system of individual agents of life insurance, due to the unclear legal status, the pre-set commission system, the professional quality is not high. The double tax burden and the imperfect supervision system lead to the low honesty of personal agents, the difficulty of increasing staff and the low retention rate. The underlying causes of these problems are analyzed by game model and labor supply model. At present, the healthy development of the life insurance market in our country is blocked. Facing the increasingly fierce competition in the international and domestic life insurance market, in order to keep the stable, healthy and sustainable development of the life insurance market, the personal agent must carry on the transformation and the consummation. The thesis is divided into four parts: the first part analyzes the current situation of individual agents in domestic life insurance business from the aspects of insurance and agent, and analyzes the external environment of the development of individual agents of life insurance by means of PEST analysis tools. In the second part, the existing problems of individual agents of domestic life insurance are proposed and the influencing factors are found, and the analysis of life insurance dilemma and labor supply model is carried out by using game model. The third part makes a comparative analysis of the development of personal marketing channel agents in the United States and Japan in order to promote the better development of personal life insurance agents in China. The fourth part, from the life insurance company, the life insurance market, the supervision angle puts forward the solution life insurance individual agent's existing problem train of thought and further proposed our country life insurance transformation path, including the two-track system and the employee system and the exclusive agent company which is being practiced, Individual independent agency system, labor dispatch system assumption. Through the elaboration of this article, we hope to cause the society to initiate deeper thinking on the personal agent model. However, due to the limited theoretical level, the research on the transformation of personal agents is not deep enough, and it needs continuous study and practice, hoping to put forward a viewpoint that is more in line with the reform and transformation of the personal agent system in China. Contribution to the development of China's life insurance industry.
【学位授予单位】：河北经贸大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F842.3
本文编号：2447734
[Abstract]:In the early 1990s, American AIA established a branch in Shanghai and introduced a personal agency system, which was quickly adopted and promoted by various life insurance companies at that time. Since then, the new life insurance marketing mode mainly based on personal agents has developed rapidly in our country, and the team of individual agents has expanded rapidly, which has broken the traditional life insurance marketing mode and greatly promoted the development speed and scale of life insurance. As the main force in the development of life insurance, individual agents of life insurance play an important role in exploring the insurance consumption demand of policy holders and expanding their business for life insurance companies. However, the insurance industry in China resumed in the early 1980s, the development of the life insurance market in China is not perfect enough, and the personal agent system started relatively late in China, and the corresponding laws and regulations are not perfect. The malpractice of the personal agent system is gradually revealed, which seriously affects the sustainable development of the life insurance companies in our country, and makes the healthy development of the whole life insurance industry encounter a bottleneck. At present, the most important task is to find out the idea of the transformation of the personal agent system. In order to adapt to the development of China's life insurance market. This paper first analyzes the current situation of individual agents of life insurance in China and the external environment of individual agents, and then explains that in the system of individual agents of life insurance, due to the unclear legal status, the pre-set commission system, the professional quality is not high. The double tax burden and the imperfect supervision system lead to the low honesty of personal agents, the difficulty of increasing staff and the low retention rate. The underlying causes of these problems are analyzed by game model and labor supply model. At present, the healthy development of the life insurance market in our country is blocked. Facing the increasingly fierce competition in the international and domestic life insurance market, in order to keep the stable, healthy and sustainable development of the life insurance market, the personal agent must carry on the transformation and the consummation. The thesis is divided into four parts: the first part analyzes the current situation of individual agents in domestic life insurance business from the aspects of insurance and agent, and analyzes the external environment of the development of individual agents of life insurance by means of PEST analysis tools. In the second part, the existing problems of individual agents of domestic life insurance are proposed and the influencing factors are found, and the analysis of life insurance dilemma and labor supply model is carried out by using game model. The third part makes a comparative analysis of the development of personal marketing channel agents in the United States and Japan in order to promote the better development of personal life insurance agents in China. The fourth part, from the life insurance company, the life insurance market, the supervision angle puts forward the solution life insurance individual agent's existing problem train of thought and further proposed our country life insurance transformation path, including the two-track system and the employee system and the exclusive agent company which is being practiced, Individual independent agency system, labor dispatch system assumption. Through the elaboration of this article, we hope to cause the society to initiate deeper thinking on the personal agent model. However, due to the limited theoretical level, the research on the transformation of personal agents is not deep enough, and it needs continuous study and practice, hoping to put forward a viewpoint that is more in line with the reform and transformation of the personal agent system in China. Contribution to the development of China's life insurance industry.
【学位授予单位】：河北经贸大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F842.3
【引证文献】
相关期刊论文 前2条
1 史英超;;浅析我国寿险个人代理人制度[J];智富时代;2016年08期
2 李媛;;我国寿险个人代理人问题研究[J];科技经济导刊;2016年21期
本文编号：2447734
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