本文選題：保險(xiǎn)銷售人員 + 解釋風(fēng)格��； 參考：《首都經(jīng)濟(jì)貿(mào)易大學(xué)》2014年碩士論文

【摘要】：解釋風(fēng)格是積極心理學(xué)的重要概念之一,是個(gè)體對(duì)發(fā)生在自己身上的成功或失敗產(chǎn)生原因的看法,即個(gè)體對(duì)不同事件的穩(wěn)定的歸因方式(Seligman,1990)。具有不同解釋風(fēng)格的人在面對(duì)同樣一件事時(shí)由于歸因方式的不同,會(huì)導(dǎo)致他們情緒和行為反應(yīng)的不同,因而不同的解釋風(fēng)格還可能會(huì)反應(yīng)在處理工作的態(tài)度和行為方式上。本文就是從解釋風(fēng)格角度出發(fā),選取某一區(qū)域保險(xiǎn)銷售人員為研究樣本,對(duì)保險(xiǎn)銷售人員的解釋風(fēng)格與銷售業(yè)績(jī)的關(guān)系進(jìn)行研究。一方面,選取銷售人員進(jìn)行研究是因?yàn)檫@是一個(gè)頻繁去感知成功或失敗的群體,且銷售人員對(duì)銷售成功或失敗比較敏感,由于銷售工作的這一特殊性,銷售人員的解釋風(fēng)格在某種程度上可能會(huì)明顯的影響其銷售業(yè)績(jī)。因此,具有樂觀解釋風(fēng)格傾向的銷售員的績(jī)效有可能會(huì)好于具有悲觀解釋風(fēng)格傾向的銷售員。另一方面,優(yōu)秀的保險(xiǎn)銷售人員不僅在語言上要具有說服力,技巧、能力、心態(tài)及個(gè)性也十分重要,心理因素就是其中重要因素之一,而解釋風(fēng)格成為影響心理因素的重要因子。 基于以上思考,本文選取保險(xiǎn)銷售人員解釋風(fēng)格與其銷售業(yè)績(jī)之間關(guān)系進(jìn)行相關(guān)研究,通過文獻(xiàn)研究和實(shí)證分析,探討兩者之問的相關(guān)關(guān)系,同時(shí)對(duì)比保險(xiǎn)銷售人員與常模人群在解釋風(fēng)格上的差異。得出如下結(jié)論： (1)保險(xiǎn)銷售人員與常模人群在解釋風(fēng)格某些維度上具有顯著差異； (2)保險(xiǎn)銷售人員解釋風(fēng)格與其銷售業(yè)績(jī)相關(guān)； (3)銷售人員的工齡與銷售業(yè)績(jī)呈正相關(guān),但性別、年齡均與銷售業(yè)績(jī)無關(guān)； (4)銷售人員的年齡在好事情的內(nèi)在化歸因(PSG)維度上具有顯著差異,但銷售人員的工齡在解釋風(fēng)格各維度無顯著差異； (5)銷售人員的性別與某維度解釋風(fēng)格水平具有顯著相關(guān)關(guān)系。
[Abstract]:Interpretive style is one of the important concepts in positive psychology. It is the individual's view of the reasons for success or failure that occurs to himself, that is, the individual's stable attributional way to different events is Seligman's 1990. When people with different interpretation styles face the same thing, their emotional and behavioral reactions will be different because of the different attribution styles, so different explanatory styles may also reflect the attitude and behavior of their work. This paper studies the relationship between the interpretation style and sales performance of insurance salespeople from the angle of interpretation style and select insurance salesperson in a certain region as the research sample. On the one hand, we select the salespeople to study because this is a group that frequently perceives success or failure, and the salespeople are more sensitive to the success or failure of sales, because of the particularity of sales work. The salesperson's explanatory style may, to some extent, have a significant impact on sales performance. As a result, salespeople with an optimistic explanatory style tend to perform better than those with a pessimistic explanatory style. On the other hand, good insurance salespeople should not only be persuasive in language, skills, ability, mentality and personality is also very important, psychological factors are one of the important factors. And the explanation style becomes the important factor which affects the psychological factor. Based on the above thinking, this paper selects the relationship between the interpretation style of insurance salespeople and their sales performance to carry on the correlation research, through the literature research and the empirical analysis, discusses the correlation relation between the two questions. At the same time, compare the differences between insurance salespeople and norm people in explaining style. The following conclusions are drawn: (1) there are significant differences between insurance salesmen and norm people in some dimensions of interpretation style; Insurance sales personnel explain style and their sales performance related; (3) the length of service of sales personnel is positively related to sales performance, but gender and age are not related to sales performance; (4) the age of salespeople is significantly different from that of PSG in the internalization of good things, but there is no significant difference in the length of service of salespeople in each dimension of explaining style; (5) the gender of sales personnel has a significant correlation with the level of explanatory style in a certain dimension.
【學(xué)位授予單位】：首都經(jīng)濟(jì)貿(mào)易大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2014
【分類號(hào)】：F272.92;F842

【引證文獻(xiàn)】

相關(guān)期刊論文 前1條

1 胡亞蘭;;我國壽險(xiǎn)公司人才化戰(zhàn)略銷售模式探討——以中國人壽光谷理財(cái)中心為例[J];科技經(jīng)濟(jì)市場(chǎng);2015年12期

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本文編號(hào)：1786015