本文選題：人保財險 + 激勵機制　； 參考：《安徽大學》2013年碩士論文

【摘要】：隨著現(xiàn)代社會的發(fā)展以及知識經(jīng)濟時代的到來,越來越多的證據(jù)表明,員工已經(jīng)成為企業(yè)核心競爭力構(gòu)成的關(guān)鍵。那些所謂的成功企業(yè),無一不在吸引和留住各種人才這一方面具有很大的優(yōu)勢,之所以能夠聚集大量的優(yōu)秀人才,主要是因為他們有一套非常合理完善的激勵機制。雖然中國人保財險安徽省分公司在目前的財險市場上,無論在市場占有率,還是在品牌形象等方面都保持著領(lǐng)先的地位,但是隨著近10年來的新興保險公司不斷地參與著市場競爭以及客觀上財險營銷體制的不斷完善和提升,導致公司各層級員工的流動性日益增多,這給公司的員工管理帶來了非常大的難度。因此,本文著重從中國人保財險安徽省分公司重新審視原有的對銷售隊伍激勵機制,全面分析銷售人員需求特點,并制定新的激勵機制等諸方面進行研究,以有助于激發(fā)員工的積極性、創(chuàng)造性和凝聚力,從而有利于公司的長遠發(fā)展。 本文共分為五個部分。第一部分為引言部分,主要是介紹本文的研究背景、研究意義和研究方法,概括總結(jié)國內(nèi)外學者的主要研究觀點。第二部分為相關(guān)基礎(chǔ)理論和概念界定部分,在介紹激勵理論、馬斯洛的需求五層次理論、阿爾德弗ERG理論、雙因素理論、成就需要理論、期望理論、公平理論和目標設(shè)置理論這些相關(guān)理論的基礎(chǔ)上闡述了激勵機制及其他相關(guān)概念,并對人保財險安徽省分公司銷售人員激勵制度改革進行了界定。第三部分對人保財險安徽省公司的介紹及目前保險公司的競爭環(huán)境、銷售人員激勵現(xiàn)狀及存在的問題進行分析。第四部分是以人保財險安徽省分公司為實證研究對象,通過對激勵機制目標和原則的陳述,提出了人保財險激勵機制構(gòu)建的總體規(guī)劃和實施方案。第五部分對人保財險安徽省分公司銷售員工激勵機制的具體實施細節(jié)進行探討,并對其成效、存在的問題進行分析,還提出了激勵機制能夠?qū)嵤┑谋Ｕ洗胧?本文的創(chuàng)新及特色之處在于,以激勵理論為基礎(chǔ),從案例出發(fā),通過對人保財險安徽省分公司銷售員工隊伍激勵機制案例分析,總結(jié)并歸納了基于員工忠誠度的保險公司銷售員工隊伍激勵長效機制。以期通過本文的研究對人保財險安徽省分公司銷售員工隊伍激勵實踐又更好的推進,并為其他保險公司提供借鑒。我國現(xiàn)有的研究成果主要是對中小型企業(yè)人員的激勵機制研究,而本文則是在前人的研究基礎(chǔ)上,著重對保險公司銷售人員激勵機制的研究,在研究過程中,通過結(jié)合人保財險安徽省分公司的具體數(shù)據(jù)以及公司的銷售人員現(xiàn)狀分析,從而提出相應的對策,以希望能夠幫助、指導人保財險安徽省分公司銷售人員激勵機制的構(gòu)建與實施,使之走上飛速發(fā)展的快車道。
[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.
【學位授予單位】：安徽大學
【學位級別】：碩士
【學位授予年份】：2013
【分類號】：F272.92;F842.3

【參考文獻】

相關(guān)期刊論文 前7條

1 胡蘊慧;論企業(yè)員工激勵制度[J];邊疆經(jīng)濟與文化;2004年08期

2 劉正周;論企業(yè)組織的激勵機制及其設(shè)計[J];當代財經(jīng);2000年06期

3 鄧玉林;達慶利;王文平;;知識工作設(shè)計與知識型員工薪酬策略[J];中國工業(yè)經(jīng)濟;2006年08期

4 楊眉;;關(guān)于內(nèi)在薪酬激勵有效性的問題與對策探析[J];工業(yè)技術(shù)經(jīng)濟;2009年10期

5 黃其坤;;淺談企業(yè)管理中的激勵原則和激勵措施[J];時代經(jīng)貿(mào)(中旬刊);2008年S7期

6 張蓓;試論知識員工激勵制度全面創(chuàng)新[J];現(xiàn)代財經(jīng)-天津財經(jīng)學院學報;2002年09期

7 廖洪富;;我國中小企業(yè)激勵工作失敗的原因及對策探析[J];中國集體經(jīng)濟;2011年21期

，

本文編號：1908032