【摘要】：九十年代初，美國友邦保險在上海成立分公司，引入了個人代理制度，這種代理制度在當(dāng)時很快被各家壽險公司采用并進行推廣，此后以個人代理人為主的新型壽險營銷模式在我國迅速發(fā)展，個人代理人隊伍迅速擴大，打破了傳統(tǒng)的壽險營銷模式，大幅提升了壽險的發(fā)展速度與規(guī)模。壽險個人代理人作為壽險發(fā)展的主力軍，在探索投保人的保險消費需求，為壽險公司拓展業(yè)務(wù)方面起來十分重要的作用。但是，我國保險業(yè)在八十年代初恢復(fù)，中國的壽險市場發(fā)展還不夠完善，再加上個人代理人制度在中國起步較晚，，相應(yīng)的法律法規(guī)不健全，個人代理人制度的弊端逐漸顯露出來，嚴重影響我國壽險公司的持續(xù)發(fā)展，也使整個壽險行業(yè)的健康發(fā)展遭遇瓶頸，當(dāng)前最主要的任務(wù)就是找出個人代理人制度轉(zhuǎn)型思路，以適應(yīng)我國壽險市場的發(fā)展。 本文首先分析了我國壽險個人代理人的現(xiàn)狀以及個人代理人的外部環(huán)境分析，然后說明了在壽險個人代理人制度中，由于法律地位不明確，前置型傭金制度，專業(yè)素質(zhì)不高，雙重稅負和監(jiān)管制度不完善造成了個人代理人誠信度低、增員難、留存率低等，并用博弈模型與勞動供給模型進行分析這些問題的深層原因。當(dāng)前我國壽險市場的健康發(fā)展受阻，面對國際國內(nèi)壽險市場日益激烈的競爭，要繼續(xù)保持壽險市場的穩(wěn)定健康持續(xù)發(fā)展，個人代理人必須要進行轉(zhuǎn)型和完善。全文共分為四大部分：第一部分，從保險業(yè)與代理人兩方面分析國內(nèi)壽險業(yè)務(wù)個人代理人現(xiàn)狀，并用PEST分析工具分析壽險個人代理人發(fā)展的外部環(huán)境。第二部分，提出國內(nèi)壽險個人代理人現(xiàn)存的問題與并找出影響因素，利用博弈模型進行壽險困境和勞動供給模型分析。第三部分，對美國、日本個人營銷渠道代理人的發(fā)展進行比較分析，借鑒經(jīng)驗，促進國內(nèi)壽險個人代理人的更好發(fā)展。第四部分，從壽險公司、壽險市場、監(jiān)管角度提出解決壽險個人代理人現(xiàn)存問題的思路并進一步提出我國壽險的轉(zhuǎn)型路徑，包括正在實踐的雙軌制與員工制以及專屬代理公司、個人獨立代理制、勞務(wù)派遣制的設(shè)想。 通過本文的闡述希望引起社會對個人代理人模式引發(fā)更深層次的思考。但因理論水平有限，對于個人代理人轉(zhuǎn)型的研究還不夠深入，需要不斷的學(xué)習(xí)實踐,希望能夠提出更為符合中國個人代理人體制改革與轉(zhuǎn)型的觀點，為中國壽險業(yè)發(fā)展貢獻微薄力量。
[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.
【學(xué)位授予單位】：河北經(jīng)貿(mào)大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2014
【分類號】：F842.3

【引證文獻】

相關(guān)期刊論文 前2條

1 史英超;;淺析我國壽險個人代理人制度[J];智富時代;2016年08期

2 李媛;;我國壽險個人代理人問題研究[J];科技經(jīng)濟導(dǎo)刊;2016年21期

本文編號：2447734