CAJ | 학술논문

针对保险代理人的具体情况和实际需求，将马斯洛的需要层次理论灵活地应用到实际当中，设计出一系列量化分类指标，运用数理统计方法，进行加权汇总后得出几个总值，对这几个总值的大小进行排序，根据排序的结果科学理性地将保险代理人分成若干类别，在对保险代理人管理过程中可以针对不同类别的代理人采取不同激励措施，进而有效而又低成本地解决保险业对代理人激励不力的问题。
침대보험대리인적구체정황화실제수구，장마사락적수요층차이론령활지응용도실제당중，설계출일계렬양화분류지표，운용수리통계방법，진행가권회총후득출궤개총치，대저궤개총치적대소진행배서，근거배서적결과과학이성지장보험대리인분성약간유별，재대보험대리인관리과정중가이침대불동유별적대리인채취불동격려조시，진이유효이우저성본지해결보험업대대리인격려불력적문제。
According to the special situations and actual needs of the insurance agents, this thesis applies Maslow's hierarch of needs to the practice flexibly and designs a series of quantitative classification indexes. Mathematical statistics method is used to obtain several total values, which are put in order, according to the difference of magnitude and the insurance agents will be divided into several categories scientifically. A set of corresponding motivation measures are designed for each category agents. Therefore, the problem of in effec tive motivation for insurance agents can be solved economically and effectively.