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題名 壽險業務員之關係行銷 : 從台北市壽險保戶之觀點來探討
作者 周昌筠
貢獻者 洪順慶
周昌筠
日期 1991
1990
上傳時間 2-May-2016 17:04:26 (UTC+8)
參考文獻 1 .施文森著，保險法總論，台北:三民書局，民國六年八版，頁13。
2 .林勳發著，「保險行銷體係改格芻議」，保險法論著譯作選集，民國八十年初版，頁402。
3 .石正德著，「壽險業務員法律地位之研究(上) 」，壽險季刊第52 期，台北市人壽保險商業同業公會業務發展委員會，七十三年六月) 。
4 .劉裕寬譯，「如何有效經營代理店」，壽險季刊第36 期，民國六十九年六月。
5 .李回源著，普通個人壽險市場消費者行為研究，台大商學研究所碩士論文，民國七十二年六月。
6 .方世逸著，臺灣地區個人壽險購買行為之研究，逢甲大學保險研究碩士論文，民國七十七年六月。
7 . 「外務員決定壽險公司之盛衰」，壽險經營研究資料第47 期(國泰人壽保險公司企劃部編印，民國六十五年二月)。
8 .楊仲鵬譯，「解約失效契約實際情形的探討」，壽險經營研究資料第94 期，國泰人壽編印，民國七十二年十二月。
9 .梁百霖著，「壽險加入者之購後行為與壽險有效經營策略之研究」，台大商學研究所碩士論文，民國七十四年六月。
10.楊牧貞著，自我揭露的契型模式及其相關變項之探討，台灣大學心理學研究所碩士論文，民國六十九年六月。
11.王政彥著，溝通恐懼與學業成究、自我概念、自我坦露之研究，政治大學教育研究所碩士論文民國七十八年六月。
12 . Jarnes L. Heskett , W. Earl Sasser & Christ-opher W. L. Hart (Service Breakthrough Chaper 3 , New York: The FreePress) ,湯明輝譯，「創造忠實顧客」，台北市銀行月刊第二十二卷第四期， 民國八十年四月。
13. 蕭文華著，「加強售後服務突破壽險促銷瓶頸」，壽險季刊第 期，台北市壽險公會，民國六十九年九月。
14. 陳振遂著，台灣地區人壽保險行為及行銷策略之研究中原大學企業管理研究所碩士論文，七十七年七月。
15. 林山豐著，服務業服務品質之研究一銀行業、速食業、百貨業，淡江大學管理科學研究所碩士論文，七十七年七月。
16. 簡茂發薯，「信度與效度」，社會及行為科學研究方法(上) ，楊國樞等編，台北市:東華書局，七十九年十三版。
17. 壽險簡訊，台北市人壽保險商業同業公會，第52 、59、64期。
18. 人壽保險業務統計年報1990 , 台北市人壽保險商業同業公會。
19. Arndt, Sheril (Sep 10,1986) "Life Agents Can Excel as Finacil Services Marketers, NALU Exec Says", National Underwriter(Life/Health) ,1,58-59
20. Berry, Leonard L. (1983), "Relationship Marketing,"In Emerging Perspectives on Services Marketing,L.L.Berry,L. Shostack, and G. D. Upah, eds. Chicago: American Marketing Association,25-8.
21. Busch, Paul and David T. Wilson(1976),"An Experimental Analysis of a Saleman`s Expert and Referent Bases of Social Power in the Buyer Research, Seller Dyad," Journal of Marketing 13 (February), 3-11.
22. Brock T.C.(June 1965),"Communicator-Recipient Slimilarity and Decision Change", Journal of Personality and Social Psychology.
23. Cather, David A.; Leverett, E. J., Jr.(Mar 1989),"Masterful Marketing",Best`s Review (Prop/Casualty) ,64-66,92-94
24. Cooper, Mark N. (1987), "Confusion and Excess Cost: Consumer Problems in Purchasing LifeInsurance," unpublished report, Consumer Federatin of America. Washington, DC.
25. Crosby Lawrence A. , Kenneth R. Evans, & Deborah Cowles (July 1990) " Relationship Quality in Services Selling: An Interpersonal Influence Perspective ", Journal of Marketing,68-81
26. Crosby, Lawrence A. and Nancy Stephen (1987),"Effects of Relationship Marketing on Satisfaction,Retention, and Prices in the Life Insurance Industry,"Journal of Marketing Research,24 (November), 404-11.
27. Dauer, Christopher (Feb 18,1991), "Banker Describes Benefits of "Relationship Marketing",National Underwriter(Property/casulty/Emploee Benefits) , 17,19
28. Derlega, V.J.,B.A. Winstead. P. T. P. Wong and M. Greenspan (1987), "Self-Disclosure and Relationship Development An Attributional Analysis " , in Interpersonal Procss New Direction in Communication Research, M. E. Roloff and G. R. Miller, eds. London: Sage Publications, Inc.
29. De Young, Bruce Richard (1986)) "Managing as If People Matter Services Marketing, Marine Business)", the Union for Experimenting Colleges and Universities, Dgree:PHD, pp:87
30. Dudley, Terry (May 1991), "Catering to Customers",American Agent & Broker, 20-28.
31. Dwyer, F. Robert, Paul H.Schurr, and Sejo Oh (1987),"Developing Buyer-Seller Relationships,Journal of Marketing,S1 (April), 11-27.
32. FLMI Insurance Education Program, ? Life Company Operation" , New York: Life Office Management Association` 1974。
33. Hunt, Shclby D. (1983), " General Theories and the Fundamental Explanada of Marketing,"Journal of Marketing, 47 (Fall). 9-17
34. Kaiser, B. K. "The Application of Electronics Computers to Factor Analysis," Education and Psychological Measurement,20,pp.141-151.
35. Kauffman, Gary (Jun 27, 1988) "Direct Marketers Face Corne New Realities",National Underwriter(Property /casulty/Emploee Benefits),21-22
36. Levitt, Theodore (1983), The Marketing Imagination. New York: The Free Press.
37. Little, Michael W.; Myers, Thomas A. (1987),"An Assessment of Home Buyer and Real Estate Broker Attitudes Toward Service Quality" Journal of professional Services Marketing 101-118.
38. Macneil, Ian R. (1978), "Contracts: Adjustment of Long-Term economic Relations Under Classical ,Neociassical and Relational Contract Law,"Northwestern University Law Review, 72,854-902.
39. Macneil, I. R. (1980), The New Social Contract:An Inquiry into Modern Contractual Relations.New Harven: Yale University Press.
40. National Underwriter (Life/Bealth)(Aug 9, 1986) "U.S. and U.K. Execs View the Marketing Arena",3,26
41. Parasuraman, A., Valarie A. Zeithaml, and Leonard L. Berry (1985), "A conceptual` Model of service Quality and Its Implications for Future Research," Jouranl of Marketing, 49(Fall), 41-50.
42. Pardu, Bill (Sep 1990), "Telephone Training Skill in the Insurance Industry", Canadian Insurance (Canada), 8-10,46-48.
43. Pruitt, D. G. (1981), Negotiation Behavior.New York: academic Press, Inc.
44. Purchasing (1984), "Complete Salemanship:That`s What Buyers Appreciate" (August),59-66.
45. Smith, Loren G.(May 1987), " Make Friend With Direct Marketing" ,Best Review (Life/Health),73-74
46. Soloman, Michael R., Carol Suprenant, John A. Czepiel, andEvelyn G. Gutman (1985), "A Role Theory Perspective on Dyadic Interactions:The Service Encounter," Journal of Marketing, 49(Winter), 99-111.
47. Stanton, William J. and Richard H. Buskirk(1987), Management of the Sales Force, 7th ed.Homewood, IL: Richard D. Irwin, Inc.
48. Sullivan, Steven (Dec 1987) "The New Face of Selling",Life Association News,64-73
49. Swan, J. E., I. F. Trawick, and D. W. Silva (1985), "How Industrial Salepeople Gain Customer Trust," Industrial Marketing Management, 14(3), 203-11.
50. Willett, Lloyd F.(Oct 1986), "Let`s Get Personal ", Insurance Sales, 36-37.
描述 碩士
國立政治大學
風險管理與保險研究所
資料來源 http://thesis.lib.nccu.edu.tw/record/#B2002005111
資料類型 thesis
dc.contributor.advisor 洪順慶zh_TW
dc.contributor.author (Authors) 周昌筠zh_TW
dc.creator (作者) 周昌筠zh_TW
dc.date (日期) 1991en_US
dc.date (日期) 1990en_US
dc.date.accessioned 2-May-2016 17:04:26 (UTC+8)-
dc.date.available 2-May-2016 17:04:26 (UTC+8)-
dc.date.issued (上傳時間) 2-May-2016 17:04:26 (UTC+8)-
dc.identifier (Other Identifiers) B2002005111en_US
dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/89684-
dc.description (描述) 碩士zh_TW
dc.description (描述) 國立政治大學zh_TW
dc.description (描述) 風險管理與保險研究所zh_TW
dc.description.tableofcontents 第一章 緒論
第一節 研究問題之本質............................. 1
第二節 研究動機.............................10
第三節 研究目的 .............................13
第四節 研究對象和範圍............................. 14
第二章 文獻探討
第一節 壽險行銷與關係行銷............................. 16
第二節 關係品質............................. 25
第三章 研究設計
第一節 概念性架構............................. 40
第二節 研究變數之操作性定義............................. 46
第三節 研究假設............................. 48
第四節 研究過程與分析方法............................. 49
第五節 抽樣設計與樣本結構............................. 52
第六節 研究限制............................. 64
第四章 資料分析與研究結果
第一節 量表的因素結構與信度、效度分析............................. 66
第二節 全體壽險保戶評估影響「關係品質」和「忠實顧客與連鎖介紹」的相
對重要性因素之分析 .............................87
第三節 各人口統計變項群評估影響「關係品質」和「忠實顧客與連鎖介紹」
的相對重要性因素之分析............................. 91
第四節 「關係品質」和「忠實顧客與連鎖介紹」在各群別間之差異分析
第五章 結論與建議............................. 114
第一節 結論 ............................. 125
第二節 建議 ............................. 129		zh_TW
dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#B2002005111en_US
dc.title (題名) 壽險業務員之關係行銷 : 從台北市壽險保戶之觀點來探討zh_TW
dc.type (資料類型) thesisen_US
dc.relation.reference (參考文獻) 1 .施文森著，保險法總論，台北:三民書局，民國六年八版，頁13。
2 .林勳發著，「保險行銷體係改格芻議」，保險法論著譯作選集，民國八十年初版，頁402。
3 .石正德著，「壽險業務員法律地位之研究(上) 」，壽險季刊第52 期，台北市人壽保險商業同業公會業務發展委員會，七十三年六月) 。
4 .劉裕寬譯，「如何有效經營代理店」，壽險季刊第36 期，民國六十九年六月。
5 .李回源著，普通個人壽險市場消費者行為研究，台大商學研究所碩士論文，民國七十二年六月。
6 .方世逸著，臺灣地區個人壽險購買行為之研究，逢甲大學保險研究碩士論文，民國七十七年六月。
7 . 「外務員決定壽險公司之盛衰」，壽險經營研究資料第47 期(國泰人壽保險公司企劃部編印，民國六十五年二月)。
8 .楊仲鵬譯，「解約失效契約實際情形的探討」，壽險經營研究資料第94 期，國泰人壽編印，民國七十二年十二月。
9 .梁百霖著，「壽險加入者之購後行為與壽險有效經營策略之研究」，台大商學研究所碩士論文，民國七十四年六月。
10.楊牧貞著，自我揭露的契型模式及其相關變項之探討，台灣大學心理學研究所碩士論文，民國六十九年六月。
11.王政彥著，溝通恐懼與學業成究、自我概念、自我坦露之研究，政治大學教育研究所碩士論文民國七十八年六月。
12 . Jarnes L. Heskett , W. Earl Sasser & Christ-opher W. L. Hart (Service Breakthrough Chaper 3 , New York: The FreePress) ,湯明輝譯，「創造忠實顧客」，台北市銀行月刊第二十二卷第四期， 民國八十年四月。
13. 蕭文華著，「加強售後服務突破壽險促銷瓶頸」，壽險季刊第 期，台北市壽險公會，民國六十九年九月。
14. 陳振遂著，台灣地區人壽保險行為及行銷策略之研究中原大學企業管理研究所碩士論文，七十七年七月。
15. 林山豐著，服務業服務品質之研究一銀行業、速食業、百貨業，淡江大學管理科學研究所碩士論文，七十七年七月。
16. 簡茂發薯，「信度與效度」，社會及行為科學研究方法(上) ，楊國樞等編，台北市:東華書局，七十九年十三版。
17. 壽險簡訊，台北市人壽保險商業同業公會，第52 、59、64期。
18. 人壽保險業務統計年報1990 , 台北市人壽保險商業同業公會。
19. Arndt, Sheril (Sep 10,1986) "Life Agents Can Excel as Finacil Services Marketers, NALU Exec Says", National Underwriter(Life/Health) ,1,58-59
20. Berry, Leonard L. (1983), "Relationship Marketing,"In Emerging Perspectives on Services Marketing,L.L.Berry,L. Shostack, and G. D. Upah, eds. Chicago: American Marketing Association,25-8.
21. Busch, Paul and David T. Wilson(1976),"An Experimental Analysis of a Saleman`s Expert and Referent Bases of Social Power in the Buyer Research, Seller Dyad," Journal of Marketing 13 (February), 3-11.
22. Brock T.C.(June 1965),"Communicator-Recipient Slimilarity and Decision Change", Journal of Personality and Social Psychology.
23. Cather, David A.; Leverett, E. J., Jr.(Mar 1989),"Masterful Marketing",Best`s Review (Prop/Casualty) ,64-66,92-94
24. Cooper, Mark N. (1987), "Confusion and Excess Cost: Consumer Problems in Purchasing LifeInsurance," unpublished report, Consumer Federatin of America. Washington, DC.
25. Crosby Lawrence A. , Kenneth R. Evans, & Deborah Cowles (July 1990) " Relationship Quality in Services Selling: An Interpersonal Influence Perspective ", Journal of Marketing,68-81
26. Crosby, Lawrence A. and Nancy Stephen (1987),"Effects of Relationship Marketing on Satisfaction,Retention, and Prices in the Life Insurance Industry,"Journal of Marketing Research,24 (November), 404-11.
27. Dauer, Christopher (Feb 18,1991), "Banker Describes Benefits of "Relationship Marketing",National Underwriter(Property/casulty/Emploee Benefits) , 17,19
28. Derlega, V.J.,B.A. Winstead. P. T. P. Wong and M. Greenspan (1987), "Self-Disclosure and Relationship Development An Attributional Analysis " , in Interpersonal Procss New Direction in Communication Research, M. E. Roloff and G. R. Miller, eds. London: Sage Publications, Inc.
29. De Young, Bruce Richard (1986)) "Managing as If People Matter Services Marketing, Marine Business)", the Union for Experimenting Colleges and Universities, Dgree:PHD, pp:87
30. Dudley, Terry (May 1991), "Catering to Customers",American Agent & Broker, 20-28.
31. Dwyer, F. Robert, Paul H.Schurr, and Sejo Oh (1987),"Developing Buyer-Seller Relationships,Journal of Marketing,S1 (April), 11-27.
32. FLMI Insurance Education Program, ? Life Company Operation" , New York: Life Office Management Association` 1974。
33. Hunt, Shclby D. (1983), " General Theories and the Fundamental Explanada of Marketing,"Journal of Marketing, 47 (Fall). 9-17
34. Kaiser, B. K. "The Application of Electronics Computers to Factor Analysis," Education and Psychological Measurement,20,pp.141-151.
35. Kauffman, Gary (Jun 27, 1988) "Direct Marketers Face Corne New Realities",National Underwriter(Property /casulty/Emploee Benefits),21-22
36. Levitt, Theodore (1983), The Marketing Imagination. New York: The Free Press.
37. Little, Michael W.; Myers, Thomas A. (1987),"An Assessment of Home Buyer and Real Estate Broker Attitudes Toward Service Quality" Journal of professional Services Marketing 101-118.
38. Macneil, Ian R. (1978), "Contracts: Adjustment of Long-Term economic Relations Under Classical ,Neociassical and Relational Contract Law,"Northwestern University Law Review, 72,854-902.
39. Macneil, I. R. (1980), The New Social Contract:An Inquiry into Modern Contractual Relations.New Harven: Yale University Press.
40. National Underwriter (Life/Bealth)(Aug 9, 1986) "U.S. and U.K. Execs View the Marketing Arena",3,26
41. Parasuraman, A., Valarie A. Zeithaml, and Leonard L. Berry (1985), "A conceptual` Model of service Quality and Its Implications for Future Research," Jouranl of Marketing, 49(Fall), 41-50.
42. Pardu, Bill (Sep 1990), "Telephone Training Skill in the Insurance Industry", Canadian Insurance (Canada), 8-10,46-48.
43. Pruitt, D. G. (1981), Negotiation Behavior.New York: academic Press, Inc.
44. Purchasing (1984), "Complete Salemanship:That`s What Buyers Appreciate" (August),59-66.
45. Smith, Loren G.(May 1987), " Make Friend With Direct Marketing" ,Best Review (Life/Health),73-74
46. Soloman, Michael R., Carol Suprenant, John A. Czepiel, andEvelyn G. Gutman (1985), "A Role Theory Perspective on Dyadic Interactions:The Service Encounter," Journal of Marketing, 49(Winter), 99-111.
47. Stanton, William J. and Richard H. Buskirk(1987), Management of the Sales Force, 7th ed.Homewood, IL: Richard D. Irwin, Inc.
48. Sullivan, Steven (Dec 1987) "The New Face of Selling",Life Association News,64-73
49. Swan, J. E., I. F. Trawick, and D. W. Silva (1985), "How Industrial Salepeople Gain Customer Trust," Industrial Marketing Management, 14(3), 203-11.
50. Willett, Lloyd F.(Oct 1986), "Let`s Get Personal ", Insurance Sales, 36-37.		zh_TW