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The impact of a designation program completion on productivity and retention in the life and health insurance industry.

机译：指定程序完成对人寿和健康保险行业生产率和保留率的影响。

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摘要

With 68% of agents terminating from an insurance sales career within the first two years, the cost of a high turnover rate of sales personnel in the life and health insurance industry is a critical issue to insurance companies, their agents, and the general public. The purpose of the study was to discover whether an improvement in retention of sales agents could be achieved by identifying the productivity and retention impact of designation program completion. A designation program is a course or series of courses that certifies the student has demonstrated a minimum level of knowledge on a given subject. The research questions addressed the relationship between retention and/or productivity and the completion of designation programs, the comparison of the impact between designation programs, and the comparison of the impact between single- or multi-course designation programs. Employing quantitative survival and hazard analysis techniques in comparing the retention rate of all insurance agents against a subset of designation completers, retention impact was significant using paired differences analysis and differences in population means with no significant difference between designation programs studied. Production comparisons based on a pre/post designation completion were measured by looking at differences in percentage productivity. The tests used included population means, Wilcoxon's signed rank analysis, Mann Whitney U test, paired differences analysis and Pearson's R with the results showing limited significance. Implications for social change include the enhanced opportunities for insurance agents to improve their prospect of success, the ability of insurance companies to more efficiently minimize the high expense related to turnover, and the increased value to the public of acquiring more tenured agents who would likely provide more knowledgeable advice.
机译：在头两年内，有68％的代理人终止了保险销售职业，寿险和健康保险行业中销售人员的高离职率所带来的成本对于保险公司，其代理人和广大公众而言都是至关重要的问题。该研究的目的是通过确定指定程序完成的生产率和保留影响，来发现是否可以提高销售代理人的保留率。指定课程是一门或多门课程，旨在证明学生已证明对特定主题的最低知识水平。研究问题涉及保留和/或生产率与指定程序的完成之间的关系，指定程序之间的影响的比较以及单或多课程指定程序之间的影响的比较。使用定量生存和危害分析技术将所有保险代理人与指定完成者的子集的保留率进行比较，使用配对差异分析和总体均值差异对保留的影响是显着的，研究的指定程序之间没有显着差异。通过查看生产率百分比差异来测量基于前/后指定完成的生产比较。所使用的检验包括总体平均值，Wilcoxon的符号秩分析，Mann Whitney U检验，配对差异分析和Pearson的R，结果显示出有限的意义。对社会变革的影响包括：保险代理人有更多机会改善其成功前景；保险公司有能力更有效地将与营业额相关的高额费用减至最低；以及增加了更多可能会为他们提供服务的长期保荐人的公众价值。更丰富的建议。

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  • 作者

    Catania, Michael A.;

  • 作者单位

    Walden University.;

  • 授予单位 Walden University.;
  • 学科 Business Administration Marketing.;Business Administration Management.
  • 学位 Ph.D.
  • 年度 2009
  • 页码 130 p.
  • 总页数 130
  • 原文格式 PDF
  • 正文语种 eng
  • 中图分类 贸易经济;贸易经济;
  • 关键词

  • 入库时间 2022-08-17 11:38:25

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