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E10323
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顧客-業務員關係與顧客-業務員勾結的關連性:以台灣壽險市場為例
The Link between Customer-Salesperson Relationship and Customer-Salesperson Collusion: The Case of Taiwan\'s Life Insurance Industry
1.曾鹿鳴
1.Lu-ming Tseng
1.逢甲大學風險管理與保險學系
1.Department of Risk Management and Insurance, Feng Chia University
001,002,003,004
1.逢甲大學風險管理與保險學系
1.Department of Risk Management and Insurance, Feng Chia University
002
1.科技部
1.Ministry of Science and Technology
A.14 計畫執行期間(起):2014-08-01
A.14 計畫執行期間(訖):2015-07-31
2014-08-012015-09-30
A.16 收到日期:2015-10-29
2
台灣人壽保險公司業務人員

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237


237
004
C.2 聯絡日期:2015-11-02
2
1.逢甲大學風險管理與保險學系
1.Department of Risk Management and Insurance, Feng Chia University
1
C.7 資料公開日期:2020-08-01
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1.訊息不對稱
2.道德決策
3.勾結
4.保險欺詐
5.關係
1.asymmetric information
2.ethical decision
3.collusion
4.insurance fraud
5.relationship
在台灣,保險業務員將保險賣給自己的朋友、親戚及同事是一種非常普遍的現象。然而,允許(或鼓勵)業務員透過個人關係來銷售保險可能會導致一些倫理問題,並可能導致保險人的利益受損。過去的研究很少專注於顧客與業務員關係(例如親屬關係或朋友關係)和顧客與業務員勾結(例如,某些保險業務員可能會幫助已經生病的親友購買醫療保險)的關連性。因此,以台灣壽險業務員為例,本研究探索顧客-業務員關係對業務員接受“顧客-業務員勾結”的影響。基於相關的文獻,本研究討論三種類型的顧客-業務員關係,而這將有助於我們觀察業務員會在多大的程度上依靠人際關係的類型來形成自己在保險詐欺中的道德決策。本研究也聚焦於這些道德決策是如何被保險公司和顧客之間的訊息不對稱所影響。主要結果表明關係的確是影響銷售人員的道德決策的重要因素。

In Taiwan, it is very common for the insurance salespeople to sell insurance products to friends, relatives and associates. However, permitting (or encouraging) salespeople to sell insurance through personal relationships may result in some ethical problems, and could cause damage to the interests of the insurer. Previous studies have rarely focused on the link between customer-salesperson relationship (e.g. kinship and friendship) and insurance salespeople’s acceptance of customer-salesperson collusion (e.g. some insurance salespeople may help relatives or friends with pre-existing medical conditions to buy health insurance). Thus,by using the life insurance salespeople in Taiwan as an example, the present study investigates the effects of customer-salesperson relationship on the salespeople’s acceptance of customer-salesperson collusion. Based on the relevant literature, three types of customer-salesperson relationships are discussed in the study, and this will help us to see to what extent the salespeople would rely on the types of personal relationships to form their ethical decision in the insurance fraud. We also focus on how the ethical decision is affected by the asymmetric information between the insurance company and the customer. The main results showed that guanxi was important in forming the salespeople’s ethical decision-making.

D.16 完成檢誤日期:2016-05-20
D.17 預定釋出日期:2020-08-01
D.18 初次釋出日期:2020-08-01
D.19_1 最新版釋出日期:2020-08-01
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10.6141/TW-SRDA-E10323-1
http://efenci.srda.sinica.edu.tw/webview/index.jsp?object=http://efenci.srda.sinica.edu.tw:80/obj/fStudy/E10323
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