從團體動力觀點探討壽險業務能力建構之研究－以營業處管理為例

10.29678/VCJ.200807.0009

張耀宗

團體動力學 ； 壽險業務 ； 能力發展 ； 團隊領導

萬能商學學報

13期（2008 / 07 / 01）

137 - 151

繁體中文

壽險交易因爲商品交易特殊性，因而必須有健全營業組織，協助外勤業務人員能力發展，增進開拓準保戶、取得名單、交易促成等，有關業務開發技巧及知識。以往壽險公司針對業務人員能力發展，偏重培訓內容及方法探討，基於團隊管理對任務發展重要性，本研究從團體動力觀點，探討外勤營業處管理特質，了解對壽險業務能力之影響。 研究過程是以一家在業務發展具有良好績效之壽險營業處所，本研究針對營業處所任務性質及發展進行個案探討，瞭解並分析處所之下列問題：(1)壽險業務工作特性；(2)組織設計與規劃：(3)營業處組織運作；(4)團隊領導與管理；(5)營業處團體動力特色。 研究結果發現團體動力具有成員行爲及成員間關係一直在改變，這種改變受到團體內外社會脈絡的衝擊，導引動力發展需持續進行，才能促成任務需求目標及績效。營業處發展受到外在條件組織體制與業務競爭影響，導致團隊的構成資源、結構設計及學習發展。

1. Adams, J. S.(1980).Interorganizational Process and Organizational Boundary Activities.Research in Organizational Behavior,Greenwich:
2. Aldrich, H.,Herker, D.(1976).Boundary Spanning Roles and Organization Structure.Academy of Management Review,2,217-230.
3. Carson, Kerry D.,Carson, Paula Phillips,Yallapraganda, Ram,Roe, C. William(2001).Teamwork or Interdepartmental Cooperation: Which Is More Important in the Health Care Setting?.Health Care Manager,19(4),39-46.
4. Davis, H.L.,Eppen, G.D.,Mattsson, L.G.(1974).Critical Factors in Worldwide Purchasing.Harvard Business Review,November-December,81-90.
5. Dobler, D. W.,Lee, Jr.,Burt, D. N.(1990).Purchasing and Materials Management: Text and Cases.New York:McGraw-Hill.
6. Fennel, M. L.,Alexander, J. A.(1987).Organizational Boundary Spanning in Institutionalized Environments.Academy of Management Journal,30,456-476.
7. Forsyth, D. R.(1990).Group dynamics.Pacific Grove, CA:Brooks-Cole.
8. George, S., Jr.,Hautaluoma, Jacob E.,Bates, Scott C.(1999).A Global Review of Purchasing & Supply.Journal of Chain Management,35(2),38-43.
9. Hallenbeck, G S., Jr,Hautaluoma, J. E.,Bates, S. C.(1999).The Benefits of Multiple Boundary Spanning Roles in Purchasing.Journal of Supply Chain Management,35(2),38-43.
10. Longfellow, Timothy A.(1995).Influence of Personal Characteristics on Salespeople's Coping Styles.Journal of Personal Selling & Sales Management,15(2),71.
11. Malone, T. W.(1987).Modeling Coordination in Organizations and Markets.Management Science,33,1317-1332.
12. Perrone, Vincenzo,Zaheer, Akbar,McEvily, Bill(2003).Free to Be Trusted? Organizational Constraints on Trust in Boundary Spanners.Organization Science,14(4),422-439.
13. Prahalda, C. K.(1995).The Boundaryless Organization.San Francisco:Jossey-Bass.
14. Richter, Andreas W.,West, Michael A.,van Dick, Rolf,Dawson, Jeremy F.(2006).Boundary Spanning Identification Integroup Contact and Effective Intergroup Relations.Academy of Management Journal,49(6),1252-1269.
15. Rose, Linda P.(2001).Understanding how PBL Teams Work: Re-thinking the Dimensions of Teamwork.Annual Meeting of the American Educational Research Association
16. Schermerhorn, J.R., Jr.,Hunt, J.G.,Osborn, R.N.(2003).Organizational Behavior.John Wiley & Sons, Inc..
17. Scott, W. R.(1998).Organizations: Retional Natural and Open Systems.Englewood Cliffs, New Jersey:Prentice Hall.
18. Teas, R. Kenneth,Wacker, John G.,Hughes, R. Eugene(1979).A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role Clarity.Journal of Marketing Research,16(3),355-369.
19. Yank, G.R.(1992).The Mental Health Treatment Team as a Work Group: Team Dynamics and the Role of the Leader.Psychiatry,55(3),250-264.
20. Yeo, Roland K.(2006).Learning Institution to Learning Organization: Kudos to Reflective Practitioners.Journal of European Industrial Training,30(5),396-419.
21. 吳正雄(2004)。屏東科技大學企業管理研究所。
22. 夏林清(1994).大團體動力.臺北:張老師文化.
23. 張惠蓉(1994).組織跨界人－觀念介紹與實證研究.台北:五南圖書出版.
24. 龐寶璽(2006)。國立中央大學人力資源管理研究所。

1. 劉仲矩,曾偉琳(2022)。企業採購文化重要性之分析。管理資訊計算，11(2)，91-102。