Appling SOM to Knowledge Discovery-The Research Summary of Sales People Recruit Effects in Life Insurance Companies

• Main Authors: Ching-Chih Liu, 劉慶志
• Other Authors: Chao-Hsin Lin
• Format: Others
• Language: zh-TW
• Published: 2004
• Online Access: http://ndltd.ncl.edu.tw/handle/93104064757360036016

碩士 === 國立高雄第一科技大學 === 風險管理與保險所 === 92 === As the business competition becomes more and more intense, the customer requirements of products and service are more and diverse. As a result, the roles of sales people are more important. After the establishments of financial holding companies, life insurance companies face a lot of challenge. To life insurance companies, how to use current human resource, extend high-quality human resource, and set positions in the changing environment have become the important discussion in their organization management This research is based on the sales people recruit-effects information from 201 cases in the B Life Insurance Company. By crossing statistical analysis, the gathering characteristic of SOM, and the elimination of variation, there are 15 variables. These variables are included business attribute, location, group, current-people number, recruited-people number, remain-people number, male ratio, marriage ratio, working-experience ratio, recruit ratio, upgrading ratio, staleness ratio, remain-number ratio, business-gain ratio per month, production ration per month. The location is the label field in the research. The research is tried to looking for the possible factors of affecting the recruit results from high-educated sales people, and excavating potential knowledge to build the estimation model of recruit effects. Using the research model, companies could evaluate recruit effects in units and establish information for recruit strategies to strengthen the competition ability in the market.