The Influence of Competence on Job Performance of Salespersons in the Life Insurance Industry in Tainan Area-Using Incentive System as Moderating Variables

• Main Authors: Lee Yong-Xin, 李永信
• Other Authors: 黃培文
• Format: Others
• Language: zh-TW
• Published: 2007
• Online Access: http://ndltd.ncl.edu.tw/handle/17769025345843568277

碩士 === 南台科技大學 === 技職教育與人力資源發展研究所 === 95 === Competence is often defined as a combination of motivation, personality, self-concept, knowledge and skill that enables an individual to perform a job to the standards required for successful job performance. The purpose of motivation is to stimulate staff’s behavior of hard-working. This study is to investigate the influence of competence and incentive system on job performance in the life insurance industry. The salesperson’s competence scale is derived from Spencer and Spencer’s definition and content, the incentive system scale is derived from Chen’s (2002) incentive system scale, and the job performance scale is directly derived from Yu’s (1996) job performance scale. The participants in this study are the salespersons of the life insurance industry in Tainan area. Three hundred and sixty-nine questionnaires were collected. The findings showed that salesperson’s competence and incentive systems were positively correlated with job performance, and salesperson’s competence and incentive system had independent and interactive impacts on job performance.