摘 要在知识经济飞速发展的二十一世纪，企业间的竞争就是人才之间的竞争，怎样激发员工的积极性和主动性是关系到企业生存和发展的问题。激励是提高员工士气的重要手段，然而不同地位、不同背景的人需求也不尽相同，因此相同的激励方式有可能会表现出不一样的效果。本文选取的M公司是一家县级的保险公司，该公司的销售人员流失率比较高，人员不稳定，这就增加了公司的人力管理成本，影响公司整体绩效的提升。如何留住员工并激发他们的工作积极性从而提高绩效是M公司应该考虑的一个问题。本文依据激励和绩效方面相关的理论，结合行业现状和保险销售人员的需求特点，选出主要的激励因素，提出假设，并运用SPSS20。0统计软件探讨人口统计学变量与激励因素和工作绩效之间的关系、激励因素各维度与工作绩效各维度之间的关系，研究结果如下：(1)性别、学历在激励因素满意度上不存在显著差异，而年龄、工作年限和工作职级在激励因素满意度上存在显著差异；(2)性别、年龄和学历对工作绩效没有显著性影响，而工作年限和工作职级对工作绩效存在显著性影响；(3)保险销售人员的激励因素满意度基本上与工作绩效存在正相关，其中薪酬福利、学习成长对关系绩效没有正的影响，工作本身和工作环境对关系绩效存在正的影响，这四个维度对任务绩效都有正的影响。87259
毕业论文关键词： 销售人员；激励；绩效
Study on the Relationship between the Insurance Sales’ Satisfaction of Incentive Factors and Performance Taking an Example of M
Abstract In the rapid development of the 21st century knowledge economy in the 21st century,  the competition between enterprises is the competition between talents, how to motivate the initiative is the problem that is relative to the survival and development of enterprise。 Motivation is an important means of improving employees’ morale, but people in different status, people from different backgrounds have different demand, so the same incentives may have different effect。 This article selects the M company, a county of insurance company, that it’s rate of sales’ turnover  is higher, the amount of employee is not stable, which increases the human management company's costs ,so that bring in a poor performance。 How to retain employees and motivate their working enthusiasm and how to  improve performance is a problem that  M company should consider。 This paper reviews the motivation theory and states the performance of the insurance sales 。 Combined with industry present situation and the demand of insurance sales, we choose the main incentives and put forward assumptions。 And we explore the relationship of the incentives and working performance by SPSS20。0 statistical software。  the results of the study are as follows:(1) There is no significant incentives difference in gender and degree, however , there is a significant incentives difference in years of working and rank。(2) There is no distinctive performance difference in the gender，age and degree, but the years of working and rank have a significant impact on performance。(3) There is a significant positive correlation between the four dimensions of motivational factors and their job performance。 Pay and benefits, studying and development did not affect the relationship performance, however, job and work conditions and relationship performance have a positive correlation。 And four dimensions of  motivational factors have a positive influence on task performance。

Keywords: Sales staff; Incentives; Performance


目  录

1 绪论   1
1。1研究背景   1
1。2研究意义和研究目的   1
1。3研究思路与方法   2 保险销售人员激励因素满意度和绩效的关系研究:http://www.youerw.com/guanli/lunwen_130833.html