Journal of the Korean Data and Information Science Society

The Korean Data and Information Science Society (한국데이터정보과학회)
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The factors of insurance solicitor's turnovers of life insurance using Poisson regression

포아송회귀 모형을 활용한 생명보험 설계사들의 이직 요인 분석

  • Chun, Heuiju (Department of Statistics & Information, Dongduk Women's University)
  • 전희주 (동덕여자대학교 정보통계학과)
  • Received : 2016.08.13
  • Accepted : 2016.09.23
  • Published : 2016.09.30
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Abstract

This study investigates factors affecting the number of insurance solicitor's turnovers of life insurance companies based on questionnaire about them. Since the response variable which is the number of insurance solicitor's turnovers is count data, it is analyzed by Poisson regression which is one of generalized regression. When work year in current company, which is direct influential factor on the number of insurance solicitor's turnovers, is controlled, affiliated corporation has been found to be the most influential factor. In addition, age, motivation to work as financial planner, monthly income, a number of average new contract per month, and final education have been identified to be important factors. If insurance solicitor's occupant organization is large company, the number of turnovers becomes small, but if the organization is general agent(GA), it becomes larger. When insurance solicitor's age is high, the number of insurance solicitor's turnovers are reduced. If the motivation to become a financial planner is due to acquaintance such as family and relatives, the number of turnovers becomes small.

본 연구는 생명보험사의 핵심 영업채널의 역할을 하고 있는 보험설계사들에 대한 설문을 바탕으로 보험설계사들의 이직횟수에 영향을 주는 요인을 찾고자 한다. 반응변수 이직횟수는 계수자료 (count data)이기에 일반화선형모형의 하나인 포아송회귀모형을 통해 분석된다. 현 조직에서의 보험설계사 근무경력은 보험설계사의 이직횟수에 직접적인 영향을 주는 변수로 본 연구모형에서는 통제변수로 설정되었다. 포아송회귀모형 적합결과, 보험설계사 이직의 횟수에 가장 큰 영향을 주는 요인은 현재 속한 회사 (대리점)으로 나타났으며, 다음으로 연령, 보험설계사로 입사하게 된 동기, 월평균 소득, 월평균 신계약건수, 최종학력 순으로 나타났다. 보험설계사가 현재의 속한 조직이 대형생보사이면 이직의 횟수가 가장 낮고, GA (general agent, 독립대리점) 소속이면 이직의 횟수가 높아지는 경향을 보이고 있다. 연령은 적을수록 이직의 횟수는 증가하고 연령이 많을수록 이직의 횟수는 작아짐을 보여주었다. 보험설계사로 입사하게 된 동기는 친구, 친척, 가족 등 지인의 추천과 동료FP, 소장, 지점장 등의 권유이면 이직의 횟수는 작게 나타났고 단순한 경제적 수입의 니즈와 능력과 적성이 부합의 자발적인 경우는 오히려 이직의 횟수는 높게 나타났다.

Keywords

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