• The Journal of the Korea Contents Association
• /
• v.16 no.7
• /
• pp.190-206
• /
• 2016

This study explores the meaning of life insurance planner's job experiences achieving job security, high performance and high income. After 6 of life insurance planners working in the field were chosen as the study participants, we use narrative approach to studying the meaning of their job experiences. The study shows that perception about job competency of planners depends on the level of experience: candidates who had no experience at all feel that anyone can perform planner's job, new employees after introduction training program see planners can do with product knowledge and consulting competency, and experienced people admit they can perform successfully only when they have good attitude towards customers and do all their work in a conscientious manner. Also, the meaning of planner's job experiences is identified as awareness of work value and serving customers with their commitment. The anticipated factors that make planner's job performed successfully are playing a role as a teacher, doctor, and angel, being regarded as happiness preacher for economic stability of individuals and families, and displaying their performance as experts.

• Journal of the Korean Home Economics Association
• /
• v.39 no.6
• /
• pp.61-78
• /
• 2001

The objectives of this study were to examine the propensity of job related variables, self-esteem, overall job satisfaction, satisfaction about six categories in the job(task, boss, payment, co-workers, promotion, job environment) of life insurance planners, to investigate the effects of self-esteem, demographic variables, job characteristics variables on the overall job satisfaction and the satisfaction of six categories in the job. The survey of this study was conducted by means of self-administered questionnaire with 275 life insurance planners located in Taegu. Major findings were as follows:(1) The propensity of self-esteem and overall job satisfaction of life insurance planners averages 3.75 and 3.35 points(5 Likert scale). The propensity of satisfaction about task, boss, payment, co-workers, promotion, job environment of life insurance planners averages 4.22, 2.67, 1.68, 2.09, 1.71, 2.65 points separately(5 Likert scale). (2) According to the results for examining the relative influences of variables affecting overall satisfaction of life insurance planners, the relative importance of related variables are in the order of , self-esteem in the job, social dignity of the job, the prospect about the dignity of life insurance planner, the motive of having job. Explanatory power of these variables totaled 43.5%.

• Journal of the Korean Data and Information Science Society
• /
• v.24 no.6
• /
• pp.1369-1384
• /
• 2013

In this study, we investigate various factors affecting five kinds of life planners' satisfaction after turnover which are general, human relations within organization, sales environment support, economic, life planner management system. Also we suggest theoretical and practical implication to them. The results of survey of life planners are as follows. First, in the general life planners' satisfaction after turnover, insurance company belonged to, recognition on own sales ability, life planners' satisfaction level, financial and insurance related award, education level, marital status, size of branch, and surrounding recognition about life planner are influential factors on it. Second, factors which affect the life planners' human relations satisfaction within organization after turnover are size of branch, surrounding recognition about life planner, and insurance company belonged to. Third, factors which affect the life planners' sales environment support satisfaction after turnover are surrounding recognition on life planner, insurance company belonged to, certificates relating to finance or insurance, size of branch, Fourth, in the solicitors' economic satisfaction after turnover, mainly demographic factors such as education level, marital status, age are crucial to it and also life planners' satisfaction level is influential factor. Last, in the solicitors' management system satisfaction, only experienced turnover type is a influential factor.

• Journal of the Korean Data and Information Science Society
• /
• v.27 no.5
• /
• pp.1337-1347
• /
• 2016

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.

• Journal of Intelligence and Information Systems
• /
• v.11 no.3
• /
• pp.83-101
• /
• 2005

Customer retention is one of the major issues in life insurance industry, in which competition is increasingly fierce. There are many things for the life insurers to do many things to retain the customers. One of those things is to make sure to keep in touch with all customers. When an insurance-planner resigned, his/her customers must be taken care of by some planner-assistants. This article outlines the design of Contact Scheduling System (CSS) that supports planner-assistants for contacting the customers. Planner-assistants are unable to share the resigned insurance-planner's experience and knowledge regarding the customer relationship management. The CSS developed by employing both Classification And Regression Tree (CART) technique and Sequential Pattern Mining (SPM) technique has a two-stage process. In the first stage, it segments the customers into eight groups by CART model. Then it generates contact scheduling information consisting of contact-purpose, contact-interval and contact-channel, according to the segment's typical contact pattern. Contact-purpose is derived by schedule-driven, event-driven, or business-rule-driven. Schedule-driven contact is determined by SPM model. In the operation of CSS in a realistic situation, it shows a practicality in supporting planner-assistants to keep in touch with the customers efficiently and effectively.

• The Journal of the Korea Contents Association
• /
• v.21 no.9
• /
• pp.270-283
• /
• 2021

The achievement of the long-term relationship is commonly executed by a salesperson that is eventually very crucial to enhance the customer retention in the insurance industry. It indicates there is an urgency to improve the competence of salesperson and organization support to build and maintain bonds of long-lasting loyalty with the individual customers. Therefore, this research aims to analyze the influence of planner's competency and organizational support on sales performance, and to verify empirically whether MDRT goal orientation mediating role between competency, organizational support and sales performance. The results of this research are as follows: firstly, product and customer competence, digital competence, network competence positively affect sales performance. Secondly, sales support positively affect sales performance. Thirdly, meditating effect of MDRT goal orientation were significant found between the planner's competency and sales performance. Moreover, in the relationship between sales support and sales performance, MDRT goal orientation have a fully mediated effect. This means customer management through excellent competency, organization support to insurance trend change, and competence development through MDRT goal orientation positively affect sales performance.

• Journal of Korean Society for Quality Management
• /
• v.41 no.1
• /
• pp.79-94
• /
• 2013

Purpose: Life insurance company provides insurance planners various education program to inspire service mind and to enhance its customer satisfaction. The purpose of this study is to analyze the effects of service quality of education on service commitment and to propose the implication for the effective service education. Methods: This study is intended to identify how service quality of education from the planners in life insurance affects service commitment. The research model is tested via a survey of 307 life insurance planners. Results: This study shows that tangibles, assurance, responsiveness, and empathy in the educational service quality significantly influence education satisfaction. It also positively affect customer orientation and service commitment, but it also shows that reliability in the educational service quality has very little effect on customer satisfaction. Conclusion: This study emphasizes the service quality of education on life insurance planner and also suggests practical plan to increase the service quality of education. This study has more focused on the direction in the service quality of education for making the close long-term relationship with customer.

• Journal of Industrial Convergence
• /
• v.18 no.4
• /
• pp.67-75
• /
• 2020

This study tries to understand the relationship between brand direct, oral communication, competence and insurance service's impact on the resale of insurance products and to suggest ways to efficiently repurchase insurance products. The data collected verified the suitability of the structured model and the causality of each concept, First of all, it is important to give customers an awareness that they are receiving special services for themselves that are differentiated from orthers. Second, customers want to enjoy the benefits of insurance services together by spreading the benefits of insuuance servics to people around them through oral communication. Third,the customer thinks insurance service is the competence of the insurance planner. Therefore, the professionalism of isurance services should be increased. Fourgh, insurance planners should provide customers with quilting information. Finally, an insurance company should develop insurance services that can create a mind that customers receive special services through diversification of insurance services.

• The Journal of the Korea Contents Association
• /
• v.11 no.12
• /
• pp.403-412
• /
• 2011

The execution of capital market law causes severe competition by promoting restructuring of financial industry. This study analyze efficiency and productivity change of the Korean Non-Life Insurance industry between pre-execution and pre-execution of capital market law using DEA model and Malmquist Index. Additionally, this study finds determinants of efficiency using tobit regression. The main results of this study can by summarized as follows. First, the efficiency with post-execution was increased comparing with pre-execution of capital market law significantly. Second, the productivity with post-execution was increased comparing with pre-execution of capital market law significantly. Third, significant determinants of technical efficiency and pure technical efficiency are weight of life planner. operation rate of assets respectively. And significant determinant of scale efficiency are firm size, operation rate of assets, weight of life planner.

• The Journal of the Korea Contents Association
• /
• v.14 no.8
• /
• pp.394-405
• /
• 2014

Purposes of this study are to find difference in efficiency, productivity change and determinants on efficiency of life insurance industry between pre and post-execution of capital market law on the basis of pre(2005-2008) and post-execution(2009-2012) data. Main results of this research are as follows. First, there was no significant difference of mean value for efficiency between pre and post execution of capital market law. Second, difference of mean value for malmquist index between pre and post execution of capital market law was statistically significant at 5% level. This imply increase in productivity for post-execution of capital market law. Third, one of the important determinant for efficiency was the weight of life planner in both pre and post-execution of capital market law. The weight of life planner had significant positive effect on efficiency.