A Study to Identify the Training Needs of Life Insurance Sales Representatives in Taiwan Using the Delphi Approach

Presenter : Kuei-Yuan Betty Li

Instructor: Dr. Pi-Ying Teresa Hsu

Date : Oct 28, 2013

Advisers : Dr. Tieh-Chun Chang

Dr. Pi-Ying Teresa Hsu

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Contents

Introduction1

Literature review2

Methodology3

Results4

Findings and recommendations5

My future study6

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Citation

Fan, C. K., & Cheng, C. L. (2006). A study to identify the

training needs of life insurance sales representatives in

Taiwan using the Delphi approach. International Journal

of Training and Development, 10 (3), 212-226.

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Introduction

Background in Taiwan Continuing privatization Liberalization Deregulation process A member of WTO (world trade organization) Business competition heightened

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Introduction

Purpose To conduct a needs assessment to identify the

necessary competencies for life insurance sales representatives for the rapidly changing life insurance environment in Taiwan

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Introduction

Research Questions 1. According to the Delphi panelists, what

competencies are necessary for life insurance

sales representatives in Taiwan? 2. What are the ranking of the necessary

competencies for life insurance sales

representatives based upon the opinions of the

Delphi panelists?

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Literature review

1. Changes in the Taiwanese life insurance

environment Liberalization, deregulation, reorganization and

globalization Trend of an aging population Growth of e-commerce

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Literature review

2. Needs analysis of a life insurance sales

representative in Taiwan Necessary competencies for

• globalization• advanced IT• an aging population• mergers and acquisitions and financial holding

companies

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Literature review

3. Popular training courses and education

programs in Taiwanese life insurance

companies LOMA (the Life Office Management Association)

course offerings and education programs in

Taiwan

1) life and health insurance

2) retirement planning

3) money management

4) securities

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Methodology

A mixed-method approachA modified Delphi research

Anonymity of the participants Structuring of information flow Regular feedback Role of the facilitator

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Methodology

The Delphi panelThe Delphi panel

Participants

5Life insurance

company

5Dept. of Insurance

& Risk Management University

A purposive sampling for opinion surveys

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Results

Result

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Findings and recommendations

FindingsLiterature

review

suggests

Proposed by panel.

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Findings and recommendations

FindingsData analysis

The Wilcoxon Signed Rank tests• Most results are positive. • Response RQ 1 & 2.

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Findings and recommendations

Recommendations Design a training plan to ensure that their sales

representatives have following competence.• Problem solving• Communication• Using IT• Culture compatibility• EI• Collective competence• Ethics

Add a follow-up attitude survey. The study should be replicated in banks and securities

companies.

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My Research

The Effect of Organizational Training

on Life Insurance Employees’ Organizational

Commitment and Turnover Intention

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My Research

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Research Gap To refer the structure of above mentioned journal, and choose life

insurance industry to verify the effect of original training. Performance-oriented life insurance industry with sufficient training

but high turnover rate of salespeople To investigate 2 groups of employees at life insurance industry Comparing with previous studies focused on salespeople only Self-reliant and self- control salespeople > office staff at life

insurance companies

My Research

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Purpose To investigate

• the effect of organizational training on life insurance employees’ organizational commitment

• the relationship between organizational commitment and turnover intention

• the difference between salespeople and office staff in terms of the organizational training, organizational commitment and turnover intention.

My Research

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Research Question 1. What’s the effect of organizational training on life

insurance employees’ organizational commitment? 2. What’s the relationship between life insurance

employees’ organizational commitment and

turnover intention? 3. What’s the difference between salespeople and office staff in

terms of the organizational training, organizational

commitment and turnover intention.?

My Research

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Contribution To collect and analyze empirical data from both salespeople and

office staff To offer the result for the Human Resource Department at life

industry to evaluate the annual training schedule for creating better organizational commitment and lowering turnover intention through well designed organizational training

Furthermore, creating a more reliable workplace and costing down newcomers’ recruiting and training expense

My Research

H2

Motivationfor training

H5

Support for training

H4

Benefitsfrom training

H3

Opportunityof training

H1

Organizational Commitment

H6TurnoverIntention

The framework of hypothesis

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My Research

Method Data collection

• By survey• A convenience sampling• 7-point-Likert questionnaires• Limitation: Only a listed life insurance company in Taiwan

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My Research

Method Participants

• Employees at a listed life insurance company– Taichung branch

264

5586Salespersons -

Taichung branch

Other branches – 9,157

Total employees: 15,007

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My Research

Method Sample & Procedure

Literature

Review

Pilot Test

120 pcs

Dec 2013

Questionnaires

1200 pcs

Jan 2014

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My Research

Measurement

SPSS

1. Descriptive Statistics

2. Correlative Statistics

3. Regression4. T-test

SEM

1. CFA

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Betty Li 26