寿险代理人激励效应实证分析——基于VAR模型和脉冲响应函数的研究

An Empirical Analysis on the Incentive Effects of Life Insurance Agent——Based on VAR Model and Impulse Responses Function

实证分析表明,目前的高首期佣金制度是一种"强规模"激励设计,诱使寿险代理人只注重扩大业务数量而忽视业务品质,建议延长佣金的发放时间,将首、续期佣金率适当均衡化;此外,研究结果也显示目前寿险代理人增员、培训、职业生涯规划激励效应弱化,有待进一步改进。

The results of our empirical analysis show that current first period commission system is a ＂strong scale＂ incentive design, which lures life insurance agents only to emphasize the quantity of business while ignoring the quality of business. The author＇s policy suggestion is to extend the commission＇s payment time and proportion first, renewal commission rate. Moreover, the results also show that the incentive mechanism of current training, recruiting, career planning is inefficient, which needs further improvement.