寿险公司代理人管理评价与公司经营目标实现——基于寿险公司“基本法”的视角

Evaluation of Agent Management in Life Insurance Companies and Achievement of Company Business Goals——Based on the Perspective of Insurance Companies'“Measures for the Administration of Insurance Agents”

目前我国保险代理人(包括专属代理人和中介公司代理人)对寿险业保费收入的贡献超过50%。作为各公司保险代理人管理的基本纲要,保险代理人基本管理办法(基本法)通过对保险代理人的约束与管理,对公司经营目标的实现产生重要影响。本文对26家公司的基本法内容进行拆解整合,形成包含7个一级指标,30个二级指标,76个三级指标的基本法指标体系。运用层次分析法,在对保险公司管理人员、保险代理人和消费者调查的基础上,确定了指标体系权重,形成了基本法评估框架。基于这一框架,本文聚焦寿险公司经营中重点关注的业务规模、业务稳定性和保险投诉指标,阐述了基本法指标模块与寿险公司经营指标的传导机制,帮助寿险公司基于公司发展目标形成差异化且有针对性的基本法改革思路。

Currently,the premium income contribution of life insurance agents(including exclusive agents and intermediary company agents)exceeds 50%.As the fundamental guidance on the administration of the agent force for each and every insurance company,"The Measure for the Administration of Insurance Agents"(the Measure),through its constraints and management of insurance agents,plays an important role in the achievement of life insurance companies'business objectives.This study decomposes and integrates the contents of the Measures of 26 insurance companies,forming a comprehensive agent management indicator system consisting of 7 primary indicators,30 secondary indicators,and 76 tertiary indicators.Employing the Analytic Hierarchy Process method,the paper forms an evaluation framework on the Measure,offering different indicators with different weights and through the survey on insurance company managers,agents,and consumers.Given the focus of life insurance companies on business scale,business stability,and insurance complaints in their operations,this study elaborates on the transmission mechanism between indicator module of the Measure and business goals on the basis of this framework,helping insurance companies formulate differentiated and targeted reform ideas on the Measure according to their development goals.