생명보험설계사의 이직 결정요인

Determinants of Turnover of Life Insurance Solicitors

The main purpose of this paper is to examine through a systematic analysis determinants of turnover which is emerging as a main concern of the domestic insurance market and to give some suggestions. To accomplish this research objective, 631 life insurance solicitors were randomly selected and surveyed with questionnaire method. The results of the study are summarized as follows. First, life insurance solicitors' age and sex statistically did not show significant relationship. However, small and medium-sized insurance solicitors in the elderly and foreign capital insurance solicitors in the younger experienced higher turnover. Second, the relationship between income level and the turnover of insurance solicitors was the highest in the middle-income. But the turnover of high income solicitors was low. Third, the turnover of income solicitors with 4-9 years of experience was high. But sales know-how, insurance knowledge, the number of customers, sales performance, etc. considered, solicitors with low experience showed low turnover inducement. Fourth, the study results showed that expertise factors such as qualifications were being used as an inducement of turnover considering financial service integrations and specialization trend.