- 권한신청
- P-ISSN1738-3110
- E-ISSN2093-7717
- SCOPUS, ESCI
보험유통채널에서 영업사원의 이직의도에 관한 연구
A Study on the Turnover Intention of Salespeople in Insurance Distribution Channels
김동현 (School of Management, Graduate School, Kyung Hee University)
차재빈 (Department of Health & Medical Administration, Kyungmin University)
Abstract
Purpose - In the insurance distribution channel, the salespeople plays a role of representing the company, and recognizes the needs of the customers and plays a role in responding to them. Therefore, their turnover can have a great influence on the company performance. The purpose of this study is to investigate the structural relationship between salespeople's personal - environmental fit and organizational commitment and turnover intention. Research design, data, and methodology - Data collection was conducted a self-filling questionnaire for salespeople for about one month from July 24, 2017 to August 30, 2017. The subjects of the questionnaire were the insurance salespeople who work in the sales line such as K life, S fire. A total of 450 copies were distributed and 432 copies of the questionnaire were used for final analysis. The analysis program used SPSS 22.0 and AMOS 22.0 programs. Analysis method was Frequency Analysis, Reliability & Confirmatory Factor Analysis, Correlation Analysis and Structural Equation Model(SEM). Results - As a result of Hypothesis 1, Person-Supervisor Fit had significant influence only on Continuance Commitment. Person-Job Fit did not have a significant effect on Organizational Commitment. Person-Coworker Fit had a significant effect on Continuance Commitment and Affective Commitment. Person-Organization Fit had a significant impact on Affective Commitment. Therefore, only <H 1_3>, <H 1_7>, <H 1_8>, <H 1_9>, <H 1_10> were adopted. As a result of Hypothesis 2, Continuance Commitment had a significant effect on turnover intention. Therefore, only <H 2_3> was adopted. Conclusions - This study suggests that it is necessary to manage the human resources in the sales field through studies related to salespeople's extension of the research scope and salespeople's turnover intention. Based on the results of this study, the conclusion suggests some implications for the efficient human resources management of insurance companies in sales channels. It is expected that it will be helpful for the salespeople to find out what kind of Person-Environment Fit affects the organizational commitment and how to manage the organizational commitment among the three dimensions of organizational commitment to reduce turnover intention.
- keywords
- Personal-Environment Fit, Organizational Commitment, Turnover Intention, Insurance Sales Employees
참고문헌
Ahn, C. K., Hwang, J. T., & Seo, S. M. (2011). A Study on Life Insurance Solicitors’ Business Activities and Job Satisfaction. Korea Insurance Research Institute.
Ahn, K. H., & Moon, C. T. (2009). An Empirical Study of the Causal Relationship between Job Performance, Job Stress, and Turnover Intention of Salesperson. Asia Marketing Journal, 11(3), 125-149.
Allen, N. J., & Meyer, J. P. (1990). The measurement and antecedents of affective, continuance, and normative commitment to the organization. Journal of Occupational Psychology, 63(1), 1-8.
Anderson, E., & Robertson, T. S. (1995). Inducing Multiline Salespeople to Adopt House Brands. Journal of Marketing, 59(2), 16-31.
Bagozzi, R., & Yi, Y. (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science, 16(1), 74-94.
Bluedorn, A. C. (1982). A Unified Model of Turnover from Organizations. Human Relations, 35(2), 135-153.
Cable, D. M., & Judge, T. A. (1996). Person-organization fit, job choice decisions and organizational entry. Organizational Behavior and Human Decision Process, 67(3), 294-311.
Cha, J. B., Ryu, G., & Lee, H. Y. (2013). An Empirical Study on the Relationship Effect of Pharmaceutical Sales Representative's Personal-Job Fit / Person-Organization Fit and Job Satisfaction, Organizational Commitment, and Turnover Intentions. Korean Journal of Business Administration, 26(3), 567-588.
Chang, H. T., Chi, N. W., & Miao, M. C. (2007). Testing the relationship between three-component organizational /occupational commitment and organizational /occupational turnover intention using a non-recursive model. Journal of Vocational Behavior, 70(2), 352-368.
Chatman, J. (1991). Matching people and organizations:Selection and socialization in public accounting firm, Administrative Science Quarterly, 36(3), 459-484.
Cheon, B. Y., Lee, H. S., & Park, S. M. (2012). The Impact of Organizational and Personal Characteristics on the Person-Job Fit, Career Commitment and Career Satisfaction. The Korean Journal of Human Resource Development Quarterly, 14(2), 47-78.
Choi, M. O., & Yoo, T. Y. (2005). The Effects of Person-Organization, Person-Job, and Person-Supervisor Fit on Organization Commitment, Job Satisfaction, and Turnover Intention. The Korean Journal of Industrial and Organizational Psychology, 18(1), 139-162.
Cho, S., Johanson, M. M., & Guchait, P. (2009). Employees intent to leave: A comparison of determinants of intent to leave verses intent to stay. International Journal of Hospitality Management, 28(3), 374-381.
Dalton, D. R., Tudor, W. D., & Krackhardt, D. M. (1982). Turnover overstated: The functional taxonomy. Academy of Management Review, 7(1), 117-123.
Dawes, R. V. (1994). The theory of work adjustment as convergent theory, In Savikas, M. L., and Lent, R. W. (eds.). Convergence in Career Development Theories: Implications for Science and Practice, Palo Alto: CPP Books, pp.33-43.
Fornell, C., & Larcker, D. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39-50.
Hair, J., Black, W., Babin, B., & Anderson, R. (2010). Multivariate data analysis: A global perspective(7th ed.). New Jersey: Pearson Education.
Han, S. J., Lee, J. H., & Yoo, H. J. (2012). The Effects of Social Identity on Emotional Labor: Focusing on Moderating Effect of the Types of Employment. Korean Journal of Business Administration, 25(6), 2735-2759.
Jaramillo, F., Mulki, J. P., & Locander, W. B. (2006). The role of time wasted in sales force attitudes and intention to quit. International Journal of Bank Marketing, 24(1), 24-36.
Jaros, S. J., Jermier, J. M., Koehler, J. W., & Sincich, T. (1993). Effects of Continuance, Affective, and Moral Commitment on The Withdrawal Process: An Evaluation of Eight Structural Equation Models. Academy of Management Journal, 36(5), 951-995.
Je, M. J., & Kim, Y. G. (2010). Effects of Person-Organization Fit and Person-Job Fit on Occupational Commitment, Organizational Commitment, and Turnover Intentions of Cooks. Culinary Science &Hospitality Research, 16(5), 50-63.
Jeon, H. W., & Kim, Y. H. (2007). The Effect of Hotel Employees' Group Cohesiveness, Self-esteem on Organizational Commitment, Job Satisfaction and Job Performance. International Journal of Tourism Management and Sciences, 22(2), 285-307.
Jung, G. J., Kim, J. I., & Jung, S. C. (2014). The Effect of Organizational Identification on Turnover Intention of Insurance Solicitor of Life Insurance Company. Journal of Insurance and Finance, 25(3), 37-61.
Jung, K. J., & Park, S. B. (2018). The Emotional Intelligence Effects on Foreign LCs’ Self-Efficacy and Job Stress. International Journal of Industrial Distribution & Business, 9(5), 93-104.
Kang, Y. S. (2012). Differential Effects of Person- Environment Fit on Job Performance and Mediating Effect of Perceived Work Value. Journal of Human Resource Management Research, 19(4), 75-98.
Karen, H. E., & Guido, M. (2007). Testing Vocational Interests and Personality as Predictions of Personvocation and Person-job Fit. Journal of Career Assessment, 15(2), 206-226.
Kim, D. H., & Ha, K. S. (2016). Personality factors of sales force and individuals - impact on the degree of environmental compatibility job satisfaction, turnover:Based on the insurance agents. Asia-Pacific Journal of Business Venturing and Entrepreneurship, 11(2), 121-134.
Kim, D. H., Cha, J. B., & Park, C. W. (2017). The Effect of Customer Orientation on Perceived Referral Risk and Referral Intention. Journal of Distribution Science, 15(7), 61-71.
Kim, D. S. (2017). [Analysis] Survey of 25 life insurance companies. Global-Economic, Retrieved July 25, 2017 from http://news.g-enews.com/view.php?ud=2017072421553975310647a96443_1&md=20170725001055_J
Kim, J. H. (2013). The Effects of Hotel Employees'Affectivity and Emotional Labor on Job Satisfaction and Turnover Intention. Journal of Distribution and Management Research, 16(5), 89-99.
Kim, J. J., Eom, T. K., Kim, S. W., & Youn, M. K. (2015). Effects of Ethical Management on Job Satisfaction and Turnover in the South Korean Service Industry. International Journal of Industrial Distribution &Business, 6(1), 17-26.
Kim, M. K. (2011). A Content Analysis of Journal Articles on Hotel Employee's Job Satisfaction and Organizational Commitment. International Journal of Tourism Management and Sciences, 25(6), 57-77.
Kim, S. P., & Lee, J. Y. (2007). A Study of the Influence of Glass Ceiling Conceived by Airline Workers on Organizational Commitment. Job Satisfaction and Turnover Intention, International Journal of Tourism Management and Sciences, 22(3), 65-87.
Kim, W. J. (2013). The Effects of Person-environment Fit on Organizational Commitment and Turnover Intention of Hotel Employees: Focused on the Moderating Role of Self-efficacy. Korean Journal of Hospitality and Tourism, 22(4), 177-194.
Kim, Y. K. (2016). Study on Effects of Person - Job Fit of High Touching Service Employees on Emotional Intelligence and Job Satisfaction. Journal of Distribution Science, 14(4), 81-92.
Ko, J. W. (2016). The Differential Effects of Affective, Normative and Continuance Commitment on Intent to Leave, OCB and Job Performance. Korean Policy Sciences Review, 20(2), 23-43.
Kristof-Brown, A. L. (1996). Person-Organization fit: An integrative review of its conceptualizations, measurement, and implications. Personnel Psychology, 49(1), 1-49.
Kristof-Brown, A. L., Jansen, K. J., & Colbert, A. E. (2002). A policy-capturing study of the simultaneous effects of fit with jobs, groups, and organizations. Journal of Applied Psychology, 87(5), 985-993.
Kristof-Brown, A. L., Zimmerman, R. D., & Johnson, E. C. (2005). Consequences of Individual's Fit at Work: A Meta-analysis of Person-job, Person-organization, Person-group and Person-supervisor Fit. Personal Psychology, 58(2), 281-342.
Lauver, K. J., & Kristof-Brown, A. L. (2001). Distinguishing between employees' perceptions of person–job and person–organization fit. Journal of Vocational Behavior, 59(3), 454-470.
Lee, C. H. (2016). Effects of Perceived Flight Attendants'Person-Organization Fit, Person-Job Fit on Job Satisfaction and Turnover Intention. Journal of the Aviation Management Society of Korea, 14(4), 73-93.
Lee, C. W., & Choi, W. S. (2008). The Effect of Justice of the Annual Salary System on Organizational Commitment in Hotel Industry -The Moderating Effect of Institutional Internalization. Korean Journal of Hospitality and Tourism, 17(1), 17-38.
Lee, C. W. (2012). The Effect of Junior College's Bachelor's Degree Course Students' Job-Fit and Supervisor-Fit on Intention to Skill Development: Focused on the Mediating Effect of Job Satisfaction. Journal of Korea Academia-Industrial cooperation Society, 13(3), 1105-1113.
Lee, K. M. (2006). The Impacts of the Perception of Organizational Politics on the Job Satisfaction &Organizational Commitment. Korean Corporation Management Review, 13(1), 97-110.
Lee, I., Back, J. H., & Jeon, M. K. (2010). The Effect of Person-Environment Fit on Organizational Effectiveness. Korean Journal of Business Administration, 23(4), 1951-1967.
Lee, J., & Yoon, H. H. (2017). Effects of Workplace Harassment on Organization Commitment and Turnover Intention of Foodservice Employees:Mediating Effects of Burnout. Korean Journal of Hospitality and Tourism, 26(1), 57-76.
Lee, Y., & Chang, J. (2017). Perceived Organizational Culture and Psychological Empowerment of Employees in Casino Companies. International Journal of Industrial Distribution & Business, 8(5), 65-75.
Mathieu, J. E., & Zajac, D. M. (1990). A review and metaanalysis of the antecedents, correlates, and consequences of organizational commitment, Psychological Bulletin, 108(2), 171-194.
Meyer, J. P., Stanley, D. J., Herscovitch, L., & Topolnytsky, L. (2002). Affective, Continuance, and Normative Commitment to the Organization: A Meta-analysis of Antecedents. Correlates and Consequences. Journal of Vocational Behavior, 61(1), 20-52.
Michael, C. E., & Specter, P. E. (1982). Cause of employee turnover: A test of the Mobley, Griffeth, Hand &Meglino model. Journal of Applied Psychology, 67(1), 53-59.
Mobley, W. H. (1982). Employee turnover: Causes, consequences and control reading. Mass:Addison-Welsey.
Park, C. W. (2008). A Study on the Customer Accompanied Defection Intention as a Result of the Resignation of Assigned Salesperson. Journal of Marketing Management Research, 13(2), 23-39.
O'Reilly, C., Chatman, J., & Caldwell, D. F. (1991). People and organizational culture: A profile comparison approach to assessing person-organization fit. Academy of Management Journal, 34(3), 487-516.
Park. S. D., & Kim, E. S. (2010). The Relations of Job Satisfaction of Vocational Rehabilitation Professionals on Organizational Commitment. Korean Journal of Physical, Multiple, & Health Disabilities, 53(3), 31-51.
Park, Y. O., & Ahn, S. S. (2015). A Study on the Influences of Emotional Labor on the Quality of Service, Organizational Commitment, and Job Satisfaction:Focusing on the flight attendants. International Journal of Tourism and Hospitality Research, 29(6), 167-186.
Porter, L. W., Steers, R. M., Mowday, R. T., & Boulian, P. V. (1974). Organizational Commitment, Job satisfaction, and Turnover among psychiatric technicians. Journal of Applied Psychology, 59(5), 603-609.
Seong, J. Y., Park, W. W., & Yun, S. (2008). The Effect of Person-Environment (Organization, Supervisor, Coworker)Fit on Organizational Citizenship Behavior and Performance, and the Mediating Effect of Justice. Korean Journal of Management, 16(2), 1-62.
Steel, R. P., & Ovalle, N. K. (1984). A review and meta-analysis of research on the relationship between behavioral intentions and employee turnover. Journal of Applied Psychology, 69(4), 673-686.
- 다운로드 수
- 조회수
- 0KCI 피인용수
- 0WOS 피인용수