نوع مقاله : مقاله پژوهشی
نویسندگان
1 1. دانشجوی دکتری،گروه مدیریت صنعتی،واحد قزوین،دانشگاه آزاد اسلامی،قزوین،ایران
2 استادیار، گروه مدیریت صنعتی،واحد قزوین،دانشگاه آزاد اسلامی،قزوین،ایران
چکیده
کلیدواژهها
عنوان مقاله [English]
نویسندگان [English]
The main objective of this research is to present a conceptual model for empowering the insurance industry sales network within the value chain framework using Structural Equation Modeling (SEM) in this industry. The present study is applied in terms of purpose and employs a mixed-methods approach (qualitative and quantitative) for data collection.
The statistical population of this research includes all managers, sales experts, and representatives’ affairs personnel in the insurance industry who are knowledgeable about insurance industry activities and are directly involved with the sales network. The sample size was determined using the snowball sampling method, selecting forty experts in this field. In this study, a range of factors influencing the empowerment of representatives was initially identified through field studies, library research, and domestic and international literature reviews, and presented to the experts. After in-depth interviews, five main factors and twenty-two influential indicators were identified as the final factors. These factors stem from intrinsic factors, acquired factors, organizational and human resource characteristics of the representative, the representative’s financial performance, and the characteristics of the insurance company. They were tested using Structural Equation Modeling (SEM) with AMOS software.
The results of this study indicated that, given the special importance of insurance representatives as the most valuable part of the industry’s value chain, strengthening the factors affecting their empowerment can lead to increased revenue and profitability for insurance companies and, consequently, for the insurance industry, from a strategic perspective.
کلیدواژهها [English]
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