【作者】 张维蓉； 吴祈宗；

【Author】 Zhang Weirong;Wu Qizong School of Management and Economics,Beijing Institute of Technology,Beijing 100081,China

【机构】 北京理工大学管理与经济学院；

【摘要】 本文利用委托-代理理论对我国保险业委托-代理的特点和现有的问题进行了比较深入地分析.在现有的保险代理的激励模型进行分析的基础上得出:代理人的努力成本系数不同应该得到不同的佣金比例;设立代理人不同等级的资格准入制度,等级越高的代理人销售种类越多技术含量越高的保险产品的结论.并提出:改革由保险代理人介绍新的保险代理人的”增员”方式;明确目标市场,改变现有销售模式;保险公司应该充分利用现代化便捷的信息交流平台充分实现同代理人和客户的互动的建议.更多还原

【Abstract】 Use principle-agent theory to analyze the principle-agent problems andcharacters presented in China’s insurance companies deeply.Based on the analysisof the stimulating model widely used by today’s insurance companies, the authorderived the conclusions such that the agents should be given different percent of thepremiums according to their different opportunity costs, and the agents’ certificatesshould be divided into different grades and the agents who have passed the higherlevel certificates could sell more types of insurance products. Clearly, the higher levelagents are given more opportunities to earn higher revenue, and the different levelagents will compete each other to reach separate equilibrium in the agents markets.At the time, the author also gave some probably useful advices. For instance, theinsurance companies should change their methods of recruiting new agents, have clear-cut object markets, and take fully advantage of the convenient modern informationexchange platforms.更多还原