A Study on the Effect of Social Networks of Insurance Planners on Their Job Competence and Performance

보험설계사의 사회적 네트워크가 직무역량과 성과에 미치는 영향에 관한 연구

This study was conducted to explore the relationships between the social networks formed by insurance planners and their job competence and performances such as their insurance records and satisfaction. To that end, first, the effects of social networks held by insurance planners on their job competence for actual insurance sales were reviewed. Second, the effects of the social networks on the insurance planners' insurance solicitation records and satisfaction were examined. Third, the influential relationships between insurance planners' job competence and performance were reviewed. For this study, insurance planners working in life insurance companies, fire and marine insurance companies, and general agencies(GA) were selected as the subjects of this study to conduct questionnaires surveys and derive study results. Through the analyses, although some variables were rejected, overall results indicating that social networks affect insurance planners' job competence to improve their performance were obtained. These study results can be said to support the argument of the network theory that social networks improve entrepreneurs' performance. The elements of job competence that had effects on insurance planners' performance were self-efficacy, achievement orientation, and customer orientation, and these three elements of job competence were affected by three components of social networks; the relational dimension, cognitive dimension, and structural dimension of social networks. Therefore, the results of this study indicate that insurance planners can improve their actual insurance solicitation performance as well as their job satisfaction by sharing visions among network members based on trust.