보험설계사 역량모델에 대한 타당성 연구

The purpose of this study is to develop the competency model including behavioral indicators of insurance sales agents and to examine the relationship between the competency factors and the business performance. For this purpose, based on existing literature, we conducted in-depth interviews with high-performer and expert panel reviews to draw up a provisional competency model. A questionnaire survey was conducted on 1,038 insurance sales agents using the provisional competency model as a survey tool. We also collected data on sales performance of respondents. The competency model was developed by implementing exploratory factor analysis from a developmental sample, and then it was verified by carrying out confirmatory factor analysis from a validation sample. The final competency model consisted of 10 competencies and 49 behavioral indicators. The construct validity of the competency model was examined through convergent validity and discriminant validity analysis. In addition, the linkage between the self-report evaluation of competency level and actual sales performance were examined by ANOVA and the correlation analysis. The result reveals that the competency level of the insurance sales agents is positively related to their sales performance. It is meaningful that the competency model of insurance sales agents has been developed through more rigorous process and that the self-report evaluation using the competency model has a positive relationship with the actual business performance. Practically, it can be applied for assessment of training needs, evaluation of training programs, and coaching of new agents based on this competency model.