1992年，美国友邦保险登陆上海，并在我国引入了代理人制度，极大地推动了我国 保险行业的发展。但各保险公司为了快速抢占市场份额，采用的最直接的方式便是“人 海战术”，以人力增长来拉动业务保费的增长，造成进入保险代理人队伍的门槛较低， 也就意味着将会不断的有人员流失，且日益严重。代理人流失容易产生客户服务中断的 现象；同时也会造成大量的人力资源成本浪费，影响公司的经营效益。代理人的流失还 会进一步恶化保险公司在公众中的形象，对寿险行业的发展产生极为不利的影响。 本文将综合运用相关学科的知识，结合笔者在Y寿险分公司多年的从业经验，全面 分析寿险代理人流失的影响因素，建立寿险代理人流失模型。并以Y寿险分公司作为分 析对象，通过问卷调查和SPSS软件分析，找出代理人流失的影响因素，分析各因素对 寿险代理人流失影响的强弱，根据确定的代理人流失最重要的影响因素，挖掘代理人流 失背后的原因。 通过研究发现，影响Y寿险分公司代理人流失的主要因素为薪酬水平、工作家庭冲 突、学习能力、工作满意度、工作态度五项个人因素，培训激励、职业发展、组织关系 三项组织因素，社会认知和从众心理两项环境因素；影响程度上，组织因素是决定性因 素，个人因素是中介因素，环境因素为调节因素。从最主要的组织因素分析发现，代理 人流失的主要原因：人员素质整体偏低、职业发展不清晰、培训激励不到位、薪酬福利 不合理、文化建设不得力、社会认同低。在此基础上，笔者提出了最大限度减少代理人 流失的对策：规范增员流程，提高代理人素质；重视规划面谈，完善晋升机制；创新培 训体系，提升代理人展业能力；提升薪资水平，丰富代理人保障福利；加强文化建设， 增强代理人归属感；优化市场环境，提高社会地位。 关键词：流失模型，主成分分析，对策 III ABSTRACT In 1992, aia landed in Shanghai and introduced the agent system in China, which greatly promoted the development of China's insurance industry and its influence on China's insurance industry is still unshaken. But in order to grab market share quickly, each insurance company takes the most direct way "sea of faces tactics", pulling the growth of business insurance premium with manpower growth and causing the door that enters insurance agent troop to be overused is inferior, which also means it will have personnel drain ceaselessly, and it will happen increasingly seriously. The loss of agents is prone to customer service interruption. At the same time it will also cause much costs of human resources, affecting the company's operating benefits. The loss of agents will further deteriorate the image of insurance companies in the public, which will cause a very negative impact on the development of the life insurance industry. Based on the knowledge of relevant disciplines and the author's years of experience in Y life insurance company, this paper comprehensively analyzes the influencing factors of the loss of life insurance agents and establishes the loss of life insurance agents model. In addition, Y life insurance company was taken as the analysis object to find out the influencing factors of agent loss through questionnaire survey and SPSS software analysis to analyze the influence of each factor on the loss of life insurance agents. Based on the identified most important influencing factors of agent loss, the reasons behind agent loss were explored. According to the study, the main factors affecting agent turnover of Y life insurance branch are salary level, work-family conflict, learning ability, job satisfaction and work attitude, three organizational factors including training motivation, career development and organizational relationship, and two environmental factors including social cognition and conformity psychology. In terms of the degree of influence, organizational factor is the decisive factor, individual factor is the intermediary factor, and environmental factor is the regulating factor. From the analysis of the most important organizational factors, it is found that the main reasons for agent turnover are as follows: overall low staff quality, unclear career development, inadequate training and incentives, unreasonable salary and welfare, inadequate cultural construction, and low social approval. On this basis, the author puts forward the countermeasures to minimize the loss of agents: standardize the process of increasing staff and improve the quality of agents; IV Pay attention to planning interview to improve the promotion mechanism; Innovate the training system to improve the agent exhibition ability; Raise the salary level to enrich the agent security benefits; Strengthen the cultural construction to enhance the agent sense of belonging; Optimize the market environment to improve their social status. KEY WORDS：loss model, principal component analysis, countermeasures V 目 录 摘要...................................................................................................................................I ABSTRACT....................................................................................................................III 1 绪论................................................................................................................................1 1.1 研究背景.................................................................................................................1 1.2 研究意义.................................................................................................................2 1.2.1 理论意义..........................................................................................................2 1.2.2 现实意义..........................................................................................................2 1.3 研究现状.................................................................................................................3 1.3.1 国外研究现状..................................................................................................3 1.3.2 国内研究现状..................................................................................................4 1.2.3 研究述评..........................................................................................................7 1.4 研究内容和研究方法.............................................................................................7 1.4.1 研究内容..........................................................................................................7 1.4.2 研究方法..........................................................................................................8 1.5 创新点.....................................................................................................................9 2 理论基础与模型构建..................................................................................................11 2.1 Price-Mueller变量模型.........................................................................................11 2.2 扩展的Mobley中介链模型................................................................................12 2.3 Steers-Mowday动因模型......................................................................................13 2.4 寿险代理人流失影响因素及模型构建...............................................................14 2.4.1 代理人流失因素影响分析............................................................................14 2.4.2 代理人流失模型构建....................................................................................19 2.4.3 代理人流失因素关系分析............................................................................20 3 Y寿险分公司代理人流失现状...................................................................................23 VI 3.1 Y寿险分公司概况................................................................................................23 3.2 Y寿险分公司代理人构成....................................................................................24 3.3 Y寿险分公司代理人管理现状............................................................................26 3.4 Y寿险分公司代理人流失状况............................................................................30 4 Y寿险分公司代理人流失影响因素分析...................................................................33 4.1 Y寿险分公司