보험설계사의 무형식학습이 영업성과에 미치는 영향: 일의 의미의 매개효과와 사회적 교환관계(LMX, TMX)의 조절효과

초록

This study investigates the effect of insurance agents' informal learning on sales performance through the mediation of meaningful work, and empirically examines whether social exchange relationships(LMX and TMX) moderate this relationship. Based on a survey of 478 insurance agents working at a Korean S-insurance company, the study found that, first, insurance agents' informal learning does not have a direct significant effect on sales performance. Second, there was a full mediation effect of meaningful work on the relationship between agents' informal learning and sales performance. Third, LMX did not have a significant moderating effect on the relationship between informal learning and meaningful work, but TMX was found to strengthen this relationship. The results of the study highlighted that in order to improve insurance agents' sales performance, it is essential to enhance meaningful work to maximize the effectiveness of informal learning, and TMX plays an important role. Therefore, the practical implication is that it is necessary to provide training and support programs for agents to deepen meaningful work, and to create an organizational culture that enhances TMX by shifting the leadership style to horizontal relationships.

키워드