企业并购对资深业务员心理调适之研究-德明财经科技大学!.doc

龐寶璽、謝獻毅：ING安泰併購案對資深業務員認知失調的影響  PAGE 24  PAGE 25 保險經營與制度10(1): 1-24 (2011) 保險經營與制度 第10卷第2期第1-24頁 Insurance Issues and Practices 10(2): 1-24 (2011) ING安泰併購案對資深業務員認知失調的影響 Merger Senior Salesman Cognitive Dissonance ofThe acquisition of AEtna-ING case 龐寶璽* 德明財經科技大學保金系助理教授，Lecture, Dept. of Insurance Financial Takming University of Science and Technology. ( Pao-si Pang)、謝獻毅** 德明財經科技大學理財所研究生，Lecture, Dept. of Financial Tax Management Takming University of Science and Technology. 作者感謝審查委員指正。 投稿日期 2011/1/25 接受日期 2011/3/29 (Xian-Yi Xie) 摘要 目前探討併購的文獻甚多，但多以企業併購後的綜效作為探討主軸，針對其員工認知失調為議題的研究卻付諸闕如。本次研究針對資歷十年以上的資深業務員為研究對象，透過深度訪談的方式，希望了解資深業務員認知失調的現象，針對認知失調提出相關心態調適策略。由於保險業務員的流動率高，壽險行銷工作持續超過十年的資深業務員已屬少數。不僅資深業務員的數量少，由於其業務量的穩定，這些資深業務員在市場活動的機會少，因此要針對單一個案公司的一群特定資深業務員個別進行深入的訪談，實屬不易。本研究結果發現：(1)資深業務員因為企業被併購後，確實產生認知失調感。(2)新進業務員與資深業務員間確實在面對併購時心態及考量有所差異。(3)同仁之間的人際互動可以降低認知失調程度。 關鍵字: 併購、認知失調 Abstract At present the literature of many mergers and acquisitions, but mostly after the merger as a synergy of the spindle, for its employees as the subject of cognitive dissonance is lacking. In this study, more than a decade for the qualifications of senior clerk for the study, through in depth interviews, want to understand the phenomenon of cognitive dissonance, senior clerk for the relevant state of mind cognitive dissonance proposed adaptation strategies. The flow rate of the insurance salesman, life insurance marketing efforts continued for over a decade is already a small number of senior clerks. Only a small number of senior sales, due to the stability of its business volume, the senior clerk fewer opportunities in the market activity, and therefore the case for a single specific group of companies, senior clerk-depth individual interviews, it is not easy. The results showed that: (1) because the M A companies, senior clerk, the does have a sense of cognitive dissonance. (2) New sales and senior clerk in the face of M As between the true state of mind and consider the difference. (3)