中国科学院心理研究所机构知识库

在对保险推销员自我效能感进行理论分析、现场访谈和问卷调查之基础上，采用探索性因素分析和验证性因素分析技术，对保险推销员自我效能感的内在结构进行了探讨。结果表明，保险推销员自我效能感由八个因素构成，即：晤谈技能、仪态、毅力、情绪调节、知识掌握、计划总结、直觉判断和前期准备。在此基础上，依据心理测量学原理和方法研制了保险推销员自我效能感量表。由此，保险推销员应从这八个方面来判断自己保险推销的总体素质。

This research explored the intra-structure of the self-efficacy of insurance salesmen by the exploratory factor analysis and the confirmatory factor analysi s on the basis of theoretical analysis, interview and questionnaire surveying. T he results showed that self-efficacy of insurance salesmen in China consists of eight factors which are: Factor 1: Interview skills. In the conversation the sal esmen can self-supervise whenever necessary, adjusting one’s way of talking and contents promptly; can read th...