本研究的目的是要探討筆記型電腦對壽險業者所產生的影響，以及，筆記

型電腦在使用上所可能發生的效益與問題，俾對業者宜否引進筆記型電腦

和引進時應注意之事項提出建議。整個研究所欲探討的四個核心問題為

：1.目前筆記型電腦在壽險業內的應用範疇為何? 2.壽險業者採用筆記型

電腦與否，是否受到其本身之特徵、所採策略以及外在環境的影響? 3.筆

記型電腦如何影響公司的營運? 4.筆記型電腦對壽險業者營運績效的影響

如何?本論文屬於探索性研究，旨在發展一些假設供後續研究者從事驗證

性研究，及對後續研究提供一些建議。本研究在研究方法上是採用單一個

案研究的方式進行。而分析層級包括公司整體、公司內之部門以及個人等

三層。採行的資料蒐集方法則有：1.次級資料蒐集。2.人員深入訪談。3.

記錄表施測。4.問卷施測。其中關於筆記型電腦影響壽險銷售績效之探討

，係用準實驗設計─不相等實驗組設計組前測後測設計─並輔以共變數分

析 (ANCOVA)、卡方檢定、平均數和標準差等統計方法來處理。由於整個

研究涵括了非數量分析與數量分析，因此，實際上已對部分假設進行了初

步的驗證。研究結論如下：1.壽險業者因筆記型電腦成本降低與產業競爭

加劇，故考慮引進使用筆記型電腦。2.採用筆記型電腦的壽險業者的共同

點為：中小規模，銷售多類壽險產品、尋求業績快速成長，且面臨較強烈

之市場競爭及較低之顧客需求可預測性。3.筆記型電腦在壽險業內的應用

範疇，仍侷限於壽險銷售活動上。只能算是輔助壽險銷售的工具，適合於

較機械化的銷售步驟。4.筆記型電腦的使用方式會受到教育訓練的影響，

且長期使用筆記型電腦可能讓業務人員產生依賴，因而降低業務人員計算

保費的能力。5.筆記型電腦在提昇個人業績上之心理效果較實質效果更明

顯。此外，「專業導向」的業務人員比「關係導向」者，更傾向於攜帶筆

記型電腦去從事壽險銷售活動。6.筆記型電腦對個人的工作滿意度的作用

並不明顯，而且業務人員資訊（使用）滿意度的高低，主要是取決於管理

實務上之配合程度。綜合而言，筆記型電腦的影響層級主要是在「個人」

，它對業務人員個人的心理建設和績效確有幫助。至於公司整體的表現方

面，則因仍會受到其它因素的影響，故其作用較不明顯。

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