在現今社會中，組織間發展合作關係，是因為進一步的良性互動，可以創造更大的價值利益。企業組織為了實現其創造最大價值的目標，必須尋求與其他組織的接觸；當其選擇了另一個合作的組織，雙方就會對彼此的角色、權利及義務有了共識，進一步的交易行為就會展開。這種努力結果通常會發展成合作關係，而合作關係必須要能持續，因為長期的合夥關係，才可為雙方創造持續的競爭優勢，獲取最大利益，達到雙贏。
本研究是在探討保險經紀人公司與壽險公司合作意願之因素，是以保險經紀人公司的立場觀察壽險公司的組織特質與獎酬制度，作為其未來合作意願的考量；另外，以信任與通路衝突為其干擾變數，瞭解其對合作意願之影響；由於信任與通路衝突會因認知上的不同而不同，並無絕對的優劣性，所以引發本研究以干擾變數來研究；同時以SPSS12.0統計軟體中複迴歸分析來驗證整體模式中各項假設。
本研究母體範圍為臺灣本島內有登記之保險經紀人公司的同仁，共發出600份問卷，回收532份，回收率88.7%；有效樣本數431份，有效率81.0%。結果發現:1. 組織特質對合作意願會有顯著正向影響；2. 獎酬制度對合作意願會有顯著正向影響；3. 信任會加強組織特質和獎酬制度與合作意願的關係；4. 通路衝突對於組織特質和獎酬制度與合作意願沒有關係。
本研究根據研究結果提出的建議是:壽險公司應加強其組織特質與提供更優惠的獎酬制度以吸引保險經紀人公司，達到雙方獲利的目的；保險經紀人公司則應慎選壽險公司與多以客戶權利為主，以經營其保險事業與為客戶守護權益，真正做到保險經紀人的任務。

Nowadays, developing the cooperative relationship between the organizations is to make a further better interaction that can create greater value benefits. Enterprise must sing the contract with other organizations in order to accomplish the goal that can create the huge values. As it has chosen another cooperative organization, both will recognize each other’s role & right & duty and thus will develop the various trading activities. The result of this effort will be developed into cooperative relationship and will go on sustaining the long-term partners’ relationship that can create lasting competitive advantages for both sides and can obtain the greatest benefits to reach win-win.
The purposes of this research are to survey the effect of cooperative will on insurance broker's company and life insurance company. The organization quality and reward system is to observe the life insurance company of position of insurance broker's company. Besides, it is to understand the influence on the cooperative will of trust and channel conflict as the variable effects. For the reason it will be different in trust and channel conflict, there is no absolute quality, so cause this research to study by Moderating variables. The Multiple Regression Analysis is used to test the hypotheses in this study.
The population of this research consists of registered insurance brokers company that in Taiwan, sending out 600 questionnaires altogether,532 responses were received, effective sample were 431.
The results of study were as follows:
1. Organization quality has significant and positive effects on cooperative will
2. Award reward system has significant and positive effects on cooperative will
3. Trust will strengthen the relationship between organization quality, reward system and cooperative will
4. The channel conflict has nothing to do with cooperative will in organization
quality and award reward system.
The results of this research are as follows: Life insurance company should strengthen their organization quality and offer favorable reward system in order to attract the insurance broker company and acquire benefits for both sides. Insurance broker's company should select the life insurance company carefully and his core mission is to take customer's right to carry off good insurance contract and defend the rights plus benefits for the customer; what is more, it can really fulfill the insurance broker's task.

一、【中文網站】
1.人壽保險管理學會 http://www.limi.org.tw
2.中華信用評等 http://www.taiwanratings.com/tw/
3.中華民國人壽保險商業同業公會 http://www.lia-roc.org.tw
4.行政院金融監督管理委員會 http://www.fscey.gov.tw
5.財團法人保險事業發展中心 http://www.iiroc.org.tw
6.國華人壽股份有限公司 http://www.khltw.com

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