FUNCTIONS OF LIFE INSURANCE AGENCY MANAGERS and RELATIONSHIPS WITH AGENCY CHARACTERISTICS and MANAGERIAL TENURE
基于1282名男性人寿保险机构经理的问卷数据，通过因子分析识别出六种行为职能，并考察其与机构规模、任期等变量的关系，发现共享方差不超过9%，表明管理行为受公司政策、经理自主权等多因素影响。
A questionnaire completed by 1282 male life insurance agency managers from 50 companies was used to develop (via factor analysis) six behavorial functions of agency managers. The relationship between the frequency of activity in each function and five variables–number of agents, number of supervisors, tenure, type of agency and origin of agency–was examined using zero order and multiple correlation procedures. The two measures of size, number of agents and number of supervisors, were the most consistent correlates of behavior. The degree of shared variance among management functions and the five variables, though significant statistically, did not exceed 9%. Reasons cited for these results included: (1) policies and practices particular to individual companies; (2) the discretion managers have in choosing task activities; (3) the limited number of variables examined as correlates of managerial functions; and, (4) individual differences among agency managers. It was concluded, for practical reasons, that management research should include efforts to develop taxonomies that cut across technological categories of managers as well as defining the specific behavior functions of managers in particular technological categories. Such specific taxonomies are required for effective human resource management practices at managerial levels in organizations.