ارائه یک سیستم خبره توانمندسازی شبکه فروش صنعت بیمه با استفاده از سیستم استنتاج فازی(FIS)

نوع مقاله : مقاله پژوهشی

نویسندگان

1 دانشجوی دکتری گروه مدیریت صنعتی، واحد قزوین، دانشگاه آزاد اسلامی، قزوین، ایران.

2 دانشیار گروه مدیریت صنعتی، واحد قزوین، دانشگاه آزاد اسلامی، قزوین، ایران

3 استادیار، گروه مدیریت صنعتی،واحد قزوین،دانشگاه آزاد اسلامی،قزوین،ایران.

چکیده
هدف اصلی این تحقیق ارائه یک سیستم خبره توانمندسازی شبکه فروش صنعت بیمه با استفاده از سیستم استنتاج فازی است. این پژوهش از نظر کاربردی و از نظر روش، توصیفی - پیمایشی است. جامعه آماری پژوهش شامل خبرگان صنعت بیمه و مدیران، کارشناسان فروش و امور نمایندگان صنعت بیمه است. در این پژوهش ابتدا طیفی از عوامل موثر بر توانمندسازی نمایندگان در صنعت بیمه شناسایی و در اختیار خبرگان قرار گرفت و پس از مصاحبه عمیق با آنها 5 عامل اصلی به عنوان عوامل نهایی شناسایی شدند. با استفاده از معادلات ساختاری روابط بین عوامل شناسایی شد و با احتساب ضریب آلفای کرونباخ برای تمامی عوامل شناسایی شده بین 0.876 تا 0.963 است که نتیجه نشان از روایی قابل قبول سنجش این عوامل بود. همچنین همبستگی متغیرهای پژوهش بوسیله آزمون پیرسون مورد ارزیابی قرار گرفت. در انتها پس از طراحی الگوی مفهومی پژوهش، تک تک عوامل در الگوی ترسیمی و مفهومی پژوهش با استفاده از سیستم استنتاج فازی FIS در نرم فزار متلب مورد ارزیابی قرار گرفت. همچنین سیستم ارائه شده بر روی سه گروه از نمایندگان صنعت بیمه نیز پیاده‌سازی گردید. نتایج این پژوهش نشان داد که مدل ارائه‌شده توانمندی بالایی در سنجش عوامل کلیدی توانمندسازی نمایندگان بیمه دارد و می‌تواند فرآیند تصمیم‌گیری در مدیریت شبکه فروش بیمه را به شکل مؤثر پشتیبانی کند. انعطاف‌پذیری و قابلیت تفسیرپذیری سیستم آن را به ابزاری کاربردی برای بهبود عملکرد نمایندگان و شرکت‌های بیمه تبدیل کرده و امکان اجرای راهبردهای توانمندسازی در سطوح عملیاتی و استراتژیک را فراهم می‌سازد.

کلیدواژه‌ها


عنوان مقاله English

Presentation of an Expert System for Empowering the Sales Network of the Insurance Industry Using a Fuzzy Inference System (FIS)

نویسندگان English

kamran kiani 1
Ali Mohtashami 2
Sadegh Abedi 3
1 PhD Student in Industrial Management, Qazvin Branch, Islamic Azad University, Qazvin, Iran.
2 Associate Professor of Department of Industrial Management, Qazvin Branch, Islamic Azad University, Qazvin, Iran
3 Assistant Professor, Department of Industrial Management, Qazvin Branch, Islamic Azad University, Qazvin, Iran.
چکیده English

The primary objective of this research is to propose an expert system for empowering the sales network in the insurance industry using a fuzzy inference system. This study is applied in nature and employs a descriptive-survey methodology. The statistical population consists of insurance industry experts, managers, sales specialists, and agency affairs professionals. In this study, a range of factors influencing the empowerment of insurance agents was first identified and presented to experts. Following in-depth interviews, five main factors were ultimately selected. Structural equation modeling was used to determine the relationships among the identified factors. The Cronbach's alpha coefficients for all factors ranged between 0.876 and 0.963, indicating acceptable reliability of the measurement. Additionally, the correlations among the research variables were assessed using Pearson’s correlation test. Finally, after designing the conceptual model of the research, each factor was evaluated within the proposed conceptual framework using a fuzzy inference system (FIS) implemented in MATLAB. The proposed system was also applied to three groups of insurance agents. The results of this study demonstrate that the proposed model has a high capability in assessing the key factors of insurance agent empowerment and can effectively support decision-making processes in insurance sales network management. The system’s flexibility and interpretability make it a practical tool for improving the performance of both agents and insurance companies, enabling the implementation of empowerment strategies at both operational and strategic levels.

کلیدواژه‌ها English

Empowerment
Fuzzy Inference System Insurance Industry
Sales Network
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