交通银行客户经理薪酬激励制度研究
发布时间：2019-02-15 10:38
【摘要】：薪酬管理的实质是对人进行管理和激励。有人认为文化很重要，因为文化决定人们的行为和绩效，有人认为考核很重要，因为没有考核，就不能行之有效的进行绩效考核，还有人认为感情很重要，重视感情管理才能够促使员工产生高绩效，这些观点都各有各的道理，，但并不全面。 随着我国银行客户经理制的建立，客户经理作为连接银行和客户的一个重要环节，是银行为实现经营目标充分利用银行的各种资源，合理运用市场营销手段来满足有特定金融需求的客户，并且专门从事客户关系管理和金融综合服务的金融营销人员。其职能主要是组织银行资金、维护客户关系，管理贷款，拓展新业务，收集和反馈信息。在目前日益白热化的银行市场竞争中，其职能的充分发挥效果直接关系到银行命运的兴衰。所以银行需要建立科学合理的基层核心员工-----客户经理的薪酬激励制度，通过该制度的有效实施，对客户经理的自身行为进行激励和约束，从而使其自身的经营效益得到提高。 本文首先对薪酬的相关理论进行了概述，对薪酬的构成和作用进行了探讨。然后对于花旗银行与交通银行客户经理薪酬激励制度形成的差异原因进行探讨，最后结合交通银行云南省分行客户经理薪酬激励制度的现状进行分析，并提出了改革和完善客户经理薪酬激励制度的措施。
[Abstract]:The essence of salary management is to manage and motivate people. Some people think that culture is very important, because culture determines people's behavior and performance, others think that evaluation is very important, because without it, performance appraisal cannot be effectively carried out, others think that emotion is very important. Attention to emotional management can lead to high performance, these ideas have their own reasons, but not comprehensive. With the establishment of the bank account manager system in our country, the account manager, as an important link between the bank and the customer, is that the bank makes full use of all kinds of resources of the bank in order to realize the management goal. The reasonable use of marketing means to meet the specific financial needs of customers, and specialized in customer relationship management and financial comprehensive services of financial marketers. Its main functions are to organize bank funds, maintain customer relations, manage loans, expand new business, collect and feedback information. In the increasingly fierce competition in the banking market, the full effect of its functions is directly related to the rise and fall of the fate of banks. Therefore, banks need to establish a scientific and reasonable salary incentive system for the core staff-customer manager at the grass-roots level. Through the effective implementation of the system, the bank can motivate and restrain the customer manager's own behavior. So that its own operating efficiency has been improved. This paper first summarizes the relevant theories of compensation, and probes into the composition and function of compensation. Then the paper discusses the reasons for the difference between Citibank and Bank of Communications in the formation of compensation incentive system for account managers, and finally analyzes the current situation of the incentive system of customer managers in Yunnan Branch of Bank of Communications. It also puts forward the measures to reform and perfect the incentive system of customer manager's compensation.
【学位授予单位】：云南财经大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F832.33
本文编号：2423254
[Abstract]:The essence of salary management is to manage and motivate people. Some people think that culture is very important, because culture determines people's behavior and performance, others think that evaluation is very important, because without it, performance appraisal cannot be effectively carried out, others think that emotion is very important. Attention to emotional management can lead to high performance, these ideas have their own reasons, but not comprehensive. With the establishment of the bank account manager system in our country, the account manager, as an important link between the bank and the customer, is that the bank makes full use of all kinds of resources of the bank in order to realize the management goal. The reasonable use of marketing means to meet the specific financial needs of customers, and specialized in customer relationship management and financial comprehensive services of financial marketers. Its main functions are to organize bank funds, maintain customer relations, manage loans, expand new business, collect and feedback information. In the increasingly fierce competition in the banking market, the full effect of its functions is directly related to the rise and fall of the fate of banks. Therefore, banks need to establish a scientific and reasonable salary incentive system for the core staff-customer manager at the grass-roots level. Through the effective implementation of the system, the bank can motivate and restrain the customer manager's own behavior. So that its own operating efficiency has been improved. This paper first summarizes the relevant theories of compensation, and probes into the composition and function of compensation. Then the paper discusses the reasons for the difference between Citibank and Bank of Communications in the formation of compensation incentive system for account managers, and finally analyzes the current situation of the incentive system of customer managers in Yunnan Branch of Bank of Communications. It also puts forward the measures to reform and perfect the incentive system of customer manager's compensation.
【学位授予单位】：云南财经大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F832.33
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