证券公司客户经理胜任力模型研究

发布时间：2018-04-27 20:10

本文选题：证券公司 + 客户经理　；参考：《北京邮电大学》2013年硕士论文

【摘要】：随着金融市场规模的不断扩大,金融行业人才需求持续增长,尤其对证券经纪人、市场营销类的低端人才和银行客户经理、基金经理、投融资经理等高端职位人才的需求缺口非常大。然而,在证券公司中具有举足轻重地位的客户经理存在三个问题：客户经理政策不到位,进入门槛略低；对客户经理的培训跟不上造成了其整体素质有待提高；缺乏科学合理的激励与约束机制。目前,国内外对胜任力的研究取得了很大的进展,胜任力模型可以有效地帮助企业建立更加有效的人力资源甄选、培训及薪酬考核系统,这一全新的工具已经在很多领域进行应用并已取得良好的效果。在这种背景下,本文试图通过建立证券公司客户经理的胜任力模型来引导证券公司招聘和选拔到具有更高专业素质的人才,并通过培训使客户经理获得高绩效的能力,通过更科学的绩效考核形成有效的激励机制。本文通过文献法、工作分析法、行为事件访谈法和调查问卷法得出证券公司客户经理胜任力模型,即三个维度：个性特征(廉洁自律性、真诚、忠诚度、灵活性、独立性、进取心、自信心),能力特征(沟通能力、信息管理能力、反应能力、决策能力、计划实施能力、创新能力、影响力),客户服务特征(客户导向、客户关系建立及维护能力、成就欲、产品知识、诚信负责、客户信息)。针对证券公司客户经理的招聘选拔、绩效薪酬和培训管理,本文提出基于胜任力模型的解决方案。
[Abstract]:With the continuous expansion of the financial market, the demand for talents in the financial industry continues to grow, especially for securities brokers, low-end marketing professionals and bank account managers, fund managers, Investment and financing managers and other high-end positions of talent demand gap is very large. However, there are three problems in the account manager, who plays an important role in the securities company: the policy of the account manager is not in place, the threshold of entry is slightly lower, the training of the customer manager has not kept up with the need to improve the overall quality of the account manager; Lack of scientific and reasonable incentive and restraint mechanism. At present, great progress has been made in the research of competency at home and abroad. Competency model can effectively help enterprises to establish more effective human resource selection, training and salary assessment system. This new tool has been applied in many fields and has achieved good results. Under this background, this paper attempts to establish the competency model of the customer manager of the securities company to guide the securities company to recruit and select talents with higher professional quality, and to make the account manager obtain the ability of high performance through training. Through more scientific performance evaluation to form an effective incentive mechanism. Through the methods of literature, job analysis, behavior event interview and questionnaire, this paper obtains the competency model of customer manager of securities company, namely three dimensions: personality characteristics (integrity, self-discipline, sincerity, loyalty, flexibility, independence). Enterprising, confident, ability (communication ability, information management ability, response ability, decision making ability, plan implementation ability, innovation ability, influence ability, customer service characteristic (customer orientation, customer relationship building and maintenance ability), ability of decision making, plan implementation ability, innovation ability, influence ability, customer service characteristic (customer orientation, customer relationship establishment and maintenance ability, etc.) Desire to achieve, product knowledge, integrity and responsibility, customer information. Aiming at the recruitment and selection of customer manager, performance compensation and training management of securities company, this paper proposes a solution based on competency model.
【学位授予单位】：北京邮电大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F832.39

【参考文献】