山西省证券营销人员胜任力与绩效关系研究

发布时间：2018-07-05 10:05

本文选题：证券营销人员 + 胜任力　；参考：《太原理工大学》2012年硕士论文

【摘要】：近年来山西省证券业在中国股市持续低迷的情况下依然保持了较快的发展速度,为越来越多的企业和投资者创造了良好的投融资机会,为促进山西省经济持续发展和社会稳定进步做出了巨大贡献。在激烈的市场竞争中,多数证券公司推行全员营销的业务拓展模式,证券营销人员成为证券公司做大做强的关键因素。长期以来,山西省证券营销人员的招聘选拔、绩效考核缺乏一套科学合理的方法和体系,导致其营销队伍频繁跳槽,流动性极大,不利于证券业的长期健康发展。胜任力理论及其模型体系的提出为构建基于胜任力的证券行业人力资源管理模式提供了全新的视角,目前《财富》500强已经有超过半数的公司应用胜任力模型作为人力资源开发的核心指导思想。本文基于山西省经济文化背景,借鉴目前主流的胜任力研究方法,以证券营销人员为研究对象,探讨其胜任力与绩效之间的内在关系,以期能够为促进山西省证券业人力资源管理工作的规范有序发展有所裨益。首先,本文在进行文献回顾梳理的基础上,总结以往营销人员胜任力研究取得的成果和存在的不足,然后确定本文的研究目的、研究方法和逻辑思路,最后确定本文研究的技术路线图和整体研究框架。此后,本研究通过开放式问卷调查和行为事件访谈并结合以往研究的成果,初步得到证券营销人员的胜任力维度构思；然后通过编制调查问卷进行大样本施测,并运用探索性因素分析确定山西省证券营销人员胜任力的七维度模型。在建立胜任力模型的基础上,本研究运用方差分析、相关分析和回归分析探讨了证券营销人员胜任力与绩效之间的内在关系。考虑到本研究的现实意义,特引入人力资源策略作为调节变量以探讨其对胜任力和绩效关系的缓冲效应,得到了一些有意义的结论。最后,总结了本文的研究成果并给出了具体的研究建议,同时指出了研究的不足和对未来研究的展望。本研究的主要结论如下： (1)得到了山西省证券营销人员的七个胜任力维度：人际沟通与理解、成就导向、客户导向、营销技巧、业务知识、影响力；(2)通过对证券营销人员个体信息的方差分析发现,证券营销人员的七个胜任力维度在不同个体信息方面差异显著；(3)对证券营销人员的胜任力与绩效进行相关分析和回归分析,结果表明证券营销人员胜任力与绩效整体相关性显著,但不同胜任力维度对任务绩效和关系绩效的影响也不同；(4)通过对证券公司人力资源策略的调节效应分析,发现培训聚焦、薪酬聚焦和信息共享策略对证券营销人员胜任力的某些维度与绩效之间的关系有缓冲作用。本研究可能的创新点如下： (1)首次建立基于山西省经济文化背景的证券营销人员胜任力模型,对胜任力在证券行业人力资源管理领域的应用进行了有益的探索；(2)将胜任力理论与绩效理论相结合,探讨二者之间的内在关系,研究结果对于提高证券营销人员的绩效水平有一定裨益；(3)引入人力资源策略的调节变量,完善了基于胜任力的证券营销人员激励体系,使本文的研究成果更具有现实意义。
[Abstract]:In recent years , the securities industry in Shanxi has maintained a faster pace of development in China ' s stock market , and has made great contributions to more and more enterprises and investors . In the fierce market competition , most securities companies have made great contributions to the sustained development of Shanxi ' s economy and social stability . In the fierce market competition , most securities companies have made great contributions to the development of economy and social stability .

Based on the background of Shanxi ' s economic and cultural background , this paper discusses the internal relationship between competence and performance based on the background of Shanxi ' s economic and cultural background and draws lessons from the current mainstream competence research methods , so as to help promote the orderly development of human resources management in the securities industry in Shanxi Province .

Firstly , on the basis of reviewing the literature review , this paper summarizes the achievements and shortcomings of previous marketing personnel competence research , then determines the research purpose , research methods and logical thinking of this paper , and finally determines the technical road map and the whole research framework .
Based on the establishment of competency model , this study uses variance analysis , correlation analysis and regression analysis to discuss the intrinsic relationship between competence and performance of securities marketing personnel .

The main conclusions of this study are as follows :

( 1 ) The seven competency dimensions of the securities market in Shanxi Province are obtained : interpersonal communication and understanding , achievement orientation , customer orientation , marketing skills , business knowledge and influence ;
( 2 ) Through the analysis of the individual information of the securities marketing personnel , it is found that the seven competence dimensions of the securities marketing personnel differ significantly in different individual information ;
( 3 ) Correlation analysis and regression analysis on the competence and performance of the securities marketing personnel show that the relationship between the competence and the performance of the securities marketing personnel is significant , but the influence of different competence dimensions on the performance of the task and the performance of the relationship is different ;
( 4 ) Based on the analysis of the adjustment effect of HR strategy , it is found that the relationship between training focus , salary focus and information sharing strategy has a buffering effect on the relationship between certain dimensions and performance of the competence of the securities marketing personnel .

Possible innovations in this study are as follows :

( 1 ) For the first time , a competency model based on Shanxi ' s economic and cultural background is established , and the application of competence in the field of human resources management in securities industry has been explored .
( 2 ) combining the competence theory with the performance theory to explore the intrinsic relationship between them , and the results of the research are beneficial to the improvement of the performance level of the securities marketing personnel ;
( 3 ) Introduce the adjustment variables of HR strategy , perfect the competency - based incentive system of securities marketing personnel , make the research achievement more realistic .
【学位授予单位】：太原理工大学
【学位级别】：硕士
【学位授予年份】：2012
【分类号】：F272.92;F832.51;F224

【参考文献】