| 摘要: | 台灣社會的財富分配呈現M型化發展，銀行業的經營績效亦呈M型走向；經營績效好、壞差距日益擴大，原先競爭力較弱的銀行，其經營愈顯困難。而金融業自2002年邁入財富管理業務以來，廣置財富管理部門，招募培養理財顧問人才，進軍財富管理市場成為各金控公司提升經營績效、改善獲利品質的不二法門；為爭食財富管理市場大餅、維持競爭力，金控公司更是積極建置財富管理業務軟硬體設備與通路，而招募、培養全方位理財專員(personal financial planner)，更是刻不容緩。惟不論是提升整體財富管理產業需要上或是改善目前業者因過度銷售所引發投資糾紛等；在在均顯示擁有經驗豐富、優秀財富管理的人才，將是未來各大金控一決勝負的關鍵因素。 本研究主要在於探討我國金控公司理財專員之個人背景、專業能力、人格特質、工作環境與工作績效表現之相關性；採用李克特五點式評量表設計，對個案銀行全國理專進行結構式問卷調查，共蒐集有效樣本達195個；並採用信度分析、效度分析、卡方列聯表、共變數分析、多元廻歸及t檢定等統計方法來了解不同個人背景、專業能力、人格特質及工作環境與理財專員之工作績效相關性，找出影響理專績效表現差異的真正因素；並藉由績效表現佳的理財專員所具有的特質，訓練現有理專，或招募、遴選合適成為更卓越的財富管理人員。因此，研究結果對財富管理業者，提供了其在篩選、晉用、培養優秀理專人才的方針；就客戶立場而言，此實證分析幫助客戶在理專素質「良莠不齊」的市場中，認識不同類型的理專，進而篩選適合自己且專業的理專類型；以理專角度而言，藉此分析各種類型理專的差異表現，可做為相互學習與自我提昇的參考。其研究結果如下： 一、個案銀行之理專制度區分專案及專業理專，在不同地區之分行，都會型的專案理專業績明顯優於專業理專；而城鄉型的分行中，專案理專與專業理專的業績差距較小。 二、不論是個人背景、專業能力、人格特質或工作環境等，在實際業績與自評工作績效的表現上，皆呈現顯著的差異性；即較佳的群組明顯優於較不佳的群組。 三、將工作績效區分成顧客、財務、學習成長及內部流程四個子構面，發現除了顧客子構面不存在差異性外，其餘均存在顯著的差異性。 四、個人背景、專業能力、人格特質及工作環境四個構面對於實際績效部份並無顯著的因果關係存在，但對於自評工作績效皆存在顯著的因果相關。 關鍵詞：理財專員、專業能力、人格特質、工作環境、工作績效 The operating performance of Taiwan banking industry developed in “M” shape as long as the wealth distribution in Taiwan. The performance difference between banks got larger as the weak competitive banks became more difficult to survive. The wealth management departments have been established in Taiwan banking industry since 2002, entering wealth management market was treated as the only way to improve the operating performance and earnings quality by Financial Holding Corporation. For holding competition, Financial Holding Corporation began to establish equipment and channel in wealth management business actively , try to find and train new personal financial planners in a short time. Either to upgrade the developing of wealth management business or to improve investment arguments result from the unsuitable sales. From all aspects knowing, owning the personal financial planners who have wealth management experiences will become the crucial factor for Financial Holding Corporation to get more competitive. The relationship between work performance and background of financial planner, profession, personality and work environment will be discussed in this essay. The approaches in this essay have reliability analysis, efficiency analysis ,ANCOVA and regression analysis. And we can use these methods to understand the relationship between different background of financial planner, profession, personality and work environment, and find the real factor that will affect the performance of financial planner. When we find the real factor and we can know the characteristic of financial planner who a high performance, then we choose and train the new financial planner using the characteristic. So, the contribution of this essay had provided the policy that can choose and train a good financial planner. If you are a customer, you can also understand which one is much better in those financial planners and chose the one who is an appropriate financial planner for yourself. If you are a financial planner, you can understand the ways that can improve your performance. The results in this essay: 1.There are two categories of financial planner institution in case bank: Profession Financial Planner and Project Financial Planner. Branches in different region, Project Financial Planner performance is higher than Profession Financial Planner in city group. And the difference between Profession Financial Planner and Project Financial Planner in village is more small. 2.Wheather background of financial planner, profession, personality and work environment, the good group is better than bad group in real work performance or subjective work performance category. 3.We sort the work performance into four categorys: customer, finance, study and gorwth and inside processes. besides customer category, there are significant differences in other categories. 4.If we use the real work performance group to see the relationship with background of financial planner, profession, personality and work environment, it is not significantly. But subjective work performance group is. Keyword: Financial Planner, profession, personality, work environment, work performance |
