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论文编号：	11777
作者编号：	2320170582
上传时间：	2020/6/21 9:31:02
中文题目：	PA银行TY分行客户经理绩效考核体系优化研究
英文题目：	Research on the Optimization Performance of Customer Managers in PA Bank TY Branch
指导老师：	袁庆宏教授
中文关键字：	银行；客户经理；绩效考核；KPI；BSC
英文关键字：	Bank；Account Manager；Performance Review；KPI；BSC
中文摘要：	近年来，金融行业面临着许多挑战，利率市场化改革将提高对银行定价、风控能力的要求。同时金融业对外开放将使得我国金融市场竞争更加激烈。金融科技公司的发展不断挤压传统金融机构的市场空间。企业经营数字化、云计算化将对金融机构科技实力提出进一步挑战。未来随着数字经济不断发展，供给侧结构性改革持续深入，全社会对金融服务的要求必然随之提高，银行必须不断创新方法，全面提升自身素质。 外部环境的变化进一步提高了内部管理水平的要求，基于挑战而制定战略后如何执行，如何落地是各家金融机构面临的问题。而绩效考核制度就是战略执行的有效手段。客户经理作为商业银行重要的利润创造者，对其绩效考核体系的研究有着十分重要的作用和价值。 全文共分为六个部分：第一章为引言部分，主要是对研究背景和研究意义进行介绍，同时阐述了研究方法和研究内容。第二章是主要是用理论综述的方法对绩效、绩效考核概念、绩效考核方法等理论与国内外相关文献进行回顾。第三章分析了PA银行TY分行相关情况，当前客户经理绩效考核的现状及存在的一些不足和问题。第四章深入阐述了PA银行TY分行客户经理绩效考核优化的目标原则、具体举措和运行方式。主要是通过“产能（KPI）+平衡积分卡（BSC）”的双“引擎”驱动，提升客户经理销售队伍可持续发展能力。第五章主要为针对PA银行TY分行客户经理绩效考核优化的保障举措，主要为组织保障、制度保障、培训保障和技术保障。第六章是针对本文的研究结论提出不足和改进方向，并对本文的研究内容进行了系统的总结。 本文通过对现阶段PA银行TY分行客户经理绩效考核存在的问题，站在战略发展和可持续发展的角度，对绩效考核进行优化。希望通过借鉴国内外优秀经验及案例分析这种方式方法，为PA银行TY分行的进一步发展做出贡献。
英文摘要：	In recent years, the financial industry has faced many challenges. The reform of interest rate marketization will increase the requirements of bank pricing and wind control ability. The opening up of the financial industry will make china's financial market more competitive. The growth of fintech companies continues to squeeze the market space of traditional financial institutions. Digitalization and cloud computing of enterprises will further challenge the technological strength of financial institutions. In the future, with the continuous development of the digital economy and the deepening of supply-side structural reform, the requirements of the whole society for financial services will inevitably be raised, and banks must innovate methods and improve their own quality in an all-round way. The change of the external environment further enhances the requirements of the internal management level, how to implement the strategy based on the challenge, how to land is the problem faced by the financial institutions. The performance appraisal system is an effective means of strategy implementation. As an important profit creator of commercial banks, the account manager has a very practical role and significance in the study of its performance appraisal. This paper is divided into six parts: the first chapter is the introduction part, is the research framework and content and the research methods used in the paper, etc. are elaborated, mainly introduce the significance of research and the background of topic selection and innovation points. The second chapter is mainly to use the theory of review of performance, performance appraisal concept, performance appraisal methods and other theories and relevant literature at home and abroad. The third chapter analyzes the relevant situation of THE TY branch of PA Bank, the current situation of the performance appraisal of the account manager and some shortcomings and problems. The fourth chapter elaborates in depth the objective principle, concrete measures and mode of operation of the performance appraisal optimization of THE TY branch of PA Bank. Mainly through the "capacity (KPI) and balance integral card (BSC)" dual "engine" drive, improve the account manager sales force sustainability capabilities. Chapter V is mainly for PA Bank TY branch account manager performance appraisal optimization measures, mainly for organizational protection, system protection, training and technical protection. The sixth chapter is to put forward the shortcomings and improvement direction of the research conclusions of this paper, and the research content of this paper is a systematic summary. Through the problems of the performance appraisal of the account manager of the TY branch of the current PA bank, this paper optimizes the performance appraisal from the perspective of strategic development and sustainable development. It is hoped that we can contribute to the further development of THE TY branch of PA Bank by drawing on the excellent experience and case analysis at home and abroad.
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