论文标题:厦门建行客户经理激励机制的分析与设计
Analysis and Design on Motivation Mechanism of Account Manager in CCB Xiamen Branch
论文作者
论文导师 翁君奕,论文学位 硕士,论文专业 工商管理
论文单位 厦门大学,点击次数 845,论文页数 69页File Size459K
2005-10-01论文网 http://www.lw23.com/lunwen_3822282/
account manager;motivation mechanism;systematic design
本文结合厦门建行的客户经理管理实践,探讨商业银行如何设计有效的客户经理激励机制,目的是深入了解客户经理激励原理,为厦门建行进一步完善客户经理激励机制提供一套系统的具有实践价值的激励机制改进方案。 本文主要通过厦门建行现行客户经理激励机制的案例研究和理论探讨,运用激励理论和委托代理分析框架分析客户经理激励过程,逐一分析和设计各种激励方式的具体应用方案,从中了解厦门建行现有激励机制的合理性和不足之处,从而形成客户经理激励机制的系统框架。 全文共分五章,大体上是按照背景-原理-方法-实施的思路来展开的。各章的主要思路如下: 第一章:介绍厦门建行客户经理制与客户经理基本概念,以及所处的文化环境、管理基础,就其客户经理队伍的现状进行介绍和分析。 第二章:就客户经理激励问题进行理论分析,主要阐述客户经理激励机制的主要理论依据,对客户经理激励问题作理论层面的分析。 第三章:基于激励目的探索客户经理绩效考核体系设计,提出适合厦门建行特点的客户经理绩效考核方案。 第四章:运用激励理论的指导,系统讨论客户经理激励机制设计思路,分别介绍了价值实现激励、薪酬激励、职业生涯发展与晋升激励、工作过程激励、文化氛围激励和惩罚与淘汰机制的具体设计方案。 第五章:通过分析前述客户经理激励机制方案中的不足之处,提醒应注意采取的其他解决措施,并针对厦门建行现状,探讨实施过程中的关注要点。
Incorporated with the practices of account manager management in China Construction Bank(CCB) Xiamen Branch, this paper probes into how to design an effective account manager motivation mechanism in commercial banks. The objectives of this paper are to find out the principles of account manager motivation mechanism and therefore put forward an improved plan of practical value for CCB Xiamen Branch to make the motivation mechanism perfect. This paper analyses the motivatng process with the framework of entrustment/agency and designs different kinds of applicable projects, by which the merits and demerits in present motivation mechanism can be studied. By all the case studies and theoretical analysis, a systematic framework for account manager motivation mechanism is shaped. With background introduction, principles expounding, projects designing and problems solving while implementing, this paper consists of five chapters, main contents of which are as follows. The first chapter– Introduce account manager, current account manager management system in China Construction Bank Xiamen Branch, cultural background and management basis. The second chapter– Theoretical analysis of account manager motivation mechanism and elaboration of the principles of account manager motivation mechanism. The third chaper– Discussion of account manager performance evaluation assessment system and putting forward appropriate and incentive account manager performance evaluation assessment projects for China Construction Bank Xiamen Branch.
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