摘要
薪酬激励是激励体系的蜇要组成部分之-,也足商业银行治理结构的要环
节。在以银行业为代表的金融业快速发展的今天,M内商业银行中齊遍釆用客户
经理制度开展营销服务工作,客户经理也成为商业银行维护客户关系、进行业务
拓展的中坚力量。怎样才能管理好这支队伍,采取怎样的薪酬激励体系来激励客
户经理更好的为商业银行工作,这种激励体系是否有效,是否能够将客户经理的
切身利益与银行的整体利益相统一,如何降低客户经理给商业银行运营带来风险,
成为一个需要认真讨论和研究的重要课题。

本文以公司客户经理薪酬激励体系为题,对x银行济南分行公司客户经理薪
酬激励体系进行研究,通过将x银行济南分行公司客户经理薪酬激励体系与国内
外商业银行薪酬激励体系进行比较分析,并且对X银行济南分行261名公司客户
经理的问卷调查而得到该银行公司客户经理薪酬满意度情况,分析出该行公司客
户经理现行的薪酬激励体系存在的问题,找到X银行济南分行公司客户经理薪酬
激励体系优化的方法,设计出适合该银行发展要求的为更为有效的公司薪酬激励
体系。

本文皆先阐述了乜括薪酬理论、激励理论等在内的薪酬激励方而的-些主流
理论,其次,对W内外商业银行公司客户经理薪酬激励的体系作归纳总结归纳和
比较分析,并从屮得出对国内商业银行公司客户经理薪酬激励体系的启示;基于
以上论证,本文针对分析的主体——X银行济南分行——做详细的案例解析,分析
出X银行济南分行客户经理薪酬激励方而存在的不足之处,主要包括:薪酬水平
缺乏竞争力、福利制度缺乏弹性等;最后,根据分析得出的问题,本文提出相应
的改进对策。

本文形成的有关的研究成果不仅对X银行济鹵分行及系统内各分行具有较大
借鉴价值,同时对其他股份制商业银行提升公司客户经理的管理水平都具有较强
的理论指导和实践参考意义。

关键词:X银行济南分行公司客户经现薪酬激励体系
ABSTRACT
Compensation incentive is one of the most important part of incentive system. It is
also an very important parts of governance structure of commercial banks. Today the
financial sector develop rapidly and the client manager is playing an important role in
the domestic commercial banks. How to manage them, whether or not if the incentive is
effective, what kind of mechanism should be used to motivate them, could the incentive
make client manager work hard for the bank, at the same time, prevent them from doing
some things harm to the bank, all of these are the problems which need to be studied
seriously.
The title of this essay is the design of company client manager compensation
incentive system of X Bank Jinan Branch. This essay does some research on the
compensation incentive system of company client manager in X Bank Jinan Branch.
Compare X Bank Jinan Branch with other domestic and foreign bank and do some
survey in 261 company client manager to fund the shortcoming of compensation
incentive system of company clicnt manager in X Bank Jinan Branch. According to the
research do some new design for the compensation incentive system of company client
manager in X Bank Jinan Branch.
At the beginning of this essay there are some of the current mainstream theories
about client manager compensation incentives, such as theory of compensation and
theory of motivation. Next, the essay summarize some client manager39;s compensation
incentive institutions of domestic and foreign commercial banks, and, making for a
comparative analysis of Jinan branch of X Bank,we sought a preliminary theoretical
analysis of the deficiencies of client manager compensation incentive institutions now
exist in Jinan Branch of X Bank. On this basis, finally,the essay put forward a few
relevant proposals.
The research result of this paper is not only valuable for Jinan branch and other
branch of X bank, but also good for other commercial banks same to X bank to increase
their theoretical guidance and practical significance.
Key Words: X Bank Jinan Branch Company clicnt manager Compensation
incentive system