学校代码：10730
分类号： 密级：公开
甘肃银行营业部理财经理绩效考核方案优化
论文题目（中文） 研究
Study on Optimization of Performance
论文题目（外文） Appraisal Program for Wealth Managers in
Business Department of Gansu Bank
作者姓 名侯懿轩
类型领 域 工商管理硕士
研究方 向 人力资源管理
教育类 型 学历教育
指导教 师 张永副教授
合作导 师
论 文 工 作 时 段 2020 年 12 月至 2022 年 9 月
论 文 答 辩 日 期 2022 年11 月
校址：甘肃省兰州市城关区天水南路 222 号MBA 学位论文作者：侯懿轩 甘肃银行营业部理财经理绩效考核方案优化研究
学 院： 管理学院(专业学位) 学 号： 220190911680
学生姓名： 侯懿轩导师姓名： 张永
学科名称： 工商管理（专）·工商管理
甘肃银行营业部理财经理绩效考核方案优化
论文题目：
研究
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论文作者签名： 日期：2022年 12 月 3 日
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日期：2022 年 12 月 3 日 日 期：2022 年 12 月 3 日MBA 学位论文作者：侯懿轩 甘肃银行营业部理财经理绩效考核方案优化研究
甘肃银行营业部理财经理绩效考核方案优化研究
中文摘要
随着当前金融市场环境的不断波动和竞争的加剧，商业银行为了获得更丰富
的市场资源，开发了更多的业务发展模式和服务管理体系，以提高盈利能力，理
财业务的中期收益和利润正逐渐成为银行重要的利润来源。银行的客户群，无论
是普通客户还是贵宾客户，都有金融资产管理的需求。但是，由于银行理财产品
形形色色，客户的选择也不同，理财师可以从专业的角度为客户提供正确的资产
配置方法，让消费者在种类繁多的资产管理产品中选择最适合自己的资产管理产
品，不仅满足了消费者的理财需求，而且为银行获得了可观的收益。因此，理财
客户经理已经成为银行与客户之间的重要沟通桥梁。为了更好、更全面地满足客
户投资理财需求，加强理财经理人才队伍的建设和培养显得愈发重要。作为企业
绩效管理的一个重要组成部分，绩效考核同样在人力资源管理中承担着核心职
能，商业银行可以通过一套科学合理的绩效考核体系，在有效引导和激励财富管
理者的同时，不断提升财富管理人员的业务能力和工作效率，帮助银行在零售业
务中获得更有利的市场份额。
本文对甘肃银行营业部理财客户经理团队进行研究考察，认真分析现行理财
客户经理绩效考核体系中存在的具体问题，找出原因所在，以问题为出发点，在
平衡计分卡理论研究的基础上，对理财客户经理绩效考核体系的指标及权重进行
优化调整。本文首先陈述了绩效考核理论的研究背景与意义、研究内容与思路以
及研究方法等三个方面；其次概述了绩效考核的内涵与作用、考核的基本方法等
相关理论；最后在介绍甘肃银行营业部以及理财经理人才队伍基本概况的基础
上，经过实地了解甘肃银行营业部理财客户经理绩效考核体系落实的具体情况，
分析研究甘肃银行营业部现行的理财客户经理绩效考核方案中存在的实际问题，
主要表现在：考核指标内容设置单一化、考核指标权重设置不合理、考核主体设
置不全面和绩效考评缺乏结果反馈机制。针对以上问题，本文从平衡计分卡理论
基础的四个方面，对甘肃银行营业部理财客户经理绩效考核方案进行整改优化，
另外论述了在实施优化后的绩效考核方案时亟需落地的保障措施。最后，对本论
文研究存在的不到之处进行归结，以及对今后更深层次的研究进行展望。
关键词：甘肃银行营业部，理财经理，绩效考核
IMBA 学位论文作者：侯懿轩 甘肃银行营业部理财经理绩效考核方案优化研究
STUDY ONOPTIMIZATIONOF PERFORMANCE
APPRAISAL PROGRAM FOR WEALTHMANAGERS IN
BUSINESS DEPARTMENT OF GANSU BANK
Abstract
With the current downward financial market environment and the intensification
of competition, commercial banks are deriving richer business development models
and service management systems to increase profitability in order to obtain more
customer resources. In recent years, intermediary business was paid more attention by
the commercial Banks, and its contribution to the income of Banks was also growing.
The customer base of banks, both ordinary and VIP customers, have the demand for
financial asset management. Due to the wide variety of financial products and
diversified choices for customers, wealth managers can provide customers with the
right asset allocation methods from a professional perspective, allowing consumers to
choose the most suitable asset management products among a wide range of asset
management products, which not only meet consumers; financial needs but also gain
considerable income for banks. Therefore, wealth managers play an important part
between banks and their customers. In order to better and more fully satisfy the
investment demands of customers, banks should strengthen the construction and
training of the talent pool of financial managers. As an important part of human
resource management, banks can use a scientific and reasonable performance
appraisal system to effectively guide and motivate financial managers while
continuously improving the business ability and efficiency of wealth managers to help
banks gain a more favorable market share in the retail business.
This paper examines the team of wealth managers in the business department of
Bank of Gansu, finds the existent issues in the current performance evaluation system
of wealth managers and analyses the causes for them. Then, according to the research
of the balanced scorecard theory, this paper optimizes and adjusts the indexes and
weights of the performance appraisal system for financial account managers. Above
all, this paper states the research background and significance of the performance
appraisal theory, research contents and ideas as well as research methods.
IIMBA 学位论文作者：侯懿轩 甘肃银行营业部理财经理绩效考核方案优化研究
Furthermore, it outlines the content and function, the basic methods and other related
theories of performance evaluation. Last but not least, based on the introduction of the
business department of Bank of Gansu and the basic situation of the talent team of
financial managers, through the field understanding of the implementation of the
performance appraisal system of financial account managers in the business
Department of Bank of Gansu, the actual problems existing in the performance
appraisal scheme of financial account managers in the business department of Bank of
Gansu are analyzed and studied, which are mainly reflected in the following: the
content of the appraisal index is set in a single way, the weight of the appraisal index
is set unreasonably, the appraisal subject is not set comprehensively and the
performance appraisal lacks the feedback mechanism. In response to these problems,
this paper uses the balanced scorecard theory to rectify and optimize the performance
appraisal scheme for financial account managers in the business department of Bank
of Gansu from four aspects: finance, customers, internal processes, learning and
growth, and also discusses the safeguards that need to be implemented in the
implementation of the optimized performance appraisal scheme. The article concludes
with a summary of the shortcomings of this thesis, as well as an outlook for further
research in the future.
Keywords: Business Department of Gansu Bank, wealth manager, performance
appraisal
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