abstract: As securities companies occupy an increasingly important position in the national economy, and the most valuable competitive advantage for whom is human resources; therefore, Security Industry practitioners pay close attention to the influences of securities companies' incentive mechanisms regarding to various business types. This paper finds that asymmetry of information in business models is the motivation of the gaming for all participants, through analyzing the differences of various business models of securities brokerage services. Further, various incentive mechanisms under different circumstances result in diverse strategies of gaming. It varies development paths of securities companies. Therefore, the purpose of the paper is to theoretically deduce the most reasonable and optimal securities companies’ incentive mechanism. This paper intends to identify the principle component factors influencing securities brokerage services via questionnaire investigations towards 75 branches under the same securities company and 13 different securities companies, respectively. In addition, based on historical data, the paper aim to explain rationales between adjustments of incentive mechanisms and market shares of securities brokerage services.Lastly, combining author’s personal experience of various incentive mechanisms and development tracks in four securities companies that hopefully presents valuable information and clues for deducing the optimal securities company incentive mechanism. There are two critical agency relationships in securities brokerage services. One is between principals, securities companies, and agents which are directors of branches. The other is between principals, securities companies, and agents which are securities marketers or brokers. Because of such operational setup, information is highly asymmetrical between all parties. It brought prominent problems regarding agency relationship and motivation aspects. Under the certain circumstances, implementation of Incomplete Contracting Theory with franchising models in securities companies is quite useful. Specifically, for the former relationship between securities companies and marketers, the motivation effects of sub-license franchising are better than bonus compensation structure. Fixed salaries without bonus have the worst stimulating effects in such business model. For the latter relationship between securities companies and directors of branches, the agents focus on long term residual value claim rights, since it coincides with agents’ appraisals, focusing on incremental market shares and profit drawings. / Dissertation/Thesis / Doctoral Dissertation Business Administration 2018

Made available in DSpace on 2016-03-15T19:26:07Z (GMT). No. of bitstreams: 1 Fabiana Vieira da Costa.pdf: 1490415 bytes, checksum: 1d5d8c0f16fa83e287f1d87b51826d86 (MD5) Previous issue date: 2013-08-30 / Conselho Nacional de Desenvolvimento Científico e Tecnológico / Through the analysis of securities brokers in the highly turbulent Brazilian Market, the dissertation aimed to identify and analyze dynamic capability elements and evidences in processes and routines of innovation. The literature on dynamic capabilities is still inconclusive and controversial, especially with regard to the understanding of how companies develop this kind of capability. In this sense this work is a contribution to the discussion of the processes involved in the development of dynamic capability. The method used in the research has a qualitative, exploratory and descriptive approach, which involved the use of a semi-structured questionnaire. There were nine interviews with executives from firms with diversified ages: some founded in the 1930s, others in the 1960s, another group from 1990s, along with some that have less than 5 years in the market. On top of those interviews, additional documents have complemented the data set. The technique used for data analysis was content analysis, according to interpretative analysis of Gil Flores (1994). Three meta-categories were analyzed: environment dynamics, dynamic capability evidence, and processes and routines of innovation. The former category is related to research s first specific aim, which was the identification of the environment dynamics and the factors that explain this dynamism, such as technological and other relevant resources, threats and opportunities, adaptation to environmental changes. The meta-category that follows is related to research s second specific aim, which was the analysis of dynamic capability evidences in accordance with technological resources used, new business segments, innovation practice, and opportunities for innovation. The latter meta-category is related to research s third specific objective, which was to identify and analyze the elements of processes and routines that search for innovation. For this aim, six categories were identified: frequency of new processes, organization s memory, operating routine changes, implementation of innovation, organizational structure and innovation, and motivation for innovation. The research has found that the development of dynamic capabilities in securities brokerage depends on how they respond to environmental changes, how they make investments in technology, and also which routines are implemented for innovation and implementation of their products and services. Despite acting in the same market, differences in the business management were identified among them, so it was possible divide the brokers into three distinct groups: i) brokers who present the development of dynamic capability, have well-defined strategies, are pro-active, and continuously invest in technology and innovation of products and services, ii) firms in which managers are already reflecting on their actions and strategies in order to develop dynamic capability that can cope with changes in the environment; and iii) firms that are lagging behind, a bit far in dynamic capability development. / Esta dissertação visou, através da análise das corretoras de valores mobiliários no mercado brasileiro, inseridas em um ambiente altamente turbulento, identificar e analisar os indícios e os elementos de capacidade dinâmica por meio de processos e rotinas de busca e inovação. A literatura acerca de capacidade dinâmica ainda é inconclusiva e controversa, principalmente no que se refere à compreensão de como as empresas desenvolvem essa capacidade. Nesse sentido, este trabalho é uma contribuição à discussão a respeito dos processos envolvidos no desenvolvimento da capacidade dinâmica. O método empregado na pesquisa seguiu uma abordagem qualitativa, exploratória e descritiva, o que envolveu a preparação de roteiro semiestruturado. Foram realizadas nove entrevistas com executivos de corretoras fundadas em diferentes épocas, algumas na década de 1930, 1960, 1990 e outras com menos de 5 anos de mercado. Além das entrevistas, foram utilizados registros documentais. A técnica adotada para análise dos dados foi a análise de conteúdo, segundo análise interpretativa de Gil Flores (1994). Foram analisadas as seguintes metacategorias: dinamismo do ambiente, indícios de capacidade dinâmica e processos e rotinas de busca e inovação. A primeira metacategoria está relacionada ao primeiro objetivo específico, que consistiu em identificar o dinamismo do ambiente e os fatores que explicam esse dinamismo, como recursos tecnológicos, relevância de outros recursos, ameaças e oportunidades, e adequação às mudanças no ambiente. A segunda metacategoria está relacionada ao segundo objetivo específico, que consistiu em analisar os indícios de capacidade dinâmica de acordo com os seguintes aspectos: recursos tecnológicos utilizados, busca de novos segmentos de atuação, prática de inovar e oportunidades de inovação. A terceira e última metacategoria está relacionada ao terceiro objetivo específico, que consistiu em identificar e analisar os elementos de processos e rotinas de busca e inovação. Nesse objetivo, as categorias identificadas foram: frequência de novos processos, memória da organização, mudanças nas rotinas operacionais, implementação da inovação, estrutura organizacional e inovação e motivação da inovação. Os resultados encontrados sinalizam que o desenvolvimento da capacidade dinâmica nas corretoras de valores mobiliários depende da maneira como elas respondem às mudanças do ambiente, dos investimentos em tecnologia e, ainda, das rotinas implementadas para a inovação e implementação de seus produtos e serviços. Apesar de atuarem no mesmo mercado, foram identificadas diferenças na gestão do negócio, de modo que foi possível agrupar as corretoras em três distintos grupos: i) grupo das corretoras que apresentam o desenvolvimento de capacidade dinâmica, possuem estratégias bem definidas, são corretoras proativas e realizam quase que continuamente investimentos em tecnologia e inovação de produtos e serviços; ii) este grupo vem fazendo um esforço em apresentar características evidenciadas de capacidade dinâmica, em alguns momentos percebem-se as transformações realizadas por essas corretoras, nota-se que os gestores já estão refletindo sobre suas ações e suas estratégias, e que as mudanças no ambiente já estão sendo readequadas no dia a dia de suas rotinas; iii) o terceiro grupo está um pouco distante em realçar características de capacidade dinâmica.

隨網際網路、行動載具及數位科技之進步，金融服務之提供不再受限於地域上之隔閡。邇來，有許多國際性投資銀行擬透過其所經營之網路交易平台向我國投資人提供證券經紀服務，然因我國現今並未開放外國證券商得跨境提供我國投資人證券經紀服務，在相關規範上付之闕如。 然而，法律上之禁止並無法阻止科技進步興起之跨境證券活動浪潮。如有朝一日我國擬開放外國證券商跨境提供我國投資人證券經紀等金融服務時，應採取何種規範方式及相關規範內容為何，有其討論之需要性及必要性。 按此，本文首先將介紹我國現行證券商相關之規範制度，後參酌美國、澳洲及德國對於外國證券商跨境提供其國內投資人證券經紀服務之規範方式及內容，輔以國際證券管理機構組織所歸納使用於跨境證券活動之三種規範制度，嘗試提出我國對外國證券商跨境提供我國投資人證券經紀服務得採行之規範方式及內容之建議。 本文研究結果建議，我國應針對不同身分別之投資人分別採用國民待遇規範制度及認可規範制度。即在非屬專業投資人部分，採用國民待遇規範制度；而在專業投資人部分，採用認可規範制度。同時，建議就有關跨境提供證券經紀服務之開放可分階段進行。最後，針對我國現行證交法及其相關規定，本文亦參考美國、澳洲及德國在相關規範架構下之細部規定，提出法規修正之建議及我國可能可以考慮之細部規範內容。 在跨境金融服務興起的今日，重新思考及架構一套符合證券及金融市場國際化之規範架構及方式是一個必經的歷程，希望透過本文之研究結果及建議，能幫助我國在此波金融國際化之浪潮中立足國際。 / With the progress of the Internet, mobile vehicles and digital technology, the provision of financial service is no longer limited to geographical barriers. Recently, there are a lots of international investment banks intend to provide securities brokerage services to our domestic investors through their electronic trading platform. However, since Taiwan is not yet open to foreign securities firms to provide securities brokerage service to our domestic investors on a cross-border basis, there is lack of any relevant regulation. Nonetheless, the legal prohibition on the provision of service on a cross-border basis can not stem the tide of the cross-border securities activities resulted by the technological advancement. If one day Taiwan opens the foreign securities firms to provide securities brokerage services and/ or other financial services to our domestic investors on a cross-border basis, it is necessary and a must for Taiwan to consider what regulatory model and what regulations should be taken. Given the above, this study will first introduce the current regulatory regime related to the securities firms in Taiwan, and then take the regulatory regime and regulations governing the foreign securities firms providing securities brokerage service to the domestic investors on a cross-border basis adopted by the US, Australia and Germany and the three types of regulatory regimes summed up by the IOSCO, which are used for the regulation of cross-border securities activities, into account to try to propose the suggestions on the possible regulatory regime and regulations for Taiwan to adopt for this issue. The results of this study suggest that Taiwan should adopt the regulatory tools called National Treatment and Recognition and used them depend on the type of investor. That is, as to the non-professional investor, Taiwan should adopt National Treatment to regulate the cross-border securities brokerage service; and as to the professional investor, Taiwan should adopt Recognition to regulate the same. At the same time, this study suggests the cross- border provision of securities brokerage service could be considered to be opened by phases. Finally, as to the current Taiwan Securities and Exchange Act and its relevant regulations, this study also provide the proposed amendments and the relevant details by making reference to the regulations adopted by the US, Australia and Germany under the regulatory regime of each of them. In today’s world, it is a must to rethink and structure a regulatory regime and regulations that conform to the internationalization of securities and financial markets. It is hopeful that the results and suggestions in this study could assist Taiwan to gain a footing in the arena of the international financial market.