With the increase of income and rapid wealth accumulation, people, especially those with high net worth, have increased needs for consolidating financial planning service. In order to succeed in this competitive market, all banks are establishing wealth management branches and providing varies, sometimes custom made, products and services to satisfy their clients¡¦ financial needs.
The most important component of wealth management is financial consultants. Financial consultants directly service clients, and they form irreplaceable interpersonal relationships with their clients. They are a huge asset for their bank. But because of severe competition, the quality of financial consultant greatly varies. Many banks set high revenue targets for their financial consultants, which results in high turnover rate. Banks also compete intensely for the good financial consultants in the industry. Therefore, in order to retain and develop strong financial consultants, banks should establish effective, comprehensive training and career development programs. My study will focus, discuss and analysis the performance management of financial consultants in wealth management banks.
For my study, I interviewed several top management officers of successful wealth management banks to gain deeper understanding of their policies on performance management. I then compared and contrasted the different banks¡¦ policies to investigate the meaning of performance management.
From my study, I found every bank has its own policy in performance management that they closely abide by, and they routinely review and update their policies. Interestingly, these distinctive policies all serve the same purpose which is to motivate their financial consultants to increase sales and thus, to increase the bank¡¦s profitability. Furthermore, I learned some effective and ineffective ways to manage financial consultants. I also identified key elements to encourage high loyalty which helped to explain why it was previously difficult to recruit certain financial consultants to my bank. This dissertation is tremendously meaningful and helpful to me professionally, and I will use it to create effective policies, to motivate higher performance, and to promote high loyalty.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0717107-100556 |
| Date | 17 July 2007 |
| Creators | Wang, Chiung-Yao |
| Contributors | none, none, jing-Fen Uen |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | Cholon |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0717107-100556 |
| Rights | restricted, Copyright information available at source archive |
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