| 摘要: | 本研究的目的在深入探討理財顧問所應具備之人格特質、工作壓力之與其因應策略，針對台灣目前國內之老行庫、新銀行及外商銀行服務的12家銀行共25位理財顧問作為研究的對象，彙整國、內外學者的相關研究及理論學說，並透過深度訪談個案理財顧問及搭配內外控人格特質測驗。
根據文獻及實地訪談結果發現，大多數的理財顧問都具備內控人格特質。歸納出必須具備的人格特質包含：積極勤勞、細心謹慎、熱心、負責、客戶導向、信任、溝通能力、情緒管理、職業道德、專業、人際關係、學習態度等十二項。而理財顧問面臨最大的工作壓力來源是全球股匯市市場波動及股災的突發狀況。在理財顧問之工作壓力反應部分，在行為上，會以嗜吃反應最為普遍。面臨之工作壓力時的因應方式部分，大多數的理財顧問會以會以與好朋友談天吐苦水較正面的直接改變或消除問題情境之方式因應。
本研究對學術界的貢獻在於，能夠整合所有的理財規顧問的人格特質與工作壓力層面，以及界定目前在理財顧問工作上所會面臨到的工作壓力及因應方式，為後續研究理財顧問行為面的學者提供需求之文獻參考。在實務界的貢獻包含在招募與遴選及教育訓練理財顧問時的人格特質標準參考。
本研究建議後續的研究者能夠多方面蒐集國內外相關文獻，以補本研究論文文獻的不足之處。此外，建議在進行深入訪問時間上予以延長，以了解更多的相關資訊。在研究樣本上，可以尋找更多的理財顧問做樣本訪談已增加信度。最後，建議後續研究者能夠建擴展訪談對象，包含理財顧問、銷售主管與其他銀行同事，以求得較完善的人格特質衡量。
The purpose of this research is to investigate the “personal characteristics, working stresses, and coping behaviors” for a financial consultant.Focusing on 12 banks, of which are traditional local banks, newly-established local banks, and foreign banks, 25 financial consultants are to be investigated by using methods of depth interviews on cases, and internal-external controlled personal characteristics tests as well.
According to the historic researches and depth interviews, the majority of financial consultants require 12 internal controlled personal characteristics, of which are "diligence, carefulness, enthusiasm, self-responsibility, customer orientation, mutual trust, well communication, emotion management, integrity, professionalism, human relations, and learning attitudes".The unexpectedly sudden impacts on global foreign exchange and stock market fluctuations are the major working pressure to a financial consultant.The financial consultants, under heavy working pressure, tend to be addicted to eat, or to complainingly chat with good friends in order to directly remove or minimize the difficulties.
The academic contribution of this research is to integrate the personal characteristics and working stresses, and to identify the working stresses and coping behaviors, for a financial consultant .This research can also provide the useful references to the following researchers. The practical contribution is to be taken as the personal characteristic standards for the bank to recruit and train qualified financial consultants.
Furthermore, this research suggests the following researchers to collect more domestic and global references to make up the deficiency of this research. Besides, to enhance the creditability of this research, the interviews are suggested to be taken with more financial consultants for longer time to acquire more information. Finally, the interviewees are also suggested to be expanded to the sales managers, and other bank colleagues so that can get better personal characteristics test results. |
