Study On The Competency Of Securities Marketing Personnel And Relationship Between Competency And Performance Of Securities Marketing Personnel

In recent years, although the stock market of China keeps a prolonged downturn, the securities industry in Shanxi province still maintain rapid development speed, and create a good investment opportunities for more and more enterprises and investors, also make great contributions for the sustainable economic development and the stability of society in Shanxi. Face fierce market competition, most securities companies carry out the integrated marketing to extend business, Securities marketing personnel become the key factor for securities company to be bigger and stronger. For a long time, the employment, performance appraisal and professional development lacks of a scientific and reasonable method and system, makes the job-hopping of its marketing team is very high, against the long-term health of the development of the securities industry.The competence theory and model provides a new perspective for the human resource management mode of securities industry. At present fortune500have more than half of the companies apply competency model as the core guiding ideology of human resources development. This paper is based on the economic and cultural background in Shanxi Province and it use for reference the mainstream competency research methods to explore the inner link between competence and performance of securities marketing personnel, in order to be good for the development of securities industry’s human resources management work in Shanxi Province.Firstly, this paper summarizes the achievements and deficiency in previous marketing personnel competence research, and then makes sure of the research purpose, method and logical thinking, finally ensures the technology roadmapping and overall research framework. After this, the research primarily gets the dimension idea of securities marketing personnel competence by open questionnaire and BEI; then, puts up the sample testing to determine the seven dimension competence model of securities marketing personnel in Shanxi Province by exploratory factor analysis. On that basis, this paper explores the inner link between competence and performance of securities marketing personnel by variance analysis, correlation analysis and regression analysis. Considering the realistic significance, this paper brings in the human resource strategy as the moderator to discuss its buffering effect for competence and performance, and gets some significative conclusions. At last, we summarize the research work and give some specific research suggests, meanwhile points out the defects of the study and the prospect of the future study.The main conclusions of the study are as follows:(1)We get seven dimensions competency of securities marketing personnel in Shanxi Province:interpersonal communication, achievement orientation, customer orientation, marketing skills, professional knowledge, and influence.(2) We find securities marketing personnel’s seven competences have significant difference on the different individual information with the help of variance analysis.(3) We put up correlation analysis and regression analysis on the individual information of securities marketing personnel, and the result shows that the relativity is very significant, but different competency dimensions on task performance and the influence of the relationship performance are significantly different.(4) We also find the strategy of training focus, salary focus and information sharing has buffer action to the relation between competence and performance of securities marketing personnel.The possible innovations of this paper are as follow:(1) Build the competence model of securities marketing personnel based on the economic and cultural background of Shanxi Province, and make a beneficial exploration about the adhibition of competency on the HRM of securities industry.(2) Combine competence theory with performance theory to discuss the internal relations between them, the research results are beneficial for improving securities marketing personnel’s performance level.(3) Bring in HR strategy to this paper and perfect the incentive system of securities marketing personnel based on competence theory, make the research results of this paper have more practical significance.