Research On The Differentiated Incentive Manners Of Joint-Stock Commercial Bank A’s Marketing Staff

Joint-stock commercial bank is the second echelon in China’s banking industry; itsexistence not only enriches the level of the banking industry, but also activates the wholebanking industry through its institutional norms and flexible features. To these joint-stoc kcommercial banks in China, human resources are the basis of its core competence. As thedirect value creator of bank, marketing personnel become the core elements of the huma nresources management of the joint-stock commercial banks. So the research aboutincentive problem of marketing has important theoretical value and practical significance.At present, China’s joint-stock commercial banks ubiquitous problems of marketinginsufficient incentives, and the compensation design ignoring differentiated incentives.How to promote the marketing staff human resources management and Incentivesinnovation is studied in this thesis. Firstly，literature on motivation theory has beenresearched in this thesis. Then the thesis gives an overview of the organizational structureof the joint-stock commercial banks and marketing personnel division of responsibilities, acomprehensive understanding of the object of study in which the environment and theirown situation. Secondly, the thesis analyzed the incentive status of the marketing staff ofthe joint-stock commercial banks, to identify the main problems of compensation,performance and career development. Thirdly, this thesis analyzes the main problems ofthe existing incentives, incentive elements and motivate mode. And then on the basis ofthe analysis of the needs of marketers, this thesis established a combination IncentiveModel of the Management Sequence, Product Manager Sequence and Account ManagerSequences. Finally, hope to establish the characteristics of joint-stock commercial banksand the actual needs of the internal incentive system; this thesis presents suggestions toimprove the differentiation incentives.This thesis aims to research and exploration about marketing staff incentive problemsof joint-stock commercial banks. The results of this research for the joint-stoc k commercial bank marketers build an incentive system to provide decision-makingreference, to provide new ideas for the human resource management system research.