天安保险股份有限公司陕西分公司营销人员绩效管理研究

西安理工大学硕士学位论文天安保险股份有限公司陕西分公司营销人员绩效管理研究姓名：王奕申请学位级别：硕士专业：工商管理指导教师：张新元20050101Abstract//KPITitle:ResearchOnPerformanceManagementSystemofsalespersonnelForTianAnInsuranceCo.Ltd.ShaanxiFilialeMajor:MasterofBusinessAdministrationStudent:WangYiSignature:Tutor:Prof.ZhangXinyuanSignature:AbstractTheinsurancesectorofChinasawaboominggrowthandappearsinadomestic-foreignmulti-playercompetitionpattern.Asaninfantcompanyinsuchfiercecompetition,TianAnInsuranceCo.Ltd.ShaanxiFiliale(TAICSF)adoptedatalentcompetitionstrategy,throughwhichtowinovertalentedpeople,inordertoensurecompanystrategyimplementationandradicateitspositioninthemarket.ThecurrentlyinuseMarketingManagementMeasureofTAISFfailsinmeetingtherequirementoffurthercompanystrategy,thustoestablishanefficientperformancemanagementsystemwhichisthekernelofthehumanresourcemanagement,iskeytocompany’ssurvivalanddevelopment.Thisthesisdiscoursesuponthetheoryonperformancemanagementandclarifiescertainconfusionandlopsidedinunderstandingoftheperformancemanagementandperformanceevaluation.AcarefuldescriptiononperformancemanagementmethodssuchasBCS,KPIandobjectmanagementwasgiventorevealtheirscientific,systematicalnessandlogicality.Thearticlelooksintoexistingproblemsofthecompany’scurrentperformanceevaluationmechanism,analysesthereasonsbehind,thenaffirmsthenecessityofapplyingaperformancemanagementsystem.Itsetsuptheguidancemethodologyofastrategy-orientedperformancemanagementsystem,whichisfeaturedbyapplyingBCSasthemainevaluationmeasure.Duringtheprocessofdesigningtheperformancemanagementsystem,BCSwasintroducedintoanalysisandidentifythekeyelementsofcompanyperformanceassessment,whichallowsanorganiccoalitionofindexesoffinance/benefit,service/operationanddevelopment.ByselectionofKPIandallocationofindexweight,acompleteperformanceevaluationmethodcameintobeing.Withtheeffectivefeedbackfromtheperformanceevaluation,tow-waycommunicationinthecompanyisrealized,whichformsathoroughcompleteperformancemanagementsystem.Toguaranteeaneffectiveapplicationoftheperformancemanagementsystem,thearticlegivesoutconcretemeasuresandadvicesonessentialsinperformanceevaluationimplementationandissuesinrunningthesystem.KeywordsPerformanceManagementBCSKPITianAnInsuranceCo.Ltd.ShaanxiFilialeResearchTypeAppliedResearch111.12030200420044318.111.33.4332200411853.62730.710001089.925.43228.27.211249.82871.32902.767.23.448GDPWTO211MBA2502200341.231234MBA41.31.41-1522.1PerformancemanagementHRHumanResourceHRHRHRHR5HR2.1.162.1.2MBA652-12-162.1.32-2772-22.21234582.2.112345MBA8671234SMARTSSpecificMMeasurableAAlignedRRealisticTTime-bound2.2.2a.b.c.9d.e.2.2.32.2.42.2.5MBA102.3123411StrategicPlanningStrategicManagementManagement-by-FactMBFManagement-by-ObjectiveMBOCEO2.42-3112-3KPIKPIKPI2.5MBA12BalancedScoreCardBSCKeyPerformanceIndexKPIManagementByObjectiveMBOGraphicRatingScaleBehaviorallyAnchoredRatingScaleBARSCriticalIncidentMethoda.BSC209090105258560BSC123413122-4b.KPIKPIKPIKPIKPIKPIKPIKPIKPIKPIKPIKPIKPIMBA14KPISMARTc.MBO1002-52-5123154d.GraphicRatingScalePaterson1922e.BARS1963f.CriticalIncidentMethodMBA16g.A5B20C40D30E5132.62.6.1a.14b.1715c.1988d.CIGNAInsurance1993KPI1998MBA182.6.220a.b.1992WTOc.1912004IBMSAPmySAPERPIBM20045002200351820044.12910.51202033.1199410225.015ISO9002ISO90012000ISO14001200352004262291823146376918220191087484424321825251425-30673631-40522941-462313461483-13-23-34/MBA213-13-2223-33.23.2.1a.=+3-1300260170016002101801500140015012013001200100901100950807085075050406505002012400300MBA233-2757515075225753006565130651956526052.552.510552.5157.552.5210454590451354518037.537.57537.5112.537.515030306030903012025255025752510022.522.54522.567.522.5902020402060208017.517.53517.552.517.57012.512.52512.537.512.550101020103010405510515520336393121333621224320032003200423-33-3853.5443.5123b.=++0.51100MBA2580503-4180012512525012537512550015001001002001003001004001200757515075225753001000505010050150502002505001000.5c.110202581015d.263-56004002005015-303060-100605000100-1501008000150-20015012000200-30020018000300300300003-62030302010003003.2.2MBA271:233453.3a.128253623MBA29KPI+16b.17=1830c.13-4IQEQMBA313-419202d.323344.12112344.21234KPIMBA345674.31233545224-14-1MBA364.4234-22412374-34-3a.123MBA38b.12c.4-14-21243934-11.2.3.4.5.1.2.3.1.2.3.1.2.3.4.5.MBA404-21.2.3.4.5.1.2.3.4.5.1.2.3.1.2.3.1.2.3.4.5.1.2.3.4.5.1.2.3.414-34-18330154-2833012d.4-44-54-44-5MBA424-4::::::85::::::434-5::::::3::::::f.MBA444.54.5.14-4254-44512312MBA4634265123474.5.2500604-54-5274-6MBA484-64.5.3a.12345b.BSCBSCDestinationStatementBSC284-7494.5.4200X1294-6200X51200X24302130200X17.314200X200X21200X4.5.5MBA504-84-84.5.6a.514-94-74-7KPI////1MBA5220042Xb.3012345KPI1510234KPIKPI4-8534-8KPIKPI//4.5.7KPI4-104-9KPIKPI4-9MBA544-104-9KPIKPI//55=/4.5.8575KPI4-104-10KPI//MBA5612214-114-124-1122251515154-12KPI3121225151515151555515358556055.3/1210915101211.4712107858.055855655.6/6675686.315131610151013.355KPI4-13574-13KPI/5574//10/10/516//510/155855.15.1.15-1/5.1.2a.b.123MBA594c.1234d.1235.1.3123460565.1.4a.1haloeffect23456731b.12345MBA616325.25.2.1a.5-1b.c.36625.2.212345203030203-