인적역량이 직무성과 및 직무만족에 미치는 영향 - 은행의 PB를 대상으로 -

이창근,이희옥 경성대학교 산업개발연구소 2017 산업혁신연구 Vol.33 No.1

최근 금융 환경의 급속한 변화로 금융기법에 따른 발전과 변화에 금융사들은 경쟁에 뒤처지지 않고 경영성과를 달성하기 위하여 새로운 인적역량의 개발과 제도의 도입에 촉각을 세우고있다. 특히 금융 산업 중 은행들은 저금리 기조로 인한 예대마진의 저하는 은행을 포함한 금융권 전반에 수익성 창출에 어려움을 겪고 있는 상황에서 다양한 금융상품의 판매와 주요 고객의 니즈에 적합한 상담을 주로 담당하는 프라이빗 뱅커(PB)의 역할이 매우 중요하게 된 상황이다. 본 연구는 전문인력의 인적역량 중 은행의 PB의 인적역량을 전문역량과 행동역량으로 나누어 이들의 인적역량이 그들의 성과인 직무성과와 직무만족에 어떠한 영향을 보이는지를 살펴보았으며, 또한 이들의 직접적인 관계에서 은행의 외부적 상황요인인 입지요인이 어떠한 조절역할을 하는지를 살펴보았다. 연구 결과에 따르면, 은행의 전문인력인 PB의 인적역량 가운데, 전문역량과 행동역량이 직무성과와 직무만족에 정(+)의 영향을 미치는 것으로 나타났다. 또한 입지의 조절효과 분석에서는 직무성과의 관계에서는 역량과 입지의 조절효과를 발견할 수 없었지만, 직무만족과 입지요인의 상호작용의 조절효과는 유의적인 관계가 나타나서, 입지가 은행의 PB의 직무만족에 중요한 조절변수임을 확인할 수 있었다. Competence-based strategic management theory explains how organizations can develop sustainable competitive strategy in a systematic and structural way. Competence in banking industry must include the ability to respond to the dynamic nature of a banking organization’s external environment and of its own internal processes. Private banking is banking, investment and other financial services provided by banks to high-net-worth individuals who enjoy high levels of income or invest sizable assets. And private banking forms an important, high-level and more exclusive (for the especially affluent) subset of wealth management. At least until recently, it largely consisted of banking services, discretionary asset management, brokerage, limited tax advisory services and some basic concierge-type services, offered by a single designated relationship manager. This paper has framed to examine the relationship among private bankers competence and organizational effectiveness as like job satisfaction and job performance to the korean private bankers. This paper proposed that private banker competency increase with job performance and job satisfaction. In addition, this one proposed that perceived location moderated the relationship between banker competency and the outcome variable (job performance and job satisfaction). To test reliability and construct validity of variables, reliability test and factor analysis were conducted, and to test the proposed hypotheses. The results of the study are as follows; First, professional competency has positive influence on job performance and job satisfaction. And behavioral competency has positive influence on job performance and job satisfaction. Second, the moderating effects of perceived location between competency and two outcomes(job performance and job satisfaction) were partly accepted. These results are expected to give some theoretical contributions for behavioral competency research subject with its try for theory's generalization. And they are also expected to give some helps for management of Private Bankers, especially its human resource policy. Results suggested that when organizations make efforts to develop their private banker HRM, PB become more committed to develop their behavioral competency.

금융소비자의 위험선호와 성격유형과의 관계에 관한 비교연구

김석환,강형구 한국재무학회 2020 한국재무학회 학술대회 Vol.2020 No.08

본 연구 목적은 MBTI®에 의해 구분되는 인간의 성격유형에 따라 금융투자자들의 위 험선호의 차이 유무, Private Banker의 투자조언의 수용, 그리고 Private Bank Service의 사용의도에 어떠한 영향을 미치는지 알아보는 것이다. 또한 MBTI®의 성격유형별 주기 능 사용의 차이에 기인한 개인의 특성이 위험선호에 미치는 영향을 알아보는 것이다. 이를 위해 본 연구는 실험군인 고액자산가(HNWI, VVIP)와 대조군인 학생의 MBTI® 성 격유형을 개별로 검사하고 Holt and Laury (2002)와 Weber et al. (2002)의 설문을 활용 하는 실증적인 비교분석을 실시하였다. 본 연구의 결과, 첫째, Holt and Laury(2002)의 Lottery연구에서 고액자산가와 일반 대조군 그리고 MBTI®의 주기능분류(ST, NF)에 따 른 차이는 존재하였다. 특히 고액자산가의 경우ST와 NF 그룹의 차이가 존재하는 것을 확인하였다. 둘째, Weber et al.(2002)의 위험 감수를 측정하는 심리측정 요인 중 Gamble(g) Recreation(r)의 특성이 고액자산가에서 위험선호도에 미치는 영향이 높은 것 으로 나타났다. 이러한 결과는 개인의 일상생활에 관련한 특성 또는 금융과 관련 없는 취미생활이 개인의 위험선호도에 반영될 수 있음을 나타내는 것으로 기존의 문헌들의 연구결과를 지지한다고 할 수 있다. 셋째, MBTI®의 선호지표점수에 따라 위험선호도에 차이가 존재하였다. MBTI® T점수가 높을 경우 위험선호도가 낮은 것을 확인할 수 있었 으며, 고액자산가그룹에는 영향이 없는 것으로 밝혀졌다. 넷째, MBTI® 유형도표의 태도 지표에 의해 구분된 유형들에 따라 전체 금융자산 대비 Private Banker를 이용하는 비 율의 차이가 존재하는 것으로 밝혀졌다. 고액자산가를 대상으로 분석한 결과 태도유형 EP의 경우 다른 그룹에 비해 이용비율수준이 낮아 MBTI®로 분류된 성격유형에 따라 전체금융자산 대비 Private Banker의 이용수준에도 영향이 있음을 확인하였다.

은행 금융상품에서 프라이빗 뱅커의 전문투자형 사모펀드 추천 의사결정

유환,이영재 한국정보시스템학회 2019 情報시스템硏究 Vol.28 No.4

Purpose The study aims to develop a data-based decision model for private bankers when recommending hedge funds to their customers in financial institutions. Design/methodology/approach The independent variables are set in two groups. The independent variables of the first group are aggressive investors, active investors, and risk-neutral type investors. In the second group, variables considered by private bankers include customer propensity to invest, reliability, product subscription experience, professionalism, intimacy, and product understanding. A decision-making variable for a private banker is in recommending a first-rate general private fund composed of foreign and domestic FinTech products. These contain dependent variables that include target return rate(%), fund period (months), safeguard existence, underlying asset, and hedge fund name. Findings Based on the research results, there is a 94.4% accuracy in decision-making when the independent variables (customer rating, reliability, intimacy, product subscription experience, professionalism and product understanding) are used according to the following order of relevant dependent variables: step 1 on safeguard existence, step 2 on target return rate, step 3 on fund period, and step 4 on hedge fund name. Next, a 93.7% accuracy is expected when decision-making uses the following order of dependent variables: step 1 on safeguard existence, step 2 on target return rate, step 3 on underlying asset, and step 4 on fund period. In conclusion, a private banker conducts a decision making stage when recommending hedge funds to their customers. When examining a private banker's recommendations of hedge funds to a customer, independent variables influencing dependent variables are intimacy, product comprehension, and product subscription experience according to a categorical regression model and artificial neural network analysis model.

증권회사 PB의 개별 특성이 영업행동에 미치는 영향과 조직의 지원의 조절 효과에 관한 연구

신재영(Jae-Young Shin),하규수(Kyu-Soo Ha) 한국콘텐츠학회 2013 한국콘텐츠학회논문지 Vol.13 No.9

증권회사는 기업경영의 성과가 영업사원의 역량에 따라 크게 좌우되는 인적판매 산업으로 높은 성과를 창출 할 수 있는 능력을 갖춘 우수 영업 인력이 중요하다. 그러나 그동안 증권회사에 근무하는 PB에 대한 개별특성이나 영업행동 그리고 영업성과에 대한 연구는 매우 부족하였다. 본 연구는 PB의 개별특성이 영업행동에 미치는 영향을 실증 분석하고 향후에 영업성과에 미치는 영향을 연구하기 위한 목적으로 실시되었다. 2013년 3월 전국의 국내 증권회사에 근무하는 PB 600명에게 설문지를 배포하여 유의성이 있는 523명의 설문지에 대한 통계적 처리와 분석을 실시 한 결과, PB의 개별 특성인 일에 대한 태도, 성과지향성, 학습지향성, 고객지향성은 영업행동에 긍정적인 영향을 미치는 것으로 나타났으며, 조직의 지원은 양(+)의 조절효과가 있는 것으로 나타났다. 이에 본 연구는 증권회사가 경영성과 제고를 위해서는 PB의 개별특성을 향상시키기 위한 교육훈련과 자기개발프로그램을 활성화해야 하며, 조직지원을 통해서 PB의 개별특성을 향상시킬 수 있는 환경구축이 필요함을 제시한다. In securities companies where corporate management performance is heavily dependent on the ability of salespeople, excellent sales-force with the ability to create high performance is very important. However, in the meantime, there was lack of studies on Private Banker’s characteristics and sales behavior or sales performance. This study analyzed the effect of PB’s characteristics on sales behavior in the Korean Securities Industry. The survey was conducted in March, 2013. 523 responses were used in the data analysis. As a result, PB’s 4 characteristics- attitude to work, performance orientation, learning orientation, customer orientation- showed a positive impact on the sales behavior, and the organizational support showed positive moderating effect on this model. In this study, we reported that securities companies must reinforce training and self-development programs in order to improve the characteristics of the PB and to upgrade management performance. In particular, the securities has to rebuild organizational support system to improve the individual characteristics of the PB.

Proposal of Artificial Intelligence Convergence Curriculum for Upskilling of Financial Manpower : Focusing on Private Bankers and Robo-Advisors

KIM, JiWon,WOO, HoSung Korea Fourth Industrial Association 2022 Fourth industrial review Vol.2 No.1

Purpose - As new technologies that have led the 4th industrial revolution spread after the COVID-19 pandemic, the business crisis of existing financial institutions and the threat of employee jobs are growing, especially in the financial sector. The purpose of this study is to propose a human-technology convergence curriculum for creating high value-added in financial institutions and upskilling financial manpower. Research design, data, and methodology - In this study, a curriculum was designed to strengthen job competency for Private Bankers, high-quality employees of a bank dealing with high-net-worth owners. The focus of the design is that learners acquire skills to use robo-advisors as a tool and supplement artificial intelligence ethics. Result - The curriculum is organized into a total of 16 classes, and the main contents are changes in the financial environment and financial consumers, the core technology of robo-advisors and AI ethics, and establishment and evaluation of hyper-personalized asset management strategies using robo-advisors. To achieve the educational goal, two evaluations are performed to derive individual tasks and team project results. Conclusion - Human-centered upskilling convergence education will contribute to improving employee value and expanding corporate high value-added business areas by utilizing new technologies as tools. It is expected that the development and application of convergence curriculum in various fields will continue to be advanced in the future.

Proposal of Artificial Intelligence Convergence Curriculum for Upskilling of Financial Manpower: Focusing on Private Bankers and Robo-Advisors1

JiWon KIM,HoSung WOO 한국4차산업학회 2022 4차산업연구 Vol.2 No.1

Purpose - As new technologies that have led the 4th industrial revolution spread after the COVID-19 pandemic, the business crisis of existing financial institutions and the threat of employee jobs are growing, especially in the financial sector. The purpose of this study is to propose a human-technology convergence curriculum for creating high valueadded in financial institutions and upskilling financial manpower. Research design, data, and methodology - In this study, a curriculum was designed to strengthen job competency for Private Bankers, high-quality employees of a bank dealing with high-net-worth owners. The focus of the design is that learners acquire skills to use robo-advisors as a tool and supplement artificial intelligence ethics. Result - The curriculum is organized into a total of 16 classes, and the main contents are changes in the financial environment and financial consumers, the core technology of robo-advisors and AI ethics, and establishment and evaluation of hyper-personalized asset management strategies using robo-advisors. To achieve the educational goal, two evaluations are performed to derive individual tasks and team project results. Conclusion - Human-centered upskilling convergence education will contribute to improving employee value and expanding corporate high value-added business areas by utilizing new technologies as tools. It is expected that the development and application of convergence curriculum in various fields will continue to be advanced in the future.