財富管理業務是近年來金融業發展重點業務，隨著銀行利差縮小、經營環境艱困，在客觀環境轉變下促成財富管理業務逐漸主導銀行獲利。本文以個案銀行98年至103年150家分行為實證資料，探討銀行財富管理業務手續費收入影響因素，以分行特性、理財專員人口屬性及高淨值客戶人口屬性為變項，利用OLS模型、固定效果模型及隨機效果模型進行實證。 實證結果顯示，分行特性變項以高淨值客戶數、符合保險銷售人數、南部地區特性等變數較具有解釋能力，對於財富管理業務手續費收入均有正向顯著影響。理財專員人口屬性變項中，OLS模型實證結果，理專工作年資、證照張數及婚姻狀況較具有解釋能力，其中理專工作年資及證照張數呈現顯著正值，婚姻狀況呈現顯著負值；固定效果模型實證結果，證照張數變數較具有解釋能力，呈現顯著正值；隨機效果模型實證結果，婚姻狀況具有解釋能力，呈現顯著負值。至於高淨值客戶人口屬性變項不具有解釋能力。 由本研究結果可知，分行特性及理財專員人口屬性與銀行財富管理手續費收入較有相關性，至於客戶特性相關性並不顯著。因此，銀行應著重在加強分行本身內部資源，包含深耕高淨值客戶以增加客戶數、鼓勵行員考取金融證照，並挑選具備一定工作年資、金融證照且單身之行員擔任理財專員。銀行業總行部門訂定分行業績績效考核項目，可以上述變數為訂定參考依據，以客觀數據制定各分行業績目標考核原則，俾公平考核分行財富管理業務績效，促進業務之發展。 ;As the interest spread narrows and financial business environment gets worse in recent years,the wealth management has been the key business and gradually become the main driver of bank’s profit. In this paper, we collect 150 branches of the investigated bank in the period of 2009-2014 as empirical data in order to explore the determinants that influences the commission revenue of bank’s wealth management business. Then we choose three variable properties of the branches、the characteristics of financial advisors and the attributes of high net worth clients to investigate the relationship with the bank wealth management commission revenue through the OLS model、fixed effects model and random effects model . For the variable of branch properties, the number of high net worth clients、qualified insurance sales and the southern region has more explanatory power and reveals a significant positive impact on the commission revenue of wealth management business.As for the variable of financial advisor characteristics, it shows that the working years、the number of license and marital status has more explanatory power in the OLS model, where the working years and number of license presents a significant positive effect while marital status presents a significant negative effect. In the fixed effects model, the number of license has more explanatory power and shows a significant positive effect. In the random effects model, marital status shows explanatory power and significant negative effect. As for the variable of the attributes of high net worth clients, it seems has no explanatory power in any models. From this study, we can conclude that the commission revenue of wealth management has more correlation with the properties of branches and the characteristics of financial advisors, while the attributes of clients shows a weak correlation.Thus, the bank should emphasize on strengthening their internal resources, including focus on high net worth clientsand encourage the staff to get financial licenses. Besides, it will be better for the bank to choose the one that is senior、single and with financial certificate as the financial advisor. The headquarter can also take these variables above into consideration when setting up the principles forevaluating the performance of branch’s wealth management business in order to establish a fair assessment system and to promote the sound development of business.
