簡(jiǎn)介：沈陽工業(yè)大學(xué)碩士學(xué)位論文上市公司代理沖突下外部審計(jì)需求的實(shí)證研究來源于中國(guó)A股制造業(yè)的經(jīng)驗(yàn)數(shù)據(jù)姓名馬圓圓申請(qǐng)學(xué)位級(jí)別碩士專業(yè)會(huì)計(jì)學(xué)指導(dǎo)教師吳粒20070310上市公司代理沖突下外部審計(jì)需求的實(shí)證研究來源于中國(guó)A股制造業(yè)的經(jīng)驗(yàn)數(shù)據(jù)THESTUDYON也ELISTEDCOMPANIES’DEMANDFOREXTEMALAUDITUNDERTHEAGENCYCONFLICT．DATA矗OMMANUFACTURINGINDUSTUINCHINA’SASHAREABSTRACTNLROU曲RCDUCINGMESTAKEH01DERS’RISKOFUSINGFIN鋤CIALINF0螄ATIONINLISTEDCOMPANIES，EXTEMALAUDITISAME出OD也砒CANALLEVIATE也EAGENCYCONFIICTAND丘NALLYIMPROVEMELISTEDCOMPANIES’VALUEMTLLECAPITALMARKET．THEREFORE，EXTEMALAUDITISREG盯DED嬲ANEXTEMALMECHALLISMOFCO印ORATEGOVEMALLCEINITSNATURE．WITLL如RTHCR咖DYABOUTCORPORATEGOVEMANCE，WEFIRLDTLLAT仙ECOILFLICTBET、ⅣEENCONTROLLINGSK鵬H01DERSANDMINORITYSTOCKHOLDERS，WHICHH船BEENREPLACEDBYMECONNICTB曲鵬EN山ESTOC址OLDERSAILDMALLAGEME她HASBECOME血EMAINAGENCYCONNICTINMOSTCOUN訂IES，INCLUDINGCHM亂AND血ISCHANGEHAS世BCTEDMELISTEDCOMP趾IES’DEMANDFOREXTEMALAUDIT．SO恤AUTHOR，CHOOSINGASHARESMAILUFACTURINGLISTEDCOMPANIESAST】1ESANLPLE，LLSESCON仃011INGSHAREHOLDER’SVOTINGRI曲TSANDCASHFLOWRIGHTSEXCLUSIVELYGENERATED丘DMTHISAGELLCYCONFLICTASTLLESUBSTITILTEDINDEXFORMESERIOUSNESSOFMEAGENCYCONNICTANDTESTSⅡLE托L撕ONSH{PBE附EENAGENCYCONNICTANDDEMANDFORTHEEXTEMALAUD“．THEREARESIXCH印TERSMⅡLISPAPER．THEFIRSTONEISTOINTRODUCETILERESEARCHBACKGR0ILNDA11DMOTIVE，MAKECLEARDE6NITIONSABOUTAGENCYCONNICTA11DEXTEMALAUDITAILDMAKEMECONCISECOMMENTSANDREVIEWONT}LECUⅡENTSITUATIONATHOMEANDABROAD．THESECONDCHAP衙ISMAILLLYABOUTEXTEMALAUDIT’SMOTIVATION．WIMIN們DUCINGTHREEKINDSOFT11EORIES，ATHEORETICALSUPPORTMATISSUITABLET0EXPLAINTHECHINA’SCURRENTSITUATIONISFOUND．INTHETHIRDCHAPTER，PAPERAILALYZESTHEPOSSIBLEKINDSOFRELATIONSHIPBETWEENAGENCYCONNICTANDEXT鋤A1ALLDIT’SDEMALLD．TAL【INGTLLECHAIN’SCUⅡENTSITLLATIONINTOCONSIDERATION，THEFOUNLLCH印IER鼢ALY∞STHCST咖SOFLISTEDCOMPANIES’DEMAILDFOREXTEMALAUDIT療DMTILEASPECTSOF協(xié)E口IVI瑚MENTS，SUBJECTIV協(xié)ES鋤DOBJECTIVITIESOFEXTEMAL機(jī)LDIT．THESEANALYSESSETA900DFO岫D碰ON蠡，RTHENEXTPAFA掣APH．11LEFIFIHCHAPTERISEMPIRICALRESEARCH．1KPAPER，璐IⅡGASHARESLISTEDCOMPANIESINOLLRCMMTIYASTLLESAMPLE，TESTSWHETLLERTHERCISADEM鋤DTOHIGHLYQLLALITYAUDITINCHINA’SLISTEDCOMPALLIES矗DMT11EASPECTSOFTYPEAE敢艇她瞞鷗受GC慨，THEAUDITFEES鋤DAUDITOP岫ION髓DFINALLYTESTSTHEECONOMICRESULTOF瞅AININGHI曲一QUALITY

簡(jiǎn)介：復(fù)旦大學(xué)碩士學(xué)位論文科技型中小企業(yè)風(fēng)險(xiǎn)投資中的委托代理問題研究姓名鮑濤申請(qǐng)學(xué)位級(jí)別碩士專業(yè)金融學(xué)指導(dǎo)教師朱永20070616K022015063鮑濤科技型中小企業(yè)風(fēng)險(xiǎn)投資中的委托代理問題研究摘要隨著經(jīng)濟(jì)全球化的發(fā)展，世界范圍內(nèi)產(chǎn)業(yè)結(jié)構(gòu)的調(diào)整加速，高新技術(shù)產(chǎn)業(yè)己經(jīng)成為各國(guó)青睞的目標(biāo)。特別是自20世紀(jì)40年代以來，風(fēng)險(xiǎn)投資在美國(guó)取得了巨大的成功，不僅取得了高額回報(bào)，同時(shí)也極大地促進(jìn)了美國(guó)高科技成果的轉(zhuǎn)化和加快產(chǎn)業(yè)化步伐，成為推動(dòng)美國(guó)新經(jīng)濟(jì)發(fā)展的主要?jiǎng)恿?。如何通過風(fēng)險(xiǎn)投資發(fā)展我國(guó)的高新技術(shù)產(chǎn)業(yè)，對(duì)我國(guó)傳統(tǒng)產(chǎn)業(yè)的升級(jí)改造以及經(jīng)濟(jì)增長(zhǎng)方式的改變具有重要的意義。雖然有關(guān)方面大力倡導(dǎo)發(fā)展風(fēng)險(xiǎn)投資，但是長(zhǎng)期以來，我國(guó)風(fēng)險(xiǎn)投資的發(fā)展?fàn)顩r并不盡如人意，存在一系列的問題，如投資效率低，資金規(guī)模小，資金來源渠道狹窄，國(guó)有資本占主導(dǎo)地位；風(fēng)險(xiǎn)投資經(jīng)理市場(chǎng)沒有建立起來，缺乏優(yōu)秀的風(fēng)險(xiǎn)投資家；激勵(lì)、約束機(jī)制相對(duì)缺乏，風(fēng)險(xiǎn)投資家報(bào)酬機(jī)制不合理；風(fēng)險(xiǎn)資本退出途徑不順暢，風(fēng)險(xiǎn)投資的配套法規(guī)、政策不健全等。本文在翻閱大量文獻(xiàn)基礎(chǔ)上，結(jié)合我國(guó)風(fēng)險(xiǎn)投資發(fā)展的具體情況，在對(duì)風(fēng)險(xiǎn)投資中存在的委托代理問題及治理機(jī)制進(jìn)行深入分析的基礎(chǔ)上，從委托代理角度對(duì)建立和完善我國(guó)風(fēng)險(xiǎn)投資的治理機(jī)制提出一些建議和看法，尤其提出了建立我國(guó)新型風(fēng)險(xiǎn)投資機(jī)構(gòu)組織形式的構(gòu)想，即對(duì)現(xiàn)有的公司制進(jìn)行修正，并適當(dāng)引入有限合伙制的激勵(lì)約束機(jī)制，通過對(duì)組織結(jié)構(gòu)、各部門職能職責(zé)、投資決策流程以及激勵(lì)約束機(jī)制等進(jìn)行科學(xué)設(shè)計(jì)，力求最大限度的解決我國(guó)風(fēng)險(xiǎn)投資的委托代理問題，規(guī)避委托代理風(fēng)險(xiǎn)，追求最大的投資收益。關(guān)鍵詞科技型中小企業(yè)風(fēng)險(xiǎn)投資委托代理

簡(jiǎn)介：西南財(cái)經(jīng)大學(xué)碩士學(xué)位論文CAM紀(jì)元公司委托代理關(guān)系研究姓名笪遠(yuǎn)睿申請(qǐng)學(xué)位級(jí)別碩士專業(yè)工商管理指導(dǎo)教師曹德駿20071101公司是解決問題最佳辦法；如果條件不成熟，選擇新的代理產(chǎn)品線是必然的，但在選擇時(shí)要促進(jìn)制造商和其建立一種合理、穩(wěn)定的委托一代理關(guān)系。同時(shí)，還提出了委托代理雙方應(yīng)如何處理與其他渠道商的關(guān)系的方案。文中詳細(xì)闡述了各個(gè)解決方案的具體實(shí)施方法，并將這些方法落實(shí)到對(duì)CAM紀(jì)元公司的委托代理關(guān)系問題的處理上。給出了紀(jì)元公司應(yīng)該走“和CAM建立合資子公司，引進(jìn)CAM公司功率管產(chǎn)品線在國(guó)內(nèi)生產(chǎn)”路線的結(jié)論。關(guān)鍵詞交易成本理論委托代理理論博弈論委托代理關(guān)系供應(yīng)鏈

簡(jiǎn)介：上海交通大學(xué)上海交通大學(xué)碩士學(xué)位論文科研院所下屬企業(yè)委托代理關(guān)系激勵(lì)模型的研究科研院所下屬企業(yè)委托代理關(guān)系激勵(lì)模型的研究ASTUDYONTHEPRINCIPALAGENTINCENTIVEMODELINENTERPRISESAFFILIATEDTORESEARCHINSTITUTES專業(yè)名稱專業(yè)名稱工業(yè)工程工業(yè)工程作者姓名作者姓名浦小海浦小海指導(dǎo)老師指導(dǎo)老師胡傳平；江志斌胡傳平；江志斌科研院所下屬企業(yè)委托代理關(guān)系激勵(lì)模型的研究科研院所下屬企業(yè)委托代理關(guān)系激勵(lì)模型的研究ASTUDYONTHEPRINCIPALAGENTINCENTIVEMODELINENTERPRISESAFFILIATEDTORESEARCHINSTITUTESABSTRACTTHEENTERPRISEAFFILIATEDTORESEARCHINSTITUTEEARIISASPECIALTYPEOFSTATEOWNEDENTERPRISESUBSIDIARYTOTHEPUBLICSERVICEINSTITUTEITAPPEARSATTHEPERIODTHATTHEPLANNEDECONOMYWASTRANSFMINGTOTHEMARKETECONOMYTHEOBSTACLEOFEARI’SDEVELOPINGISTHEACTERISTICOFANADJUNCTTHELIMITATIONONMECHANISMSYSTEMOWNERSHIPOFTHESTATEOWNEDENTERPRISETHEKEYOFEARI’SRESTRUCTURINGISTOBUILDTHECPATEGOVERNANCEINEARIBYPERFECTINGTHEPRINCIPALAGENTCONNECTIONBETWEENTHERESEARCHINSTITUTETHEMANAGERTHISSTUDYTAKESTHEMANAGEROFTHEEARIASOBJECTTRIESTOPERFECTTHEPRINCIPALAGENTCONNECTIONBYREBUILDINGTHEINCENTIVESYSTEMOFMANAGERFIRSTANALYSISISMADEONTHECOMMONINCENTIVEMEASUREBYTHEGAMETHEYPOINTOUTTHEINCLINATIONOFCHOICEOFTHECLIENTTHEAGENTTOTHESEMEASURESTHENTHEACTERSOFTHEEARITHEMANAGERAREANALYZEDBYWHICHITISFOUNDTHATTHEAGENTHASTHEACTERISTICOFTHEKNOWLEDGEWKERTHECAREERMANAGERANEWINCENTIVEMODELFTHEMANAGERSTUDYTHEMODELBYASAMPLEISBUILTTHISSTUDYPROVIDESAMETHODTOTHEDESIGNINGOFTHEINCENTIVESYSTEMAIMATTHEEARIWHICHCONSISTSWITHTHEYBASISMATHEMATICALANALYSISPARAMETERSSAMPLINGTECHNOLOGYACTUALIZINGREGULATIONSITISPROVEDTHATANINCENTIVESYSTEMSUITABLETOTHEEARITHEMANAGERCANBEBUILTQUICKLYBYTHISMETHODTHENEWINCENTIVESYSTEMCANEVADETHEAGENTPROBLEMEFFICIENTITCANBOOSTTHEAGENTWKHARDKEYWDSENTERPRISEAFFILIATEDTORESEARCHINSTITUTEEARIPRINCIPALAGENTINCENTIVEMODELGAMETHEY

簡(jiǎn)介：重慶大學(xué)碩士學(xué)位論文面向第四方物流的多代理人作業(yè)整合優(yōu)化方法研究姓名吳志勇申請(qǐng)學(xué)位級(jí)別碩士專業(yè)企業(yè)管理指導(dǎo)教師王勇20070419重慶大學(xué)碩士學(xué)位論文英文摘要ABSTRACTTHERI胬E砌OFTHEFOURTHPARTYLOGISTICSHASBECOMETHEFRONTTOPICOFMANAGEMENTSCIENCE．WITHTHEDEVELOPMENTOFFOURTHPARTYLOGISTICS4PL，THEINTEGRATIONOFLOGISTICSJOBSHASBEENAMAINMEANSTHATTHEMODERNIOGISTIESMETHODREDUCESTHELOGISTICSEOSLSOHOWTODISTRIBUTETHELOGISTICSJOBSAMONGTHEMULTIAGENT，HOWTOOPTIMIZEANDINTEGRATETHEPATHOFLOGISTICSJOBS，ALLISBECOMINGALLIMPORTANTRESEARCHISSUEINTHEFILEDOFMANAGEMENTSCIENCE．BASEDONFORMERLESEARCLTHISPAPERRESEARCHESJOBINTEGRATIONOFMULTIAGENTORIENTED4THPARTYLOGISTICS．ATFIRST,THEPAPERPRESENTSTHERESE盯EHWORKABOUTTHECONCEPT，CHARACTERISTIC,OPERATIONMODELANDTHEOPERATIONFLOWOF4PLANDSOON．ANDTHEKEYPROBLEMOFTHEDECISIONSUPPORTINGOF4PLSELEETINGTHEAGENTANDOPTIMIZINGTHEPATHISANALYZED．ARERWARD，COMPREHENSIVELYCONSIDERINGTHEAGENTANDPATHCHOICEPROBLEMS，THISPAPERBUILDSUPANOPTIMIZATIONMODELOFJOBINTEGRATIONOFMULTIAGENTWITHONTTRANSSLLIPMENTWHICHISBASED011GRAPHSTRUCTUREANDORIENTED4恤PARTYLOGISTICS，ANDPROPOSESATWOLAYERNEIGHBORHOODSEARCHALGORITHMTOSOLVETHEPROBLEM．FINALLY,INORDERTOACCORDWITHTRUTHSITUATION，TRANSSHIPMENTISINTRODUCEDINTOMODEL．THISPAPERDISCUSSTHEOPTIMIZATIONMODELOFJOBINTEGRATIONOFMULTIAGENTWITLLTRANSSHIPMANT,ANDDESIGNSAJOBHITCHINGALGORITHMBASEDONTHEMAINJOB，ANDUSESTHEGENETICALGORITHMTOSOLVETHEPROBLEM．THEMAININNOVATIONOFTHEPAPERANALYZINGTHEVARIOUSINTEGRATINGMODELOFLOGISTICSJOB；BUILDINGUPANOPTIMIZATIONMODELOFJOBINTEGRATIONOFMULTIAGENTWHICHISBASEDGRAPHSTRUCTURE；PROPOSINGATWOLAYERNEIGHBORHOODSEARCHALGORITHM；OPTIMIZINGTHEPATHOFLOGISTICSJOBSBYUSINGPATHCOMBINATIONANDSUBSTITUTIONSTRATEGY；DESIGNINGAJOBHITCHINGALGORITHMBASEDONTHEMAINJOBTOSOLVETHEOPTIMIZATIONMODELOFJOBINTEGRATIONOFMULTIAGENTWITHTRANSSHIPMENT．KEYWORDSFOURTHPARTYLOGISTICS，MULTIAGENT,JOBINTEGRATION,TRANSSHIPMENTLI

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簡(jiǎn)介：重慶大學(xué)碩士學(xué)位論文房地產(chǎn)開發(fā)商與代理商之間委托代理關(guān)系研究姓名周丹申請(qǐng)學(xué)位級(jí)別碩士專業(yè)管理科學(xué)與工程指導(dǎo)教師彭曉東20070420重慶大學(xué)碩士學(xué)位論文英文摘要ABSTRACTTHEREISALONGHISTORYOFDEVELOPMENTINFOREIGNREALESTATEAGENTSANDBOTHINTAIWANANDHONGKONGSTILLHASBEENWITH30YEARSHOWEVERMAINLAND’SREALESTATEAGENTMARKETGOTALATERSTARTREALESTATEDEVELOPERSEMPLOYAGENTSFORSALEANDPLANNINGTOACERTAINEXTENLTHISCANBEMOREE拓CIENTNEVERTHELESSTHATWILLLEADTOTHESITUATIONOFASYMMETRICINFORMATIONBETWEENTHEPROPERTYDEVELOPERSANDREALESTATEAGENTS，WHICHMAYRESULTINLOWEFFICIENCYINTHEMARKETCAUSEDBYMORALHAZARDPROBLEMSTILISDISSERTATIONINTRODUCESTHECONCEPTANDTHECHIEFCONTENTOFPRINCIPALAGENTTHEORYFIRSTLYTHENACCORDINGTHEMAINIDEOLOGYOFPRINCIPALAGENTTHEORYANDTHECHARACTERISTICOFREALESTATE，WEFINDOUT3DIFFERENCESBETWEENTHEREALESTATEPRINCIPALAGENTMODELANDN地TRADITIONALPRINCIPALAGENTMODEL1、THEINCOMEFUNCTIONOFREALESTATEDEVELOPERRELATEDTOTHEQUANTITYOFTHEBUILDING2、DIFFERENTRESULTSEXISTBETWEENREALESTATEDEVELOPERANDTHEAGENTINEVALUATIONOFTHEBUILDING3、111EMODULUSOFTHEEFFORTOFAGENTANDTHEQUANTITYOFTHEBUILDINGTOTHEINCOMEFUNCTIONCHANGINGWITLLTHEMARKETDEVELOPINGBASED011THEMWECONSTRUCTALLPRINCIPALAGENTMODEL011THEFOUNDATIONOFTHISTHREEDIFFERENCESAFTERTHISWEDISCUSSEDEXPLICITINCENTIVEMECHANISMDESIGNINDIFFERENTSITUATIONFOREXAMPLE，INTHESITUATIONOFREALESTATEDEVELOPERANDREALESTATEAGENTHAVETHEFF卸NLEASSESSOFTHEQUALITYOFTHEREALESTATE，ANDINTHESITUATIONOFREALESTATEDEVELOPERANDREALESTATEAGENTHAVETHEDIFFERENTASSESSOFTHEQUALITYOFTHEREALESTATE，ANDSOONTHENWEDISCUSSTHECONTRACTDESIGNBASEDONAGENTSMARKETANDTHERELATIVEPERFORMANCETOTHECONVERSESELECTION，WEUSEFUZZYCOMPREHENSIVEEVALUATION011AGENTSOTHATITCANFORCETHEAGENTWHOSEABILITYISLOWOFFTHEMARKETATTHEFINALPARTOFTHISRESENREHSOMEINNOVATIONANDDEFICIENCIESOFTHEARTICLEWEREPOINTEDOUTKEYWORDSREALESTATEDEVELOPERPRINCIPALAGENT，REALESTATEAGENT、CONTRACTDESIGNⅡ

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簡(jiǎn)介：Y7GS319後旦火學(xué)博士學(xué)位論文學(xué)校代碼10246學(xué)母021025090供應(yīng)鏈委托代理閽題分概院專姓系．建堡堂蹩。一監(jiān)；籃矍整莖鴦墨墨名壘差整指導(dǎo)教師寵成日期ABSTRACTTHEDIFFERENCEOFGOALSANDRESPONSIBILITIESAMONGTHESUPPLYCHAINMEMBERSRESULTSINDISACCORDBETWEENTHEIRFOCALINTERESTSANDTHESUPPLYCHAINGOAL．WITHTHATHASBROUGHTABOUTTHEDECLINEOFTHETHESUPPLYCHAINPERFORMANCE．ISSUESOFHOWTODESIGNTHECOOPERATIONMECHANISMTOHARMONIZETHESUPPLYCHAINMEMBERS’ACTIONSWITHTHESUP。PLYCHAINGOALANDIMPROVESUPPLYCHAINPERFORMANCEHAVEAROUSEAGROWINGINTERESTAMONGBOTHACADEMICSANDPRACTITIONERS．ANIMPORTANTCRITERIATHATWILLBEUSEDTOMEASURETHETHESUPPLYCHAINPERFORMANCEISCOORDINATION．THEREARETWOCLASSESOFCAUSETHATAFFECTTHEC00RDINATIONOFTHESUPPLYCHAIN．ACLASSICALEXAMPLEISTHATOFDOUBLEMARGINALIZATION．THEOTHEREXAMPLEISTHATOFASYMMETRICALINFORMATION．THEREALREADYEXISTPLENTYOFLITERATURESABOUTTHEDOUBLEARGINALIZATION．THEEFFECTOFINFORMATIONASYMMETRYONTHESUPPLYCHAINPERFOR’MANCEAROUSETHEATTENTIONRECENTLY．HOWEVER,THEREARESTILLNOTSYSTEMICRESEARCHONTHISPROBLEM．INTHISDISSERTATION，WEDORESEARCHONSUPPLYCHAINPROBLEMSWITHINFORMATIONASYMMETRYBASEDONTHETHEORYOFPRINCIPALAGENT．THROUGHPROPOSINGTHEPROBLEM，ANALYZINGTHEPROBLEM,SOLVINGTHEPROBLEMANDTHEORYRESEARCH,WEHAVEASYSTEMICANALYSISONTHESUPPLYCHAINPROBLEMSWITHINFORMATIONASYMMETRY,WHICHSOLVETHELOWEFFICIENCYOFTHESUPPLYCHAINRESULTINGFROMINFORMATIONASYMMETRYBYANDLARGE．THEMAINRESEARCHANDINNOVATIONAREORGANIZEDASFOLLOWSINTHEINTRODUCTION，PROPOSETHEPROBLEMTHEINFORMATIONASYMMETRYISANESSEN’TIALCHARACTEROFTHESUPPLYCHAIN,WHICHHAVEANIMPORTANTEFFECTONTHESUPPLYCHAINCOORDINATION．SOTHERESEARCHONSUPPLYCHAINCONTRACTSWILLBEMOREPRACTICALWHENWECONSIDERTHEEFFECTOFTHEINFORMATIONASYMMETRY．INMESECONDPART,ANALYZETHEPROBLEMHAVEANANALYSISONTHECAUSEANDCHARACTEROFTHETHESUPPLYCHAINWITHINFORMATIONASYMMETRY,ANDPROVIDEANEFFECTIVEFRAMEWORKTHATALLOWSUSSTUDYTHESUPPLYCHAINPROBLEMSWITHINFORMATIONASYMMERRY．FURTHERMOREDESCRIBETHECHARACTERANDTHEHARMRESULTINGFROMINFORMATIONASYMMETRY,THENWEPROPOSEFOURSCHEMETOSOLVETHEPROBLEMS．INTHETHIRDPART,SOLVETHEPROBLEMCONSTRUCTFIVECLASSESOFSUPPLYCHAINCONTRACTⅡ

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簡(jiǎn)介：南開大學(xué)碩士學(xué)位論文基于代理成本理論的審計(jì)質(zhì)量研究姓名安茂琨申請(qǐng)學(xué)位級(jí)別碩士專業(yè)會(huì)計(jì)學(xué)指導(dǎo)教師張繼勛20070501

簡(jiǎn)介：高級(jí)管理人員工商管理碩士EMBA學(xué)位論文工程機(jī)械代理制渠道內(nèi)部管理方法研究基于A公司經(jīng)營(yíng)實(shí)踐的分析作者趣擔(dān)懣年級(jí)2QQ壘塹學(xué)號(hào)圣Q壘魚Q壘壘墨指導(dǎo)教師晏筮到麴援定稿時(shí)間至QQZ生壘旦西南財(cái)經(jīng)大學(xué)ABSTRACTINRECENTYEARS，WITHTHEACTIVESUPPORTOFNATIONALPOLICY，CONSTRUCTIONMACHINERYINDUSTRYMAINTAINSTHECONTINUOUSANDRAPIDINCREASE．THISINDUSTRYHASGREATPOTENTIALOFDEVELOPMENTANDTHETRENDOFEXECUTINGDEALERSHIPBECOMESMOREANDMOREOBVIOUS．ITMEANSCOOPERATINGWITHREGIONALPRIVATELYOWNEDENTERPRISETOEXTENDTHESALESSERVICEANDAFTERSERVICETOCONSTRUCTCOMPETITIVEADVANTAGESOFTHEENTERPRISE．UNDERSUCHBACKGROUND，THEDEALERS，WHOWORKUNDERTHEDEALERSHIPSYSTEM，GIVEINCREASINGLYSTRONGERIMPETUSTOCONSTRUCTIONMACHINERYINDUSTRY．HOWEVER，VARIOUSOFFACTORSMAKEDEALERSHIPSTILLINTHEEXPLORINGPHASE．DEALERSHAVEMANYPROBLEMSCAUSEDBYMANAGINGIDEA，SALESCHANNELS，F(xiàn)INANCIALCAPABILITY，HUMANRESOURCES，ETC．THEYAREFARFROMTHEDEMANDOFMANUFACTURERS．THUS，CHANNELMANAGEMENTFORCONSTRUCTIONMACHINERYDEALERSHIPBECOMESPREDOMINANTLYIMPORTANT，ITISVITALTOCONSTRUCTIONMACHINERYINDUSTRYDEALERSHIPSYSTEM．BASEDONTHEPRACTICEOFDEALERCHANNELSINTERNALMANAGEMENTHELDBYCOMPANYA，ASPERTHECHARACTEROFCONSTRUCTIONMACHINERYINDUSTRY，THISPAPERTRIESTOANALYZECONSTRUCTIONMACHINERYDEALERSHIPINTHREEASPECTS，INCLUDINGSTRATEGYPLANNING，BUSINESSRUNNINGANDMANAGEMENTSUPPORTING．AIMINGTOPROMOTETHEMANAGEMENTOFCONSTRUCTIONMACHINERYDEALERSHIPCHANNELS，ANDSTRENGTHENTHECOMPETITIVEFORCEINTHEINDUSTRY，ANDTOMAKETHECONSTRUCTIONMACHINERYDEALERSHIPSYSTEMGROWCONTINUOUSLYWITHTHEPROSPEROUSDEVELOPMENTOFCHINA’SMARKETECONOMY．DUETOCONTINUOUSCHANGEOFMARKETINGENVIRONMENTANDCOMPETITIONSTRUCTUREINCHINESECONSTRUCTIONMACHINERYINDUSTRY，ANDTHERESTRICTIONOFAUTHOR’SRESEARCHABILITYANDCONDITIONS，THISARTICLEEXISTSDEFICIENCYANDUNILATERALSTATEMENTS，WHICHNEEDHONESTLYTOBECORRECTED

簡(jiǎn)介：⑧西南財(cái)誣犬學(xué)SOITITIWESTERNLRNLVERSLWOFFINANCEANDECONOMICS碩士學(xué)位論文MASTER7SDISSERTATL0N基于服務(wù)營(yíng)銷觀念下完善保險(xiǎn)個(gè)人代理人制度的思考BASEDONTHECGNCEPTOFMARKETINGSERVICESTOIMPROVETHEINSNRANEESYSTEMOFINDIVIDUALAGENTS學(xué)位申請(qǐng)人張前學(xué)科專業(yè)保險(xiǎn)學(xué)基于服務(wù)營(yíng)銷觀念下完善保險(xiǎn)個(gè)人代理人制度的思考度存在的問題。把對(duì)代理人的關(guān)懷提高到對(duì)待員工的角度。并從幾個(gè)不同角度來分析代理人在保險(xiǎn)服務(wù)行業(yè)中的重要性。代理人直接與顧客接觸，是保險(xiǎn)公司的一線員工，而目前我國(guó)的保險(xiǎn)公司對(duì)代理人的關(guān)愛還遠(yuǎn)遠(yuǎn)不夠。保險(xiǎn)從業(yè)人員的流動(dòng)頻率是相當(dāng)高的，面每個(gè)員工背后都有其固定的顧客。由此可見，關(guān)心代理人的成長(zhǎng)，注重代理人道德的培養(yǎng)，使每個(gè)員工都樹立起敬業(yè)精神和主動(dòng)精神是保證營(yíng)銷成功的關(guān)鍵。只有這樣，保險(xiǎn)公司才會(huì)對(duì)保險(xiǎn)代理人更為重視，想方設(shè)法地為他們服務(wù)，挽留他們。一般而言，公司50％～80％的利潤(rùn)來自于總數(shù)20％的忠誠(chéng)顧客。我們可以類似地推測(cè)為保險(xiǎn)公司50％～80％的銷售業(yè)績(jī)將會(huì)來自于總數(shù)為20％的骨干銷售人員。而一個(gè)保險(xiǎn)公司的脫落率越低，能夠成長(zhǎng)起來的骨干銷售人員就會(huì)越多，從而保險(xiǎn)公司的銷售業(yè)績(jī)就會(huì)提高得更多。通過對(duì)于服務(wù)營(yíng)銷觀念的分析，本文認(rèn)為增加底薪，意味著提高了員工的讓渡價(jià)值。純傭金制很難吸引到行業(yè)外的人才進(jìn)入。這種傭金制對(duì)于已經(jīng)具有該資源的人來說具備強(qiáng)有力的激勵(lì)，而對(duì)于沒有從事過該職業(yè)的入來講，就具有不確定的效果。對(duì)自己是否具有從事銷售工作能力的人來說，純傭金制是毫無意義的激勵(lì)。保險(xiǎn)公司招聘代理人絕大多數(shù)其實(shí)是針對(duì)行業(yè)內(nèi)已經(jīng)有銷售經(jīng)驗(yàn)的代理人。因此，保險(xiǎn)公司之間頻頻上演“挖角”一幕。建立底薪傭金長(zhǎng)效服務(wù)獎(jiǎng)履B計(jì)劃的模式，吸引行業(yè)外優(yōu)秀人才的加入，以解決保險(xiǎn)公司之間互相“挖角”的問題，同時(shí)提高保險(xiǎn)代理人的整體素質(zhì)，減輕代理人展業(yè)時(shí)的沖突與壓力，并能使背德行為大大減少。在選拔代理人的問題上，也就是增員時(shí)，要走精莢化的道路。由于服務(wù)人員是服務(wù)差異化的決定因素，選拔合適的人才加入保險(xiǎn)代理人隊(duì)伍，有利于降低脫落率、有利于提高顧客的讓渡價(jià)值，建立成本銷售額模型分析說明選擇優(yōu)秀代理人有利于保險(xiǎn)公司的發(fā)展。選擇高素質(zhì)的保險(xiǎn)代理人，并使保險(xiǎn)代理人的培養(yǎng)走精英化的道路，有利于保險(xiǎn)公司的發(fā)展，也利于保險(xiǎn)代理人個(gè)人的成長(zhǎng)。在代理人培訓(xùn)方面，除了展業(yè)技能的培訓(xùn)外，還應(yīng)當(dāng)加強(qiáng)保險(xiǎn)公司文化觀，心理素質(zhì)方面的培養(yǎng)。使代理人樂于接受公司的價(jià)值觀，對(duì)保險(xiǎn)公司文化產(chǎn)生認(rèn)同感，并學(xué)習(xí)如何面對(duì)展業(yè)中的挫折與拒絕；另外，保險(xiǎn)公司要努力為代理人營(yíng)造良好的工作環(huán)境，定期的跟代理人進(jìn)行思想交流，傾聽他們的意見，如懇談會(huì)、經(jīng)理接待日等等。改善一些不合理的業(yè)績(jī)考核及考勤制度，緩解代理人的壓力。使他們能更好地投入到工作中去。2

簡(jiǎn)介：隨著我國(guó)加入WTO，外資保險(xiǎn)公司進(jìn)入，使我國(guó)保險(xiǎn)行業(yè)面臨著前所未有的機(jī)遇和挑戰(zhàn)，企業(yè)取得競(jìng)爭(zhēng)優(yōu)勢(shì)的關(guān)鍵在于人的因素。對(duì)人力資源的爭(zhēng)奪，日益成為市場(chǎng)競(jìng)爭(zhēng)的焦點(diǎn)和核心。企業(yè)薪酬體系的設(shè)計(jì)是企業(yè)薪酬管理的核心，是企業(yè)人力資源管理的關(guān)鍵技術(shù)，是“以人為本”思想的集中表現(xiàn)。文章分析和評(píng)價(jià)了保險(xiǎn)代理人薪酬的現(xiàn)狀，指出薪酬現(xiàn)狀中存在的問題首年高傭金率制度誘發(fā)了短期行為；薪酬結(jié)構(gòu)以絕對(duì)績(jī)效為依據(jù)弱化了激勵(lì)效果；固定收入比例過低，降低了員工歸屬感和忠誠(chéng)度；忽略團(tuán)隊(duì)建設(shè)，減弱了薪酬的引導(dǎo)作用。為了規(guī)避道德風(fēng)險(xiǎn)和短期行為，針對(duì)保險(xiǎn)代理人薪酬的具體問題，提出了薪酬設(shè)計(jì)的改進(jìn)思路增加固定薪酬部分，改純傭金制為混合傭金制；減少首年度業(yè)務(wù)傭金，變短期激勵(lì)為長(zhǎng)期激勵(lì)；引進(jìn)團(tuán)隊(duì)獎(jiǎng)勵(lì)計(jì)劃。然后，按照薪酬設(shè)計(jì)的一般流程，針對(duì)保險(xiǎn)代理人薪酬體系中存在的問題，對(duì)保險(xiǎn)代理人薪酬設(shè)計(jì)進(jìn)行了再探討，重點(diǎn)研究了保險(xiǎn)代理人薪酬結(jié)構(gòu)和保險(xiǎn)代理人的薪酬水平，保險(xiǎn)代理人薪酬職級(jí)基本工資固定薪酬績(jī)效工資傭金年終獎(jiǎng)。最后，為確保新的薪酬體系能夠在保險(xiǎn)公司順利實(shí)施，發(fā)揮其保障、激勵(lì)功能，從遞增型傭金率制度，員工持股制度，信用評(píng)級(jí)制度三個(gè)方面提出建議。本著提出問題、分析問題、解決問題的思路，文章運(yùn)用了科學(xué)的統(tǒng)計(jì)分析方法，使用了大量的實(shí)證數(shù)據(jù)、圖表，從體系現(xiàn)狀、問題分析、體系設(shè)計(jì)三方面進(jìn)行闡述，進(jìn)行了保險(xiǎn)代理人薪酬設(shè)計(jì)的再探討，力求建立起一套對(duì)內(nèi)公平、對(duì)外具有競(jìng)爭(zhēng)力的薪酬體系。