近几年，随着越来越多金融机构的不断出现，各家入驻银行纷纷抛出优厚的 待遇与岗位以吸引当地国有银行的员工，以期能早日开拓当地市场。而国有银行 的对公客户经理一般拥有稳定优质的客户资源以及业务拓展的人脉资源，往往成 为众多新驻银行人才挖掘的首要目标。对公客户经理的流失不仅丢失了公司的大 量资源，而且也严重影响了国有商业银行持续健康快速的发展，也会在声誉方面 造成不小的影响。中国银行每年都有大量的对公客户经理流失，已逐渐影响到中 国银行南通分行业务的正常展开。找到造成对公客户经理流失的关键性影响因素， 并根据原因给出避免人员流失的解决方案，已成为中国银行南通分行不得不面对 的问题。 本文回顾了员工离职相关的理论与模型，梳理综述了国内外人员流失研究的 文献。之后，介绍了南通分行的基本情况和对公客户经理队伍的现状与流失情况。 为了找到该行近年来对公客户经理的流失原因，通过对已离职员工进行现场访谈， 得出导致对公客户经理离职主要有8个影响因素，分别为薪酬水平、职业发展与 晋升、工作强度与压力、外部机会、工作与生活平衡、绩效考核、团队氛围跟工 作环境。为了能进一步确定影响因素与离职倾向间的显著影响关系，在参考现场 访谈的结果上通过对在职对公司客户经理进行调查问卷，并借助SPSS22软件进 行回归分析，揭示出中国银行南通分行对公客户经理流失的主要影响因素，包括 绩效考核、职业发展与晋升、薪酬水平、工作强度与压力。在此基础上提出优化 绩效考核机制、建立对公客户经理序列专业化建设、提高薪酬水平以及减轻对公 客户经理负担等措施培养对公客户经理的忠诚度，从而降低中国银行南通分行对 公客户经理的流失率，并根据流失问题的解决方案给出相应的保障措施。 本论文通过对中国银行南通分行对公客户经理流失现象的分析研究，探索当 前形势下国有银行对公客户经理流失的影响因素并给出相应的解决方案，为中国 银行南通分行持续的健康快速发展提供保障。 关键词：国有商业银行，对公客户经理流失，回归分析，调查研究 MBA学位论文 作者：朱智钰 中国银行南通分行对公客户经理流失问题研究 II RESEARCH ON THE LOSS OF CORPORATE ACCOUNT MANAGERS IN BANK OF CHINA NANTONG BRANCH Abstract In recent years, with the emergence of more and more financial institutions, many banks have thrown out favorable treatment and positions to attract employees of local state-owned banks in order to open up the local market as soon as possible. The corporate account managers of state-owned banks generally have stable and high-quality customer resources as well as business development human resources, which often become the primary target of talent mining for many new resident Banks. The loss of corporate account managers not only lost a lot of resources of the company, but also seriously affected the sustainable, healthy and rapid development of state-owned commercial Banks, which would also have a considerable impact on reputation. Bank of China has a large number of loss of corporate customer managers every year, which has gradually affected the normal operation of Bank of China Nantong Branch. Finding the key factors that cause the loss of corporate account managers and giving solutions to avoid the loss of staff according to the reasons has become a problem which Bank of China Nantong Branch has to face. This paper reviews the theories and models related to employee turnover, and reviews the literature on employee turnover at home and abroad. After that, it introduces the basic situation of Nantong Branch and the current situation and loss of corporate customer managers. In order to find out the reasons for the loss of the bank's corporate customer managers in recent years, through on-site interviews with the employees who have already resigned, it is concluded that there are eight main influencing factors for the resignation of corporate customer managers, which are salary level, career development and promotion, work intensity and pressure, external opportunities, work life balance, performance appraisal, team atmosphere and working environment. In order to further determine the significant relationship between the influencing factors and turnover intention, the on-the-job questionnaire was conducted to the company's customer managers by referring to the results of on-the-spot interviews. And with the aid of SPSS software regression analysis, we MBA学位论文 作者：朱智钰 中国银行南通分行对公客户经理流失问题研究 III reveals the loss of corporate account managers in Bank of China Nantong Branch, including performance appraisal, career development and promotion, salary level, work intensity and pressure. Based on this, advances toward optimization performance evaluation mechanism, establishing the customer manager sequence professional construction, improve the level of compensation and lighten the burden brought to corporate account manager toward measures such as cultivating the loyalty of the customer manager, so as to reduce the probability of bank of China, Nantong branch corporate account manager turnover, and according to the erosion is the solution of the corresponding guarantee measures. Based on the analysis and research of the loss of corporate account managers in Nantong branch of bank of China, this paper explores the factors influencing the loss of corporate account managers in state-owned Banks under the current situation and puts forward corresponding solutions, so as to provide guarantee for the sustainable, healthy and rapid development of Nantong branch of bank of China. Key words: State-owned commercial Banks, loss of corporate account managers, regression analysis, investigation and research MBA学位论文 作者：朱智钰 中国银行南通分行对公客户经理流失问题研究 IV 目 录 中文摘要 ................................................. I Abstract ................................................ II? 第一章 绪论 .............................................. 1 1.1 研究背景与研究意义.......................................... 1 1.1.1 研究背景................................................ 1 1.1.2 研究意义................................................ 2 1.2 研究思路与研究内容.......................................... 2 1.2.1 研究思路................................................ 2 1.2.2 研究内容................................................ 3 1.3 研究方法.................................................... 4 第二章 员工流失的相关理论及研究综述 ...................... 5 2.1 员工流失的概念和研究综述.................................... 5 2.1.1 员工流失的概念.......................................... 5 2.1.2 员工流失的研究综述...................................... 6 2.2 员工流失的理论.............................................. 7 2.2.1 赫茨伯格双因素理论...................................... 7 2.2.2 马斯洛需求层次理论...................................... 7 2.2.3 弗鲁姆期望理论.......................................... 7 2.2.4 亚当斯公平理论.......................................... 7 2.3 员工流失的模型.............................................. 8 2.3.1 马奇和西蒙模型.......................................... 8 2.3.2 普莱斯(Price)模型....................................... 8 2.3.3 普莱斯穆勒(Price-Mueller)模型........................... 9 2.4 本章小结................................................... 10 第三章 中国银行南通分行对公客户经理流失情况 ............. 11 3.1 中国银行南通分行简介....................................... 11 3.1.1 公司概述............................................... 11 MBA学位论文 作者：朱智钰 中国银行南通分行对公客户经理流失问题研究 V 3.1.2 组织架构............................................... 11 3.1.3 运营情况............................................... 12 3.2 中国银行南通分行对公客户经理队伍现状....................... 12 3.2.1 人员构成............................................... 12 3.2.2 组织架构............................................... 14 3.2.3 考核办法............................................... 15 3.2.4 职位晋升与薪酬待遇..................................... 17 3.3 中国银行南通分行对公客户经理流失情况....................... 18 3.3.1 对公客户经理历年流失人数统计........................... 18 3.3.2 对公客户经理历年流失结构统计........................... 19 3.4 中国银行南通分行对公客户经理流失的影响..................... 21 3.5 本章小结................................................... 22 第四章 中国