A study on the factors of sales turnover and response strategy in securities broker

• Main Authors: Lien-TungWang, 王連棟
• Other Authors: Shih-Chieh Fang
• Format: Others
• Language: zh-TW
• Published: 2010
• Online Access: http://ndltd.ncl.edu.tw/handle/39200966461338146362

碩士 === 國立成功大學 === 企業管理學系專班 === 98 === Taiwan security brokerage started to prosper after the establishment of stock exchange corporations in 1962. The number of stock exchange corporation has dropped down since the golden era in the 90s after the establishment of financial holding companies and the financial meltdown in recent years. The scope of security brokerage has diversified through changes of financial market over the years, at the same time, the responsibilities of sales have increased dramatically. The merger and acquisition between security corporations and more diversified financial products are likely to be the factors contributed to the turnover of sales. How the management level of stock exchange corporations can avoid such turnover? Or, to attract good sales through comparative advantages of the corporation? This study investigated the factors of turnover of sales based on available documents, and adopted “AHP” analysis to study the content of questionnaire collected from stock exchange industry professionals, to analyze statistics and to prioritize the relative influential relationship, to further classify the influential sequence of decision making under different systems. The study focuses on the critical factors contributed the sales turnover and it’s relation to the scope of business involved, and systems include the compensation, the supporting structure and the positioning of managers. The recent negotiation of financial collaboration between Taiwan and mainland China has achieved a lot, due to the vigorous growth of China economy lately. With much hopped that Taiwan stock exchange corporations will expand its business to China, how to utilize the past experiences and apply a long-lasting business model to the mainland has become the goal to many stock corporations. The conclusion of this study may provide good references to those corporations when structuring systems under limited resources, that systems will close to the expectations of brokers and further reduce the turnover rate.