金融控股公司法實施後,金融集團得以法制化也有助於主管機關合併監理,並使控股公司旗下子公司的資訊透明化。 銀行業以控股公司型態跨業經營,控股公司控股的子公司得以經營銀行、保險、證券及相關金融事業金控公司透過產品組合、資訊交叉運用及交叉銷售提供顧客一站購足的金融服務,以提升金控公司的競爭力。 本研究將以國泰世華銀行為個案對象,藉由深度訪談與相關文獻進行彙整後,歸納出金控公司進行旗下各子公司交叉銷售分為企業結構、企業制度、及個人能力等三個構面;包含資源整合、多角化策略、企業文化、教育訓練、銷售制度、薪酬制度、工作經歷、專業技能以及學習態度等九項概念。並得到以下結論: 一、 金控公司成立後,因各子公司交叉銷售使銀行獲利增加。 二、 對於銀行行員而言,績效換算制度較獎金激勵制度激勵效果佳。 三、 教育訓練愈完善,交叉銷售績效愈佳。 四、 資源整合愈完善,將大幅提升交叉銷售之效果。
After the execution of Company Law of Financial Holding Co., Ltd., Financial organizations become legally institutionalized. The law helps the supervisor to manage and govern the financial organizations, and the communication of all kind of information between the constituent corporations is able to be more effective. The Financial Holding Co., Ltd. can provide customers “one-stop shopping” financial services through the combination of all kind of derivative products, information communication, and cross selling. This truly enhances the Financial Holding Co., Ltd. to be more competitive. Therefore, the of Financial Holding Co., Ltd. generally operate cross-selling model to integrate its subsidiaries include bank, insurance company, securities firm, and other affiliated business corporations. The study aimed to analyze the case of Cathay United Bank through in-depth interview and relative literature references. The research findings of cross selling in Financial Holding Co., Ltd. includes three dimensions and nine conceptions. The three dimensions are as follows: Corporation organization, corporation system, and personal ability. And, the nine conceptions include resources integration, multidimensional strategy, corporation cultural, on-the-job education, selling system, salary system, work experience, professional ability, and learning attitude. The result of this study comes to a conclusion: 1. All constituent corporations in Financial Holding Co. increases profit through cross selling. 2. The performance achievement system is more inspiring than bonus system for bank employees. 3. The more complete on-the-job education, the more effective cross selling performance. 4. The integrated resources can promote the effectiveness of cross selling.