中文摘要
臺灣的金融體系在過去數十年中遭逢重大變革，1990年代後政府逐步放鬆對於銀行業的管制，銀行開始推行眾多手續費業務，其中又以財富管理業務為銀行手續費收入的重要來源，為求成功拓展財富管理業務之市場，了解財富管理業務之特質與其獲利之決定因素為首要關鍵。
澳盛銀行以其廣泛的行銷服務通路與多元的金融商品，造就了亮眼的手續費收入表現，因此本文試以澳盛銀行之財富管理業務為分析標的，探討影響其理財專員業績表現的因素為何，本研究採用2009年10月至2010年5月之混合和橫斷面與時間序列的樣本資料，採F檢定、Hausman檢定判斷最適合的分析模型後，並以固定效果模型進行實證分析。
實證結果指出，不同理財專員間的績效確實受到個人特質的影響，若使用傳統複迴歸模型將使估計結果產生偏誤。Hausman檢定結果指出理財專員間的績效差異來自於個人特定因素的影響而非隨機產生。而固定效果模型指出理財專員之績效表現顯著受到理財專員之職位、理財專員所販售的金融商品和分行區位的不同所影響，而理財專員的年資對其表現無顯著影響。

Abstract
Government accelerates the footsteps of financial liberalism to release numerous finance restrictions in past ten years. Banks also tend to diversify the business types and release new financial products and service to meet clients’ financial demand. One of the most important contributions to banks’ revenues is the fee income from wealth management business. In order to expand the wealth management business, identifying the characteristics of wealth management business and determining the key factor of profit are the two of most important issues.
The article employs the data from ANZ, Taiwan branch, as a benchmark to represent the bank industry due to its outstanding performance on wealth management business. The period of data is from Oct. 2009 to May 2010. This article forms the data into panel data. By F test, Hauseman test, and fixed effect model, the article constructs a model to indentify the key factor of RO’s performance.
By empirical results, the difference between individual characteristics made significant impacts on RO’s performance. By Hausman test, this article identifies the effects between individuals are fixed effects. In the fixed effect model, the results point out the location of the bank, the position of RO, and the composition of financial products made significant impacts on RO’s performance. The seniority of RO made no influence on RO’s performance.

參考文獻
（一）中文
〔1〕張秀麗 (2007)，"財富管理業務的獲利對銀行業營運績效之影響"，碩士論文，銘傳大學國際企業學系碩士在職專班。
〔2〕吳家德(2006)，"理財專員的人格特質、內部行銷、專業承諾、情緒勞務與工作績效之關聯性研究－以台南地區銀行為例"，碩士論文，南台科技大學 高階主管企管碩士班。
〔3〕李慶祥(2006)，"影響銀行財富管理業務理財專員產品銷售績效之探討-以A銀行為例"，碩士論文，中興大學高階經理人碩士在職專班。
〔4〕薛孝梅(2006)，"理財人員核心職能之研究-以F銀行為例"，碩士論文，元智大學管理研究所。
〔5〕蘇點宇 (1999)，"臺灣地區銀行業務演變趨勢之分析"，碩士論文，國立臺灣大學財務金融研究所。
〔6〕葉怡君 (2007)，"財富管理客戶之理財態度與偏好：台灣南北差異分析"，碩士論文，世新大學財務金融學研究所。
〔7〕楊國益 (2004)，"民眾對金融理財工具偏好之研究--以北高兩市為例"，碩士論文，義守大學管理研究所碩士班。
〔8〕楊宜哲 (2002)，"臺灣地區外商銀行經營規模與獲利能力之決定因子"，碩士論文，靜宜大學企業管理研究所。
〔9〕許惠淇 (2005)，"臺灣地區銀行業承作非傳統業務之經營績效評估"，碩士論文，淡江大學財務金融學系。
〔10〕杜慶雄 (2008)，"台灣銀行業後財富管理時期的行銷策略"，碩士論文，國立中央大學管理學院高階主管企管碩士班。
〔11〕江果榮(2007)，"影響空中理財專員績效因素之個案分析"，碩士論文，輔仁大學金融研究所。
〔12〕張庭瑜 (2008)，"銀行理財手續費收入決定因素之研究"，碩士論文，國立政治大學行政管理碩士學程。
〔13〕李玉龍 (2009)，"金融機構之高淨值客戶利潤貢獻要因研究"，碩士論文，國立東華大學國際企業學系。
〔14〕莊延捷 (2009)，"金融海嘯後公股銀行財富管理業務發展策略之研究─以T銀行為例"，碩士論文，淡江大學國際商學碩士在職專班。
〔15〕沈芬如 (2009)，"外商銀行在台灣財富管理市場發展之成功關鍵因素以某外商銀行為例"，碩士論文，輔仁大學金融研究所。
（二）英文
〔1〕Arellano, M. (2003), "Panel Data Econometrics", Oxford University Press.
〔2〕Davies, A. and Lahiri, K. (1995), "A New Framework for Testing Rationality and Measuring Aggregate Shocks Using Panel Data", Journal of Econometrics, 68: 205–227.
〔3〕Davies, A. and Lahiri, K. (2000), "Re-examining the Rational Expectations Hypothesis Using Panel Data on Multi-Period Forecasts", Cambridge University Press.
〔4〕DeYoung, R. and K. P. Roland (2001), "Product Mix and Earnings Volatility at Commercial Banks: Evidence for a Degree of Total Leverage Model", Journal of Financial Intermediation, 10 (1):54–84.
〔5〕Dickey, D. A. and Fuller, W. A. (1979), "Distributions of the Estimators For Autoregressive Time Series with a Unit Root", Journal of the American Statistical Association, 75:427–431.
〔6〕Dickey, D. A. and Fuller, W. A. (1981), "Likelihood Ratio Statistics for Autoregressive Time Series with a Unit Root", Econometrica, 49:1057–1072.
〔7〕Frees, E. (2004), "Longitudinal and Panel Data", Cambridge University Press.
〔8〕Gilberat, A. C. JR., Neil, M. F., Steven, W. H., and Orvillce, C. W. (1985), "The Determinants of Salesperson Performance: A Meta-Analysis", Journal of Marketing Research, 22 (2): 103–118.
〔9〕Greene (2008), "Econometric Analysis", 6th ed., Prentice Hall.
〔10〕Hausman (1978), "Specification Tests in Econometrics", Econometrica, 46 (6): 1251–1271.
〔11〕Hsiao and Cheng (2003), "Analysis of Panel Data", Cambridge University Press.
〔12〕Laetitia Lepetit, Emmanuelle Nys, Philippe Rous, Amine Tarazi (2008), "Bank income structure and risk: An empirical analysis of European banks", Journal of Banking & Finance, 32 (8):1452–1467
〔13〕Madalla, G.S. (2001), "Introduction to Econometrics", Wiley Press.
〔14〕Stock and Watson (2007), "Introduction to Econometrics", 2nd ed., AddisionWesley.
〔15〕James D. Hamilton (1995), "Time Series Analysis", Princeton University Press.
〔16〕Phillips, P.C.B. and Perron, P. (1988), "Testing for a unit root in time series regression", Biometrika, 75 (2):335–346.
〔17〕Robert V. Hogg, Joseph W. McKean, and Allen T. Craig (2005), "Introduction to Mathematical Statistics", 6th ed., Prentice Hall Press.
〔18〕Rogers, Kevin E. (1998), "Nontraditional activities and the efficiency of U.S. commercial banks", Journal of Banking and Finance, 22:467–482.
〔19〕Rogers, K. E. and Sinkey, J. F., Jr. (1999), "An analysis of nontraditional activities at U.S. commercial banks", Review of Financial Economics, 8:25–39.
〔20〕Schwarz, Gideon E. (1978), "Estimating the dimension of a model", Annals of Statistics, 6 (2):461–464.
〔21〕Wackerly, D.D., Mendenhall, W., and Scheaffer, R.L. (2002), "Mathematical Statistics with Applications", 6th ed., Duxbury Press.