本研究旨在探討人格特質與背景條件對銀行理財專員工作績效的影響，並為台灣金融業管理者提供實證依據，以提升人才選拔、培訓和績效管理的有效性。本研究背景聚焦於金融業的高競爭性和資源密集性，理財專員的工作績效對機構盈利和市場競爭力至關重要。基於Motowidlo與Kell(2013)的工作績效理論，本研究認為工作績效是個人在特定時間內執行的行為對組織期望的總值。再者，Blumberg與Pringle (1982) 的三因子模型指出，個人能力、意願和機會是影響工作績效的關鍵因素，本研究著眼在個人能力與意願中的個人背景條件與人格特質對工作績效的影響，期能建立預測理財專員工作表現的預測模型。
本研究採用實證方法，分析性別、教育程度、專業證照、工作年資和人格特質對理財專員工作績效的影響。結果顯示，性別對工作績效無顯著影響。擁有較高教育程度和專業證照的理財專員也未在業績上有顯著的提升。然而工作年資越長的理財專員，因積累了豐富的專業知識和實戰經驗，通常業績表現更高。在人格特質方面，影響型人格在債券銷售上比穩定型人格優異。支配型和影響型人格在理財專員中較為常見，這類型人格特質的人在銷售和客戶管理中表現較其他人格突出。
本研究結果顯示，工作年資和人格特質對理財專員的工作績效有顯著影響。管理者應根據這些因素在招聘過程中選擇更適合的人才，並在培訓與管理過程中制定有針對性的發展計劃。針對不同背景條件和人格特質的員工，設計個性化的培訓和激勵制度，提升其工作績效和滿意度。最終，本研究期望為金融機構提供實務建議，以提升理財專員的整體業績和機構的市場競爭力。

This study explored the impact of personality traits and background conditions on the job performance of financial advisors in Taiwanese banks. It aimed to provide empirical evidence for improving talent selection, training, and performance management. This study identified individual characteristics and personality as key factors to job performance.

The empirical analysis showed that gender had no significant impact on performance. Even though financial advisors with higher education levels and certifications did not significantly outperform the opposite party, they normally demonstrated high performance in understanding financial products and market analysis in practical conditions. Longer work experience correlated with better performance due to accumulated knowledge and experience. Personality did not demonstrate significant influences on job performance in this study, however, from the pattern of sales statistics, dominant and influential personalities were common among top performers, particularly in sales and client management.

The findings suggested that managers should consider background conditions and personality traits in recruitment and create targeted development plans. Personalized training and incentive systems tailored to these factors was argued to be capable to enhance job performance and satisfaction. This study offered practical recommendations for financial institutions to improve advisor performance and competitiveness.

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