本文關(guān)鍵詞： 商業(yè)銀行 理財業(yè)務(wù) 客戶 需求 人才　出處：《西南交通大學(xué)》2013年碩士論文　論文類型：學(xué)位論文

【摘要】：隨著我國經(jīng)濟的不斷發(fā)展,可供居民用于理財?shù)呢敻徊粩嘣黾?商業(yè)銀行零售理財業(yè)務(wù)得到了迅速發(fā)展,隨時利率市場化的進程不斷推進,國、內(nèi)外同業(yè)紛紛大力發(fā)展零售業(yè)務(wù),對商業(yè)銀行零售理財業(yè)務(wù)的發(fā)展既帶來了機遇也帶來了挑戰(zhàn)。本文以興業(yè)銀行零售客戶理財業(yè)務(wù)體系為研究對象,通過對大量客戶調(diào)查問卷結(jié)果進行數(shù)據(jù)分析的基礎(chǔ)上,同時通過對現(xiàn)行理財業(yè)務(wù)發(fā)展過程中存在的問題進行分析,提出了目前零售理財業(yè)務(wù)發(fā)展中所遇到的諸多瓶頸。 如何從現(xiàn)有以產(chǎn)品銷售為導(dǎo)向的發(fā)展模式轉(zhuǎn)型為以客戶服務(wù)為中心,如何培養(yǎng)一批專業(yè)的優(yōu)秀人才為客戶服務(wù),提高客戶的資產(chǎn)配置組合,培育一群中、高端客戶,是興業(yè)銀行面臨轉(zhuǎn)型時期的重要法寶。本文提出了以在現(xiàn)有客戶分層基礎(chǔ)上增加采用客戶生命周期理論來滿足客戶的資產(chǎn)配置需求,對客戶進行進一步細分,大力培養(yǎng)和吸引專業(yè)的人才,提高興業(yè)銀行零售理財品牌等建議來應(yīng)對興業(yè)銀行零售業(yè)務(wù)的轉(zhuǎn)型。
[Abstract]:With the continuous development of China's economy, for the residents for financial wealth is increasing, the retail financial services of commercial banks has been developing rapidly, steadily, at any time in the process of marketization of interest rates, and outside the industry have vigorously the development of the retail business, the development of retail banking business of commercial banks has brought opportunities and challenges. In this paper, the industrial bank retail customer management business system as the research object, through the data analysis based on the results of the questionnaire on a large number of customers at the same time, through analyzing the process of the development of the current financial business problems in the analysis, put forward many bottlenecks currently encountered in the development of retail financial services.
From the existing product sales oriented transformation of development mode for customer service, how to cultivate a group of professional talents for customer service, improve the asset allocation of customers, cultivate a group of high-end customers, the industrial bank is facing important magic weapon during the transition period. This paper proposes to increase the using life cycle the theory of customer based on the existing customer segmentation to meet customer demand for asset allocation, further subdivision of customers, cultivate and attract professional talents, improve the industrial bank retail banking brand proposals to deal with the transformation of the industrial bank retail business.

【學(xué)位授予單位】：西南交通大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2013
【分類號】：F832.33;F832.2

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