發(fā)布時間：2018-04-03 19:06

  本文選題：證券公司　切入點：營業(yè)部　出處：《西安科技大學》2017年碩士論文

【摘要】：隨著證券行業(yè)浮動傭金制的實施,證券業(yè)已結束暴利時代。監(jiān)管層對證券公司業(yè)務創(chuàng)新的推動,對業(yè)內兼并收購等業(yè)務的支持,使得前幾年完成了綜合規(guī)范治理的證券行業(yè)在擁有越來越多發(fā)展機遇的同時,也面臨著來自行業(yè)內外的激烈競爭。同時,在服務營銷的發(fā)展趨勢下,越來越多的證券公司認識到證券行業(yè)作為一項服務業(yè),客戶和產(chǎn)品是決定成敗的關鍵。建立“以客戶為中心”的營銷服務體系,實行客戶關系管理已經(jīng)成為全行業(yè)的共識。客戶是證券公司最為寶貴的戰(zhàn)略資源。客戶關系管理是證券公司進行客戶資源的一種有效手段。證券公司結合優(yōu)越的管理策略和先進的信息技術,旨在通過機構重構和業(yè)務流程重組等手段實現(xiàn)對客戶信息資源的有效整合,解析客戶價值,挖掘潛在的客戶資源,最終實現(xiàn)利潤最大化的目標。本文在闡述國內外研究現(xiàn)狀及GX證券公司H營業(yè)部客戶關系管理相關理論的基礎上,明確了本文的研究思路和研究方法;通過對GX證券公司H營業(yè)部的基本情況、組織機構以及管理模式的介紹,從體系和功能結構上對GX證券公司H營業(yè)部客戶關系管理現(xiàn)狀進行了分析,明確了GX證券公司H營業(yè)部的客戶關系管理目前存在的問題;針對存在的問題,從客戶細分、標準化服務流程等方面提出了改善GX證券公司H營業(yè)部客戶關系管理的對策建議,并完善H營業(yè)部客戶關系管理的保障措施。GX證券公司是國內較具代表性的券商公司。論文通過對GX證券公司H營業(yè)部客戶關系管理的分析和研究,提出了具有一定可操作性的客戶關系管理方案,具有一定的代表性。論文的研究成果對全國其他證券公司客戶關系管理的進一步優(yōu)化和改進,也具有一定的參考價值。
[Abstract]:With the implementation of the floating commission system of the securities industry, the securities industry profits era. End regulators to promote business innovation of securities companies, the industry mergers and acquisitions and other business support, so a few years ago completed comprehensive regulation of the securities industry have more development opportunities at the same time, is also facing fierce competition from outside the industry at the same time, in the development of service marketing, more and more securities companies realize the securities industry as a service industry, customers and products is the key to success. The establishment of the "marketing service system to the customer as the center", the implementation of customer relationship management has become the consensus of the industry. The customer is the most strategic precious resources for securities companies. Customer relationship management is an effective means of securities companies customer resources. The securities companies with superior management strategies and advanced information technology. , to achieve effective integration of customer information resources through institutional reconstruction and reorganization of business processes and other means, analysis of customer value, potential customer resources, and ultimately achieve the goal of profit maximization. Based on the description of the relevant theoretical research status at home and abroad of GX securities company customer relationship management H business department, the research the ideas and research methods; the basic situation of GX company H securities business department, organization and management mode, from the system and function structure of GX securities company business department H customer relationship management analysis of the current situation, the existing customer relationship management GX H Business Department of securities company the problem; in view of the existing problems, from customer segmentation, standardized service process and put forward suggestions to improve the GX securities business department H customer relationship management, and improve the H camp The Ministry of industry customer relationship management measures of.GX securities company is a representative of the domestic brokerage company. Through the analysis and Research on the GX securities company business department H customer relationship management, put forward a scheme of customer relationship management operation, has a certain representative. Further optimization and improvement on the other the securities company customer relationship management research, but also has a certain reference value.

【學位授予單位】：西安科技大學
【學位級別】：碩士
【學位授予年份】：2017
【分類號】：F832.39;F274

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本文編號：1706512