工商银行专户产品研究及案例分析

发布时间：2018-05-19 23:20

本文选题：私人银行专户 + SWOT　；参考：《西南交通大学》2016年硕士论文

【摘要】：随着中国经济步入新常态,经济增长速度从高速转变为中高速,但与此同时从2008年到2015年,中国个人可投资资产1000万以上的高净值人群的人数和可投资资产却始终保持了强劲的增长速度。特别是资产规模在1个亿以上人群的资产,从2008年到2015年,8年的平均年化增长率为94.64%；而在同一时期,资产规模在1000万到5000万人群的资产平均年化增长率仅为35.25%,1亿元以上超高净值客户的资产增长速度大大超越普通的高净值客户资产的增长速度,这充分证明了全球高净值人群的财富越来越明显的呈现集中化趋势。作为最顶尖的财富拥有者,他们对私人银行的专户业务拥有很高的潜在需求,不仅仅要求专户产品的收益要高于普通产品,更对产品的设计模式、投资期限、流动性安排、安全性保证等等细节有了更多细致的比较。基于上述主要原因,本文选择了国内最大的商业银行中国工商银行为例,通过对工行私人银行专户产品的介绍,详细分析了目前工行私人银行专户的发展历程和专户业务能够提供的金融服务,并且使用SWOT方法对工行私人银行专户业务的策略进行组合分析。然后在分析结论的基础上,有针对性的提出了完善工行私人银行产品的建议,并对工行私人银行专户的发展趋势进行了预测。另外,在本文的研究分析中,针对不同的专户类型,引用了不同的客户营销案例。希望借助实际的客户案例,突出不同专户的优势和特点。目前专户业务在国内处于刚刚起步的初级阶段,不仅仅需要业务理论的支撑、业务架构的设计,更需要营销人员勇于接受和了解新的业务,在实际工作中去推动新业务的落地,才能使理论结合实际,让专户业务在不断地尝试中获得客户反馈,又通过客户反馈让专户业务不断地发展,更加的完善。希望通过本文的研究,能够为工行私人银行专户业务的发展,特别是专户业务体系的完善和我国其他商业银行开展私人银行专户业务带来具有价值的参考和借鉴。
[Abstract]:As China's economy enters the new normal, the rate of economic growth changes from high to medium speed, but at the same time from 2008 to 2015, The number of high net worth individuals with more than 10 million individual investable assets and investable assets have remained strong growth rates in China. In particular, assets with assets of more than 100 million people grew at an average annual rate of 94.64 per cent over the eight years from 2008 to 2015, while in the same period, The average annual growth rate of assets in the population of 10 million to 50 million is only 35.250.The growth rate of assets of ultra-high net worth clients over 100 million yuan is much faster than that of ordinary high net worth clients. This fully proves that the wealth of the world's high net worth is becoming more and more concentrated. As the top wealth-holders, they have a high potential demand for private bank accounts, not just to get more revenue from proprietary products than from ordinary products, but also to design models, invest in terms of maturity, and make liquidity arrangements. Security guarantees and other details have more detailed comparison. Based on the above main reasons, this paper chooses the largest commercial bank in China, Industrial and Commercial Bank of China, as an example, through the introduction of ICBC's private bank special account products. This paper analyzes in detail the development course of ICBC's private bank account and the financial services which can be provided by the bank's private bank account business, and makes a combination analysis of the ICBC's private bank's private bank account business strategy by using the SWOT method. Then, on the basis of the analysis, the author puts forward the suggestion of perfecting ICBC's private bank products, and forecasts the development trend of ICBC's private bank account. In addition, in the research and analysis of this paper, different customer marketing cases are cited for different special account types. Hope to use the actual customer cases, highlight the advantages and characteristics of different special accounts. At present, the special account business is just in its infancy in China. It not only needs the support of the business theory, but also the design of the business structure, but also requires the marketers to accept and understand the new business and promote the landing of the new business in the actual work. In order to combine theory with practice, we can get customer feedback from the special account business in constant attempt, and make the special account business develop continuously through customer feedback, and make it more perfect. It is hoped that this paper will bring valuable reference to the development of ICBC's private bank special account business, especially the perfection of the special account business system and the development of private bank special account business by other commercial banks in China.
【学位授予单位】：西南交通大学
【学位级别】：硕士
【学位授予年份】：2016
【分类号】：F832.33

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