A保险集团交叉销售研究

发布时间：2018-06-15 11:43

本文选题：保险业 + 交叉销售　；参考：《北京交通大学》2014年硕士论文

【摘要】：近年来,国内保险业发展非常迅速,各保险主体之间的竞争也愈发激烈。各保险集团为了加强自身竞争力,深度挖掘自有资源,发挥资源效应最大化,纷纷开展了旗下各保险金融子公司之间的交叉销售。在这其中,A保险集团作为交叉销售的代表之一,快速设立组织机构,建立交叉销售运营机制,大力推动交叉销售业务发展,取得了业内不俗的交叉销售业绩。但与此同时,A保险集团在交叉销售组织开展当中还存在着一些有待改进、有待提高的地方,交叉销售数据挖掘手段和工具也可以进一步丰富。本论文通过文献研究、案例分析等方式,对保险业开展交叉销售的情况进行了梳理和归类,并对其中具有典型性代表的A保险集团的交叉销售开展情况进行深入分析,分析其业务开展情况、内外部发展形势与当前企业交叉销售存在的问题。最后,论文对企业内部存在的问题和待改进的地方提出了针对性建议,并对交叉销售数据分析挖掘给出了聚类分析、关联分析等研究方法和案例模拟过程。
[Abstract]:In recent years, the domestic insurance industry has developed very rapidly, and the competition among the insurance agents is becoming more and more fierce. In order to strengthen their own competitiveness, dig their own resources in depth and maximize the resource effect, insurance groups have carried out cross-selling among their insurance financial subsidiaries. As one of the representatives of cross-selling, insurance group has set up organization quickly, set up operation mechanism of cross-selling, vigorously promoted cross-selling business development, and made great achievements in cross-selling But at the same time, there are still some improvements in the cross-sales organization, and the cross-sales data mining means and tools can be further enriched. Through literature research and case analysis, this paper combs and classifies the situation of cross-selling in insurance industry, and deeply analyzes the cross-selling situation of A insurance group, which has typical representative. Analysis of its business development, internal and external development situation and current cross-sales problems. At last, the paper puts forward some suggestions on the problems and improvement in the enterprise, and gives the research methods of clustering analysis, association analysis and case simulation for cross-sales data mining.
【学位授予单位】：北京交通大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F274;F842.3

【参考文献】