国有商业银行对企业集团客户整体营销体系研究

随着我国经济的快速发展，企业集团已经成为国民经济的支柱和商业银行市场争夺的焦点。目前，国有商业银行存在着对集团客户整体营销观念落后、联动营销缺乏合力、适应集团客户的金融产品研发滞后以及与集团客户之间信息不对称等问题。对此，作者提出了整体营销的概念，并设计了对集团客户构建整体营销体系的基本思路：建立整体联动营销机制；建立科学的整体营销绩效评价体系；建立以首席客户经理为首的客户经理小组营销组织体系；建立科学合理的内部利益共享和分配激励机制；加强对集团客户风险的集中管理和统一控制；建立以客户为中心的产品研发体系；建立企业集团客户关系管理系统等。     

商业银行实施集团客户整体营销策略研究

企业集团在经济生活中发挥着举足轻重的作用,具有业务需求量大、需求品种覆盖面广,整体抗风险能力较强的特点,是商业银行长期、稳定的利润来源。本文通过对商业银行集团客户整体营销的理论与实践分析,提出了一整套商业银行实施集团客户整体营销的策略方案:主要包括建立总行、分行、支行联动的营销模式,构建以“客户经理部”为载体的网络化营销管理模式,建立健全考核体系和分配机制,实行集团授信的方式控制关联交易风险,借助网上银行为平台推广现金管理服务,加强融资产品创新及注重有效产品服务策略等。     

商业银行实施集团客户整体营销策略研究

企业集团在经济生活中发挥着举足轻重的作用，具有业务需求量大、需求品种覆盖面广，整体抗风险能力较强的特点，是商业银行长期、稳定的利润来源。本文通过对商业银行集团客户整体营销的理论与实践分析，提出了一整套商业银行实施集团客户整体营销的策略方案：主要包括建立总行、分行、支行联动的营销模式，构建以“客户经理部”为载体的网络化营销管理模式，建立健全考核体系和分配机制．实行集团授信的方式控制关联交易风险，借助网上银行为平台推广现金管理服务，加强融资产品创新及注重有效产品服务策略等。     

客户关系管理研究——以建设银行LC分行为例

本文以建设银行LC分行为研究对象,通过细分客户,对不同客户制定不同的营销、服务方案;通过细分客户经理,明确不同岗位客户经理的职责;通过流程再造,提高营销、服务效率;通过建立公平公正的绩效考核体系,提高客户经理对客户关系管理的主动性和创造性;通过招聘壮大客户经理队伍,通过培训、考试考核提高客户经理素质并遴选专家型客户经理和产品经理,从而提高建设银行客户关系管理效率,推动建设银行各项业务的科学发展。     

县域支行客户经理现状及竞争力分析

客户经理作为工商银行业务发展和客户拓展的中坚力量,承担着市场开拓、产品营销、客户维护等多项工作,一名合格的客户经理不仅需要具备相当的产品熟悉程度、敏锐的客户发现能力,也需要具备较强的沟能协调能力和产品营销能力,这对员工的综合素质提出了很高的要求。近来来,工商银行总行和湖北省分行通过创新培训体系和选拔机制,使客户经理的技能水平和综合素质有了较大的提高,但由于地域经济发展水平的差异,客户经理结构性发展不平衡的问题仍然存在。本文以某县域支行为例,分析了县域支行客户经理的竞争力现状及产生原因,并提出了提升县域支行客户经理竞争力的具体措施及建议。     

如何建立客户营销体系

一是建立以客户为中心、以客户需求和利益为出发点的银行经营战略。二是提高客户经理队伍的综合素质，建立健全客户经理准入与退出机制。三是正确处理新老客户的关系。在积极营销新客户的同时，必须十分重视稳定现有客户，关键在于对现有存量客户资源进行整合，做到有所为有所不为，进退自如。四是加大产品的研发力度，以吸引并稳定更多顾客。五是开发个性化的产品，满足顾客的个性化需求。要善于根据不同消费群体的个性需求。     

农业银行应建立分层次营销体系

建立分层次营销体制对农业银行的经营和发展十分重要。所谓分层次的营销体制是指从总行到基层行都应设置客户经理，按不同的客户或项目级别由相应的客户经理负责营销。如属跨省、跨国集团或国家的重点项目，由总行的客户经理负责营销。这样建立自上而下全面的客户经理队伍，在市场营销中，各负其责、各司其职，从而推动农行业务的稳健发展。……     

基于Web的产品战略地图系统

产品作为商业银行的核心竞争力,在竞争激烈的金融市场中作用尤为重要。现代营销理念认为成功的营销就是要找到产品、客户、渠道、的结合点。为了进一步提升产品创新能力、畅通产品沟通渠道、支撑前台营销能力,农业银行浙江分行研发了产品战略地图系统,以实现为客户找产品、为产品找客户的战略目标,从而帮助客户经理更快、更全面地找产品、分析产品、营销产品。     

产品营销要抓好“四个重点”

一是产品经理。要实施产品经理制．进一步完善服务组织体系。产品经理与客户经理联动,将更好地利用银行的金融产品不断满足客户多样化的服务需求。二是产品组合。将传统的存款、贷款、代收代付等个人银行产品与代理营销基金、保险、债券、信托、外汇等新兴产品有机组合,根据不同客户群体的不同特征,设计不同的产品组合。三是产品创新。     

构建高效联动营销体系的有效途径

首先是广辟信息源泉,实现资源共享。搭建信息平台,加强信息收集和沟通,实现各条线间市场、客户、产品、政策制度乃至人脉关系等信息资源共享和精准营销。其次是加强机制建设,落实配套措施。成立内部联动营销工作组并明确其职能,建立动态的积分考核激励体系,完善适用于本行所有联动营销行为的工作流程。再者是创新营销手段。注重与行外相关系统、机构和单位进行沟通合作,开展联动营销。第四是善用周到服务,用巧劲打动客户。注意细节,关注客户喜好,及时了解客户及家属所想所需,在恰当时机给予客户最需要的帮助。     

Almanac of anticipations: The age of affluence—of anticipation—of anxiety—of automation—of discontinuity—of longing—of overkill—of space exploration

With this survey of developments in the futures field since 1945, I.F. Clarke completes his present series for Futures. He makes two major points: that forecasting techniques have become essential tools in the management of change; and that nuclear weapons and ecological problems have added a moral dimension to the study of the future. In the next issue of Futures he will start a new series on the range of future-thinking in the USA, from the expectations of the first settlers to the Star Wars programme.     

社会主义所有制形式的改革、完善与共产党执政能力的提高

在中国,所有制形式的调整、改革与完善,先进生产力的发展,党的执政能力建设,是社会主义建设过程中密切结合在一起的三个不同层面的发展关系.应在相互促进和共同提高中促进社会的和谐发展,保证社会主义现代化建设战略目标的顺利实现.     

基金公司经营融资融券业务的问题审视

融资融券业务正式运营已经开展,为证券市场带来了革命性的改革,作为证券市场的一大主体,基金公司面对融资融券也迎来了新的发展方向和挑战,本文从融资融券业务的运行机制入手,分析了基金公司融资融券的新契机,并对其即将面临的问题进行审视和剖析,进而提出策略建议.     

对基层人民银行科技工作的几点建议

银监会分设后,人民银行将专司货币政策、金融稳定、金融服务三大职能。作为人民银行的分支机构,基层人民银行的工作重心也将从金融监管调整到这三大职能上来。人民银行的科技部门,就要积极运用科技手段,为人民银行履行新的职能发挥“服务、支持、促进、发展”的作用。一、围绕三大职能搭建五大平台经过“六五打基础、七五作准备、八五大发展”几个阶段后,人民银行相继实现了核算电算化、清算网络化和办公信息化。特别是近一两年来,陆续开通了大额支付系统、信贷登记咨询系统、会计四集中系统、金融信息服务网站等系统,人民银行信息化水平又…     

Properties of time-series estimates of degree of leverage measures

Empirical studies suggest that time-series regression estimates of the degrees of operating and financial leverage have a tendency to produce measures less than one. According to ex ante theory, these measures should be greater than one for firms operating above the breakeven point. There have also been suggestions that the biases in these estimates may be attributable to an underlying increase in unit sales. This work presents evidence that these counter-intuitive measures are produced by changes in the firm's operating parameters (unit price, variable cost, fixed cost and interest payments). It further suggests that attempts to control for the underlying change in unit sales substantially increase the volatility of predicted estimates.     

浅议金融机构的举证责任

金融纠纷案件是当事人以存单或进账单、对账单、存款合同、保险单、票据、证券等凭证为主要证据向人民法院提出诉讼的案件,对于不同种类金融纠纷的当事人的举证责任,我国现行的金融法律、法规及司法解释有不同的规定。由于金融机构的特殊法律地位,发生金融纠纷时存在有关当事人将最后偿付风险转移给金融机构承担的主观故意,在客观上会使金融机构难以提供相应的证据来对抗不法债权人的诉讼请求,而导致金融机构败诉。为此,对金融诉讼案件中金融机构的举证责任加以研究具有重要的实践意义。     

Summary of Results of Survey of Seminar Attendees

Abstract

The Society of Actuaries undertook a three-phase research project on mortality improvement in the three NAFTA countries: Canada, Mexico, and the U.S. Phase 1 consisted of a literature review of papers on projecting mortality levels in the future and a study of the trend in mortality improvement during this century. Phase 2 consisted of a discussion of different facets of modeling mortality rates at a seminar attended by 79 experts (actuaries, demographers, economists, and medical researchers) representing different countries. The last session of the seminar consisted of the completion of a survey by the attendees to obtain input for Phase 3, which would analyze the impact of mortality improvement on the social security system of each country. This paper summarizes the results of the survey.

The survey results illustrate the difficulty in forecasting mortality levels, because the effects of many factors that could have significant impact on mortality rates are unknown. This suggests the need for dynamic forecasting, which allows for the possibility of random shocks. A majority of the survey respondents believe that stochastic forecasting models, despite their complexity, have significant potential to add value. Respondents also believe that both historical data and cause-specific mortality forecasts are useful as input and also in validating forecasts of the aggregate levels of mortality. The challenge is to develop more sophisticated forecasting models to produce results that are relatively easy to interpret and to communicate these results to the desired audiences, including the public and policymakers.

The survey results suggest that the aggregate effect of lifestyle changes, medical advances, diseases, catastrophe, and physical environmental changes is an increase in life span. However, there is much uncertainty about the future. Respondents expect that beyond the year 2020 the mean annual rate of reduction in mortality for males age 65 and over will average about 0.58% for Canada, 0.76% for Mexico, and 0.67% for the U.S. The results for the female age 65 and over population are 0.64%, 0.83%, and 0.70%, respectively. The age 65 and over population is expected to see larger percentage reductions in mortality than the 0–14 and 15–64 populations. The reductions in male and female mortality will be ultimately the same, and the mortality levels in the three countries will ultimately converge, although differences may persist for decades.     

The Usefulness of Measures of Consistency of Discretionary Components of Accruals in the Detection of Earnings Management

Abstract:  Prior research has shown the prevalence of measurement error in models used to estimate aggregate discretionary accruals. In these models, the incremental information content of the various components of accruals is ignored. Limited prior research and data gathered from firms under Securities and Exchange Commission (SEC) litigation indicate that managers use either one or more than one component of accruals simultaneously, in a consistent way to manipulate bottom-line earnings in a given direction. I propose two measures that capture the consistency between the discretionary components of accruals and test their significance in earnings management (EM) detection in firms that have artificially added accrual manipulation and firms that were targeted by the SEC for accrual manipulation. There is evidence that this information is incrementally useful in detecting EM. This finding paves the way for improvements in the discretionary accruals measure by including consistency information from the components of aggregate accruals.     

银行软件项目外包管理分析

一、引言随着国民经济的不断发展,银行业务与外部企业的联系越来越密切。银行正逐步成为现代经济活动的中心,作为数据处理核心的银行业务应用也越来越大型化、越来越复杂化,因此许多银行也把软件项目逐步由原来的自主开发转变为与公司合作的方式,或直接外包开发的方式,银行本身的技术人员也逐步由开发转向项目管理。二、项目外包的分类银行项目的外包有以下几种情况:①部分子系统外包,有时由于银行的软件项目太大,单靠银行自身的开发力量基本无法在预定的时间内完成项目,只好把相对独立的部分外包;②直接购买软件公司的成熟产品,有些金融软…