寿险交叉销售的聚类技术实务分析

现有客户的价值提升和消费潜力挖掘己经成为保险公司市场经营的首要工作。作为新兴营销方式的交叉销售正是适应了这种变化,而信息技术的发展和大规模数据处理技术的推广又为交叉销售的实施提供了可能。尤其对于我国保险行业来说,交叉销售更具有实际意义和实施优势。本文主要解析寿险交叉销售实务,为保险公司提供相关的理论与实践。     

交叉销售——我国银行业营销运作的新模式

交叉销售作为新的营销方式在我国银行领域应用具有客观必然性。银行业在开展交叉销售过程中需把握细节，发挥交叉销售的潜力与作用。     

商业银行交叉销售的现状分析与策略建议

新世纪以来,银行、保险、投资等多领域金融产品的交叉销售成为各家金融机构获取客户、服务、扩张和盈利的重要工具。文章分析了当前商业银行交叉销售的现状,指出国内银行业已取得基本确立交叉销售的经营理念和经营模式、初步建立CRM系统为交叉销售提供技术支持等成效,但仍存在市场定位不明、销售手段单一、产品缺少重点等不足。文章从客户策略、产品策略、渠道策略、服务策略、队伍策略、激励策略等方面就推进我国商业银行交叉销售提出建议。     

浅析交叉销售在我国保险业的应用

本文首先对交叉销售理论进行了简单介绍,并认为交叉销售适应中国保险业发展和竞争的需求。其次文章分析了保险业交叉销售的四个阶段,介绍了中国保险交叉销售的三种模式及发展现状,并指出我国保险业交叉销售中存在的内外部问题。最后,文章就我国保险业发展交叉销售提出了若干建议。     

对保险集团交叉销售的再认识——基于客户份额的思考

在渠道论的影响下,交叉销售仅被保险集团各子公司销售团队视为附加的销售任务。这种认识上的误区阻碍了保险集团交叉销售的发展及其功效的发挥。基于客户份额的视角,本文分析了交叉销售在保险集团子公司提升客户生命周期价值、提高销售利润、扩大市场份额、规避价格竞争以及稳定销售团队等方面的重要作用,并认为,交叉销售是各子公司发展主营业务、拓展客户资源的重要营销战略。为更好地推动交叉销售发展、发挥交叉销售功效,保险集团应首先使旗下各子公司认清交叉销售的本质与作用,并与客户建立良好关系,关注客户生命周期价值,同时强化交叉销售管理体系。     

中国保险业交叉销售有效途径分析

交又销售作为创新的营销方式,对中国保险业的发展必将起到深远的作用.本文论述了保险业开展交叉销售的作用,分析了开展交叉销售的成功案例,最后本文重点论述了中国保险业实施交叉销售有效途径.     

中国平安集团交叉销售模式分析

随着我国金融市场的进一步开放和政策的逐渐放开,"分业管理、综合经营"的经营模式正在成为我国金融企业的经营主流。保险行业也不甘落后,保险集团化经营业也出现了综合经营的趋势,典型方式就是进行交叉销售。对于拥有保险、银行、投资的中国平安来说,其不但具有很强的金融企业代表性,而且也是最早进行交叉销售的保险企业之一。基于以上的背景,本文以中国平安的交叉销售实践为个案,归纳整理了其实施的模式并提出相应的完善措施。     

商业银行轻型化发展的交叉销售策略研究

经济金融新常态下,传统银行业面临产品营销效率不断降低,经营成本不断上升,市场竞争日益激烈的金融生态环境.实施交叉销售策略,则有助于商业银行"轻装上阵",完成重资产经营结构向轻型化发展的战略转型.论文阐述了交叉销售下的商业银行轻型化发展策略,制定了交叉销售的实施流程与制度保障,通过客户关系管理(CRM)系统,交叉销售可以深耕客户资源这一价值洼地,为客户提供多元化和差异化服务,最终达到范围经济和成本领先,完成以产品主导的"红海竞争"向以客户为中心的"蓝海战略"转型.     

商业银行交叉销售的发展研究

随着同业竞争日趋激烈,商业银行面临着营销方式简单、金融产品滞销等制约业务快速发展的瓶颈,交叉销售已成为银行业竞争的重要方式之一。本文对国内外商业银行交叉销售的发展情况进行了深入分析,提出了推进我国商业银行交叉销售的建议,以期能为促进我国商业银行交叉销售和各项业务的开展提供参考。     

交叉销售与价值创新——商业银行零售业务发展战略中的蓝海

本文提出以价值创新为视角，实施以客户为中心的交叉销售，通过差异化和成本领先，达到银行和客户价值的双重提升，实现价值创新，从而开辟竞争中的“蓝海”。本文分析了中国零售银行业务实施交叉销售以及价值创新的可行性，提出顾客盈利性分析是实现交叉销售目的的关键，并从目标顾客识别、销售产品识别、销售时间识别、营销关键点识别四个方面提出交叉销售实施和改进的具体策略。     

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.     

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…     

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.     

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.     

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.     

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…     

银行管理信息平台建设发展的思考

一、目前国内银行IT发展现状及面临的问题 银行数据集中工作的完成,标志着银行的业务由电子化建设阶段转入信息化建设阶段.一方面银行数据的集中提供了丰富全面的基础数据,面对日益庞大的数据源,如何将数字转化为对银行有用的信息,并从中发现知识,为银行的经营决策提供支持,是摆在银行IT人员面前的一个亟待解决的问题.另一方面用户对银行信息的需求日益增长,如果银行没有一套完整、实用的信息管理系统,将对业务发展非常不利.南京爱立信公司倒戈花旗银行事件曾经轰动一时,其中一个重要原因就是中国本地银行不能满足爱立信全球总部对南京爱立信公司的要求:每周财务上报和每天贷款限额管理.这一事件为中国商业银行的未来发展敲响了警钟,如果不加快管理信息系统的开发,迅速提升业务管理水平,类似的事件还会接连不断地发生,并最终导致国内商业银行在同国外商业银行的竞争中全面溃败.     

Separation of Unit of Account from Medium of Exchange

The separation of a unit of account (UoA) from a medium of exchange (MoE) in the commodity–money system is investigated by considering explicitly a seller's choice of UoA in terms of either an MoE or a unit of metal weight. If the likelihood of debasement of an MoE and its rate are high enough, the price is posted in terms of a unit of metal weight rather than an MoE. Interestingly, this MoE–UoA separated equilibrium yields the flexible nominal price, whereas an MoE–UoA integrated equilibrium yields the sticky one. This implies the nominal price rigidity in the fiat‐money system where MoE and UoA are integrated.     

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.