客户生命周期理论在商业银行中的应用.doc

of 16 session brought to adhere to people-oriented, all-round, coordinated and sustainable scientific development view, promoting economic and social and human development. The core of the scientific Outlook on development is people-oriented. Implement the scientific concept of development and first implementation of people-oriented requirements. Office of the Party Committee of this years work, we have to firmly establish the idea of people-oriented philosophy, richness of understanding the people-oriented, seriously implement people-oriented requirements correctly grasping the practice of people-oriented, through people-oriented three services working process, pushing the city Party Committee Office work to a new level. Investee (b) investee by people-oriented, in the final analysis is centred, human premise, a human-powered, human purpose. People-oriented thinking long. As early as the spring and Autumn period of more than 2000 years ago, Qi Guan Zhong: overlord of the beginning, and people-oriented. Principle of the solid. For thousands of years, traditional Chinese political culture there is a wide variety of people-oriented thought. Pan Gengs people to the Duke of Zhous protect and then to Confucius man, from his your KingLight to the idea of Grand boat water and then to advocate since the Han and Tang dynasties nation , these useful idea is, is the country of the people, political sources. The rulers of people, the San Zhi bei yan; the rulers of thin people, then died suddenly. The West ever since the Renaissance, it is because of the rise of humanism, really started to self awareness, self discovery and self-reflection. Predecessors in criticism of Marx and Engels thought on the basis of the outcome of, according to the great discovery of historical materialism, reveals the true nature of human existence, the ideology was essential and strongly suggests, as provided. In 1894, the Engels from Marxs writings, singled out his favorite passage for the new century weekly solemn inscriptions: there, the free development of each is the free development of all people. In modern society, people-oriented thinking more and more attention. People generally regard it as a kind of economic and social development, a principle, a requirement, as a need to maintain the interest of the people of, a pursuit, a purpose. This idea was praised, with the profound connotation and practical significance. Investee 1. people answering epistemological questions and answered the questions of methodology. People contains a profound philosophical, epistemological and methodological significance of science. Known as epistemology, refers to the theories on the relationship between knowledge and practice. In the view of Marx and Engels, man is mans world, is the State, society, and history writers and characters. In other words, the world is one world, society is human society. We know the society, starting from the people to observe; we know the practice, from the people to study; we knew Office work, from the people who set out to explore. Ignoring this, will she seek 西南交通大学本科毕业设计（论文） 第II页客户生命周期理论在商业银行中的应用年 级: 07级 学 号: 20070620211 姓 名: 彭晓斌 专 业: 市场营销 指导老师: 张红老师 二零一零年六月end to form a proper understanding. Methodology refers to methods of knowing the world, transforming the worlds theory. Historical materialism tells us that social development, leave is impossible; all social progress, leaving people unable to achieve. We do anything, must first of all take into account the human factor, to find ways to give full play to the initiative and human creativity, mobilizing peoples enthusiasm. This is the result of numerous historical practice of most of the scientific method. Emperor TaizongThe world of excellence into my opponent and Zhenguan rule, Qing Zeng Guofan to more aides for the first prerequisite Zhong XING Ming Chen, are insisting on methodology of successful models. Promoting the reform and development, construction of well-off, more demands that we as a people-oriented scientific method. We do work in the countryside, it is necessary to put farmers first we engage in State-owned enterprise reform, we must regard expanding employment as an important goal we created urban, optimization-Habitat environment must be pursued. Promotion Office, too, only mans subject status, to achieve rapid development. Investee 2. people who responded to the question, and replied to questions depending on who. Who issues, is concerned with the problem of the ruling party; depending on who issues are questions relating to the source of power of the ruling party. Look at the trend of the world, throughout the ages, no partys fate was not to be dominated by people, no Albert is not driven by the people of a nation. Our party has always attached importance to people, caring for people, his people as the coldest winter, parents of people as their own, but there were also some in adhere to people-oriented bias, war sufan expansion peacetime cultural revolution, has caused a great loss to the revolution and construction. Through history, our party proved that when people, caring for people, and along the way there is a powerful force; when to ignore peoples thinking, to ignore the interests and needs of the people, the partys cause will suffer setbacks. People-oriented, power for the people, this is the most fundamental rules governing laws, large and small, every aspect is also ruling is the most essential requirements. Set up the people-oriented concept of governance, requires us to establish the main position, everything for the masses, rely on the masses, and consciously do right for the people, show concern for the benefit of people and bring benefit to the people, real people as masters of the country, construction of the main body and the cause of main. From this perspective, adhere to the people-oriented and that is power for the people is to uphold the mass viewpoint and the mass line of the party. Office work is serving the overall work of the party. Only around the service objects, service, relying on the service principal to the service in order to Shun Water push the boat, a long-term perspective, creating impressive performance. Investee 3. people responded to a question of values, again answering Outlook on questions. Values and Outlook are an organic unity, and Outlook大学本科毕业设计（论文） 摘 要随着经济的发展，商业银行私人业务的数量急剧增加。但是私人业务的同质化使国内商业银行难以脱颖而出并与外资银行竞争，因此客户关系的有效管理成为其制胜的关键。当代，以顾客生命周期理论为指导的客户关系管理成为越来越多的银行关注的内容。当然，CRM的运用在国内还存在很多的问题，但是商业银行却在不断的摸索，寻求将以客户生命周期理论为指导的CRM系统与营销策略相结合，通过满足顾客的需求来获取胜利。With the development of economy, the number of private business of commercial bank has increased dramatically. But private businesses to make domestic commercial Banks homogeneity fore and foreign bank competition, so the effective management of customer relationships become the key of winning. Contemporary, customer lifecycle theory as the guide of customer relationship management become more and more attention of the bank. Of course, the use of CRM in domestic still exist many problems, but the commercial Banks in constant exploration, seeking to customer lifecycle theory as the guide of CRM system combined with the marketing strategy, meet the demand of customers through to get victory.关键词：商业银行；客户生命周期；客户关系管理正文：生命周期理论在企业进行管理和发展的过程中具有重要的指导意义。其中，产品生命周期理论成为大多数企业熟知并运用的指导理论，但是它是一种典型的产品导向的思维方式和营销理念。对于中国过去的几十年，这种指导思想确实指导很多企业成长。然而在买方市场条件下，这种产品导向的营销理念正受到客户导向和注重长期的客户关系的营销理念的挑战。因此，客户生命周期理论越来越受到人们的重视。越来越多的企业意识到要将客户生命周期理论运用于客户关系的管理，并根据客户生命周期的不同阶段采取不同的营销策略，以建立长期稳定的客户关系。客户关系生命周期的概念同样也是从产品生命周期概念演化而来的。它是“从动态角度研究客户关系的基础，指从一个客户开始对企业进行了解或企业欲对某一客户进行开发开始，直到客户与企业的业务关系完全终止且与之相关的事宜完全处理完毕的这段时间”。它的基本内容包括“客户关系生命周期阶段划分、客户关系生命周期模式描述、客户关系生命周期 模式分类、最优客户关系生命周期等”，其中客户关系生命周期阶段的划分是研究客户关系生命周期其他内容的基础。中国现阶段经济正处在快速发展的时候，经济的快速发展是经营理念也快速更新。基于客户生命周期理论的客户关系管理方法受到越来越多企业的重视，但是由于技术的不成熟和理念一时还难以发生改变，国内目前在这方面还处在比较落后的状态。但是，一些大型的企业在这方面的运用也获取了一定的经验。以顾客为中心，通过将顾客进行分类管理。以最合适的方式和成本吸引新顾客挽留老顾客，为企业带来丰厚的利润。不同学者对于客户生命周期理论德理解虽然大致方向一致，但是还是存在一些不同的理解。因此，学者根据个人理解把客户生命划分的方式也不一样。在此，通过中国商业银行的客户生命周期管理策略浅析此理论的用处。笔者认为，对于银行业而言，客户关系生命周期可分为潜在期、开发期、成长期、成熟期、衰退期、终止期六个阶段。1.潜在期。客户借助于一定渠道了解银行的业务，银行通过一定的投入成本开发某一区域的客户，银行与客户开始交流并建立联系，客户已进入潜在期。这一时期，客户并没有对银行做出贡献。2.开发期。银行选择目标客户群进行开发，银行此时逐渐增加投入，作为开发期，目标客户为银行所做的贡献很小甚至没有。3.成长期。银行对目标客户开发成功与否取决于客户满意度、忠诚度的提高，当客户开始信任银行，与银行频繁发生业务往来表明此时已进入成长期。这一阶段银行的投入 主要是发展投入，目的是进一步融洽与客户的关系。处于成长期的客户已经开始为银行 做贡献，银行从客户交易获得的收入已经大于投入，开始盈利。4.成熟期。此时银行与目标客户进入蜜月期，彼此之间达到了最大信任，成熟期的客户给银行带来了最大限度可能获得的市场份额，成熟的标志主要看客户与银行发生的业 务占其总业务的份额。此时银行进入收获季节，对客户的投入较少，客户为银行做出较 大的贡献。5.衰退期。出于竞争者的挑战如外资银行的进入和客户自身经营因素的影响如不能及时为客户量身定做他们所需要的金融产品等原因，银行与客户业务交易量开始逐渐甚至 下降，说明客户已进入衰退期。这一阶段，银行通常有两种选择，或者通过加大对客户 的投入恢复与客户的关系，确保忠诚度；或者权衡投入产出后决定放弃这些客户，后者往往会是由于客户自身经营危机的原因使得银行为了避免使自己产生更大的损失而不得 不做出的决策。6.终止期。客户基本上不再与银行发生业务关系，银行与客户之间的债权债务关系已经理清时，这意味着客户关系生命周期的完全终止。此时银行有少许成本支出而无收益。客户关系生命周期的长短受到各种因素的影响。对于银行业而言，要尽可能延长客户的生命周期，尤其是成熟期。成熟期的长度可以充分反映出盈利能力。面对激烈的市场竞争，工商银行要掌握客户关系生命周期的不同特点，采取不同的营销模式，提高客户的忠诚度和贡献度。国内商业银行CRM建设兴起的背景主要是今年来私人业务的迅速增加，而是年内国内商业银行私人业务量仅限于私人村狂，最近几年来私人业务发展非常快，私人客户量大量增加。第二，私人业务品种不断增加，二十年以来银行业务仅仅是属于存款、国库券，现在都是理财产品、信用卡、个贷、汽车消费、小企业贷款等等这些量越来越多。但是，国内产品和服务严重同质化，所有银行服务几乎都是一样的，同质化非常严重。所以，国内银行要想脱颖而出，只能借助客户关系管理提供一个个性化的服务，提高银行的盈利能力，增加竞争优势，抵抗外资银行进入对国内银行的冲击。但是，现在银行在客户关系管理方面还是存在着很严重的误区。国有商业银行是从计划经济体制下的专业银行改制而来，它无论在经营体制、管理机制，还是经营管理水平上都与现代商业银行的要求存在较大的差距。在国有商业银行目前的情况下实施客户经理制必将遇到的难点和障碍：1经营管理体制改革滞后于客户经理制对体制的要求。客户经理制要求商业银行必须建立全新的劳动用工制度和灵活有效、利益分配合理的经营管理体制。但从实际情况看，尽管国有商业银行近年来进行了人事制度改革、收入分配体制改革等经营管理体制改革，但计划经济体制遗留下来的权力过分集中、干部任用方面论资排辈、收入分配方面平均主义等现象还在一定程度上存在，而适应现代商业银行发展要求的激励约束机制还没有真正建立。如果没有科学合理的考核和激励机制做保障，客户经理的工作积极性就会受到打击，失去工作动力。经营体制改革的滞后将直接影响客户经理制的有效实施，成为制约制度实施的体制障碍。2对实施客户经理制的必要性和紧迫性缺乏足够的思想认识。目前国有商业银行部分员工包括相当部分高级管理人员对市场竞争形势分析不足，缺乏忧患意识和紧迫感，创新观念淡薄。不能从“以客户为中心、以市场为导向”的战略高度选择业务运作方式，在全行范围内配置多种资源，运用多种综合手段拓展和培育客户市场。不能用新的观念和标准，创造实用和富有特色的服务模式，并通过提供科技含量高和完善的综合服务功能，变脆弱的客户基础为相互依存的银企合作关系，实现银行经营方式的根本转变。3员工队伍建设与客户经理的要求存在一定差距。客户经理的职责要求其不仅要熟悉单纯的银行业务，还必须在企业经营、资本营运等各方面掌握较高的操作技巧，才能在产品组合、企业重组和金融顾问等非常规业务领域内不断创新，成为名副其实的贷款项目的调查者、新业务的开发者和推广者、低成本资金的组织者、中间业务的营销者和值得客户信赖的财务顾问。但从国有商业银行营销人员的整体素质来看，无论是群体队伍，还是单一层面，离应有标准都有不小的差距。营销人员数量少，综合素质偏低，队伍建设滞后的问题十分突出。4集中统一、适应客户经理制考核要求的考核机制尚未建立。实施客户经理制要求首先建立一个集中统一的综合考核评价体系。目前国有商业银行在内部经营管理上存在明显的机关化管理的特点。公司业务、个人银行业务、房地产金融业务、国际业务等有各自的营销人员，在客户服务的研究、提供、管理等方面缺乏统一协调的部门。同时与经营业绩挂钩的考核激励制度尚未完全建立，考核上过于分散，对不同业务的反馈、监测、分析和考核经常出现误差和脱节。5集约营销与部门服务分割的矛盾制约着客户经理的“对外作业”。目前国有商业银行内部机构设置和职能划分，主要以业务种类为标准，客户的多元化一体性需求被分割，造成在市场拓展中条块分割，多头管理。客户经理对外作业的内部条件不足，影响了市场拓展，削弱了市场竞争能力。客户经理制的实施要求重组国有商业银行的经营管理体系，打破原来的部门设置和职能分工，建立全新的机构设置模式。6服务手段落后，金融创新不足。目前国有商业银行对客户服务的技术手段落后，业务品种少，必然牵制和影响客户经理对客户服务的质量和营销的层次。客