理财金账户客户行为分析及业务发展策略  

The Analysis of Customer's Behavior of Elite Club Account and the Development Strategy of the Business

作　　者：杭州金融研修学院课题组 张峻 陈威吏 

出　　处：《金融论坛》2010年第7期69-74,共6页Finance Forum

摘　　要：本文通过对工商银行理财金账户客户的现状、特征及行为的分析,提出了理财金账户客户的发展策略。该策略主要包括:一是继续保持长三角地区、环渤海地区和闽粤地区的发展优势,进一步扩大中部地区、西南地区、西北地区和东北地区经济发展较快省份的客户规模;二是重点发展高收入行业客户,提升客户质量;三是全面提高达标客户覆盖率,重点是提高东部经济发达省份达标客户覆盖率;四是严把客户准入门槛,全面提高客户达标率;五是加强理财金账户客户重点资产配置;六是全面提高理财金账户客户产品渗透率。Based on the analysis of customer＇s status quo. ,：haracteristics and behavior of Elite Club Account of ICBC, this paper proposes a development strategy of customer. First, to continue the development advantages in Yangtze River Delta, the Bohai Rim region and Fujian and Guangdong, and expand the customer scale in provinces with faster economic development in the central, southwest, northwest and northeast regions. Second, to focus on the customer development of high-income industry and improve customer quality. Third, to increase coverage of customer, especially the customer that meets the standards in economically developed eastern provinces. Fourth, to set up strict access threshold for customer and comprehensively increase coverage of customer. Fifth, to strengthen the allocation of customer＇s key asset of Elite Club Account. Sixth, to comprehensively improve the penetration of Elite Club Account product.

关 键 词：工商银行 理财金账户 客户行为 产品渗透率 

分 类 号：F832.2[经济管理—金融学]