2023年工私人银行专户业务研究.doc

国内图书分类号： 密级：公开 国际图书分类号： 西 南 交 通 大 学 研 究 生 学 位 论 文 工商银行专户产品研究及案例分析 年 级 2023级 姓 名 刘颖 申请学位级别 工商管理硕士专业论文 专 业 工商管理 指导老师 吴风云 二零壹六年十月七日 Classified Index: U.D.C: Southwest Jiaotong University Master Degree Thesis The study of segregated account of ICBC and case analysis Grade:2023 Candidate:Liu Ying Academic Degree Applied for :Master Speciality:Business Administration Supervisor:Wu FengYun Oct 7,2023 西南交通大学 学位论文版权使用授权书 本学位论文属于 1．保密□，在 年解密后适用本授权书； 2．不保密□，使用本授权书。 （请在以上方框内打“√〞） 学位论文作者签名： 指导老师签名： 日期： 西南交通大学硕士学位论文主要工作（奉献）声明 本人在学位论文中所做的主要工作或奉献如下： 1、本文的研究对象对工行私人银行专户业务，在此之前，并无相同类型的研究论文发表。本文详细介绍了工行专户业务的开展历程并且引入具体的业务事例，所有引用数据和事例来源于实际工作，参考价值较大。 2、结合市场情况，利用SWOT方法分析了工行私人银行专户业务的优点、缺点、基于和劣势，针对分析结果提出了专户业务开展的改进建议，同时展望了专户业务未来的开展方向。 本人郑重声明：所呈交的学位论文，是在导师指导下独立进行研究工作所得的成果。除文中已经注明引用的内容外，本论文不包含任何其他个人或集体已经发表或撰写过的研究成果。对本文的研究做出奉献的个人和集体，均已在文中作了明确说明。本人完全了解违反上述声明所引起的一切法律责任将由本人承担。 学位论文作者签名： 日期: 摘 要 随着中国经济步入新常态，经济增长速度从高速转变为中高速，但与此同时从2023年到2023年，中国个人可投资资产1000万以上的高净值人群的人数和可投资资产却始终保持了强劲的增长速度。特别是资产规模在1个亿以上人群的资产，从2023年到2023年，8年的平均年化增长率为94.64%；而在同一时期，资产规模在1000万到5000万人群的资产平均年化增长率仅为35.25%，1亿元以上超高净值客户的资产增长速度大大超越普通的高净值客户资产的增长速度，这充分证明了全球高净值人群的财富越来越明显的呈现集中化趋势。作为最顶尖的财富拥有者，他们对私人银行的专户业务拥有很高的潜在需求，不仅仅要求专户产品的收益要高于普通产品，更对产品的设计模式、投资期限、流动性安排、平安性保证等等细节有了更多细致的比较。 基于上述主要原因，本文选择了国内最大的商业银行中国工商银行为例，通过对工银私人银行专户产品的介绍，详细分析了目前工银私人银行专户的开展历程和专户业务能够提供的金融效劳，并且使用SWOT方法对工银私人银行专户业务的策略进行组合分析。然后在分析结论的根底上，有针对性的提出了完善工银私人银行产品的建议，并对工银私人银行专户的开展趋势进行了预测。 另外，在本文的研究分析中，针对不同的专户类型，引用了不同的客户营销案例。希望借助实际的客户案例，突出不同专户的优势和特点。目前专户业务在国内处于刚刚起步的初级阶段，不仅仅需要业务理论的支撑、业务架构的设计，更需要营销人员勇于接受和了解新的业务，在实际工作中去推动新业务的落地，才能使理论结合实际，让专户业务在不断地尝试中获得客户反响，又通过客户反响让专户业务不断地开展，更加的完善。希望通过本文的研究，能够为工行私人银行专户业务的开展，特别是专户业务体系的完善和我国其他商业银行开展私人银行专户业务带来具有价值的参考和借鉴。 关键词：私人银行专户；SWOT；建议；开展趋势 Abstract As Chinese economic development has entered into the new normal, its economic growth rate has also turned from the high speed into the high & moderate speed, at the same time, from 2023 to 2023 actually the number and the investment assets of the high net worth individuals with the available personal investment assets with more than RMB10 million in China have always kept the powerful growth. Especially for the groups whose assets sizes are more than RMB100 million, the average annual growth rate of their assets in the 8 years from 2023 to 2023 was 4.64%; and in the same period for those groups whose assets sizes were between RMB 10 ~50 million, the average annual growth rate of their assets was only 35.25%, the asset growth rate of those high net worth individuals with more than RMB100 million assets is greatly higher than the assets growth rate of those ordinary high net worth individuals, such phenomenon completely proved the concentration trend that was more and more obviously represented by the global high net worth individuals. As the top owners of wealth, they may have much higher potential demand on the special account business of private bank, not only requiring the higher benefits of the special account products than those ordinary products, but also having more detailed comparison on the details of product’s design mode, investment period, liquidation arrangement, guarantee of security etc. Based on above reasons, in this paper Industrial and Commercial Bank of China (ICBC) was selected as the sample, though the introduction of the special account product of ICBC private bank, the development process of special account product of ICBC private bank and the financial service it could provide were also analyzed accordingly, and the portfolio analysis on the strategy of the special account product of ICBC private bank was also made with the SWOT method. Then with the basis of the analysis on the conclusion, this paper puts forward the targeted suggestion on perfecting the special account product of ICBC private bank, and forecasts the development trend of the special account product of ICBC private bank. In addition, different cases of customer marketing are quoted against different types of special account in research and analysis of this paper. Advantages and characteristics of different special accounts are expected to highlight through practical customer cases. Special account business is still at its primary stage now in China. It not only needs support of business theory and design of business structure but requires marketing personnel to bravely accept and know new business and promote launch of new business in practical work. Based on theory and practice, customer feedback for special accoun