摘要
伴随着经济发展的国际化、全球化的趋势，以及金融业自由化程度的提高，
金融同业及市场之间的竞争也日趋激烈，传统商业银行的收入及利润构成较之以
往也在朝着多元化的方向发展。因此商业银行仅依靠传统资产负债盈利模式已不
能适应时代发展的要求，必须大力发展中间业务，只有这样才能使商业银行适应
经济环境的变化，从而实现持续稳健发展的经营目标。然而，中间业务较之传统
银行业务发展时间相对较短，存在着诸多问题。如何妥善解决中间业务在发展中
出现的问题，完善发展机制，推动中间业务健康高速发展，已然成为所有银行业
必须面对的课题。在同业业务竞争日趋激烈的形势之下，中国银行甘肃分行在中
间业务发展过程中所面临的问题和存在的缺点也逐渐显现出来：相关产品种类较
少、业务量偏小、客户基础薄弱；重点业务市场营销力度不够；中间业务专业人
才匮乏，缺乏创新；产品风险管控水平不足等问题已日益暴露出来

因此如何解决这些问题就显得愈发重要。本文针对中国银行甘肃分行中间业
务发展的现状、及其与同业及境外银行的比较存在的问题，针对这些问题分为七
个部分具体分析，结合中行甘肃分行的具体情况，提出了中间业务发展的基本策
略，并为实现这些发展策略提出了具体的解决措施。本文利用商业银行经营管理
理论、SWOT分析法、市场营销理论及企业战略管理理论，将理论与实践相结合，
运用定性和定量分析相结合的方法从中行甘肃分行中间业务内外部环境因素进
行分析。运用理论分析和比较分析等方法，详细分析中行甘肃分行在中间业务发
展中存在的问题，进一步提出解决的办法和途径。研究和解决中行甘肃分行中间
业务发展存在的问题以及解决的对策和策略，不仅对中行甘肃分行的持续稳健经
营有着重大意义，而且也可以为甘肃其他金融同业的发展提供良好的指导借鉴

关键词：商业银行；中国银行甘肃分行；中间业务；发展策略MBA 学位论文 作者：施伟 中国银行甘肃分行中间业务发展策略研究
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Abstract
With the trend of internationalization and globalization of economic development, and
improve the degree of financial liberalization, financial between trade and the market competition
is increasingly fierce, the traditional income and profits of commercial Banks than in the past and
in the direction of diversification. So commercial Banks rely on traditional assets and liabilities
profit model can not meet the requirement of times development, must vigorously develop
intermediary business, only in this way can make the commercial Banks to adapt to the change of
economic environment, so as to realize the steady and continuous development of business
objectives. However, compared with the traditional banking intermediary business development is
relatively short time, there are many problems. How to properly solve the problems in developing
intermediary business, perfect the development mechanism, promoting high-speed and healthy
development of the intermediary business has become all Banks have to face the issue. Under the
increasingly fierce competition in the trade business situation, the bank of China, gansu province
and the problems faced in the development of intermediary business and the existing shortcomings
are gradually revealed: related product range, small volume, less customer base is weak; The key
business marketing is not strong enough; Intermediary business professionals lack, lack of
innovation; Product problems such as insufficient risk control level has been exposed increasingly.
So how to solve these problem becomes increasingly important. In this paper, according to
current situation of the development of the intermediary business of bank of China, gansu branch,
and the problems existing in the trade and the comparison of foreign Banks, the concrete analysis
to solve these problems is divided into seven parts, under the condition of the bank of China gansu
branch, puts forward the basic strategy about the development of intermediary business, and to
realize the development strategy on the solution of the specific measures are put forward. In this
paper, using the theory of commercial bank management, SWOT analysis, marketing theory and
enterprise strategic management theory, combining theory with practice, using the combination of
qualitative and quantitative analysis from the bank of China gansu branch of the intermediary
business internal and external environmental factors were analyzed. Using the method of
theoretical analysis and comparative analysis, a detailed analysis of the bank of China gansu
branch on the problems existing in the development of intermediary business, further put forward
the solution and way. Research and solve the existing problems in the development of
intermediary business and the bank of China gansu branch solve countermeasure and strategy, notMBA 学位论文 作者：施伟 中国银行甘肃分行中间业务发展策略研究
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only to the continuous stable operation of the bank of China gansu branch has a great significance,
but also for other financial trade development provides a good guidance in gansu province.
Key words:commercial Banks; The bank of China gansu branch; Intermediary
business; development strategyMBA 学位论文 作者：施伟 中国银行甘肃分行中间业务发展策略研究
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目录
一、引言.....1
（一）选题的背景和意义.1
（二）关于中间业务发展的国内外文献研究综述.........3
（三）研究的思路与方法.6
二、商业银行中间业务及其发展 7
（一）中间业务的含义和种类.....7
（二）中间业务相关理论及实践综述.....9
（三）国内外商业银行中间业务发展现状.......11
（四）国内商业银行发展中间业务的必要性...13
三、中行甘肃分行中间业务发展现状 ..17
（一）中行甘肃分行中间业务发展现状...........17
（二）中行甘肃分行中间业务同业及境外银行比较...22
（三）中行甘肃分行中间业务内外环境及 SWOT 分析.........27
四、中行甘肃分行中间业务存在问题及成因分析......36
（一）基础客户群规模偏低.......36
（二）传统优势业务出现下滑...36
（三）创新能力不足.......36
（四）缺乏中间业务专业人才...37
（五）对中间业务发展涉及产品风险管控水平不足...38
五、中行甘肃分行中间业务发展策略 ..39
（一）中间业务的发展目标.......39
（二）中间业务发展的指导思想和基本运作机制.......40
（三）中间业务发展的市场策略...........41
（四）中间业务发展的创新策略...........44
（五）中间业务发展的内部管理策略...45
（六）中间业务发展的风险控制策略...46MBA 学位论文 作者：施伟 中国银行甘肃分行中间业务发展策略研究
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六、实现中间业务发展策略的保障措施 ..........48
（一）树立危机意识加大科技投入.......48
（二）加强人才培养.......48
（三）健全激励约束和利益分配机制...49
（四）风险管控保障措施...........50
七、结论...54
参考文献...55
致谢...........56
作者简历..........
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