- I - 中文摘要 收单业务作为银行的一项重要业务，已渗透到企业和居民生活的诸多领域， 它改变着信息时代居民社会生活和企业的生产运作，开拓新的行业领域、商业模 式，开创新的时代。自 20 世纪 80 年代中国银行珠海分行发行第一张银行卡以来， 经过三十多年的飞速发展，国内的银行卡产业现在已经具备一定规模，收单业务 作为银行卡的衍生品也是发展迅速。但最近几年，网络和信息技术的快速更迭和 应用、支付服务不断细化，给商业银行的收单业务带来冲击。 本文将交通银行 H 分行收单业务的发展现状、存在的问题作为研究对象，采 用管理学中竞争战略的相关理论和 PEST、SWOT 等分析方法，通过对交通银行 H 分 行收单业务发展策略开展分析研究和探讨，探究该企业收单业务的优劣势情况， 通过对交通银行 H 分行收单业务发展策略的定位、举措、重点的探讨，完成发展 策略的调整。通过现有业务融合、组织平台搭建、技术整合、人才培养、资金保 障等方面为交通银行 H 分行收单业务发展策略的实施提供保障。 关键词：交通银行；收单业务；发展策略黑龙江大学硕士学位论文 - II - Abstract As an important business of the bank, receipt business has penetrated into many fields of the life of enterprises and residents. It has changed the social life of residents and the production operation of enterprises in the information age, and opened up new industry fields and business models, thus opening up a new era. Since the bank of China Zhuhai Branch issued the first bank card in the 1980s, after more than 30 years of rapid development, the domestic bank card industry has begun to take shape, and the receipt business as a derivative of the bank card has also made rapid progress. But in recent years, the rapid change and application of network and information technology as well as the continuous refinement of payment services have brought an impact on commercial Banks' receipt business. This paper takes the development status and existing problems of receipt business of H Branch of Bank of Communications as the research object, and adopts relevant theories of competitive strategy in economics and PEST, SWOT and other analysis methods, through the analysis and discussion of the development strategy of the acquiring business of H Branch of Bank of Communications, it explores the advantages and disadvantages of the enterprise’s acquiring business. Through the discussion of the orientation, measures and key points of the development strategy of H Branch of Bank of Communications, the paper completes the adjustment of development strategy. By the existing business integration, organization platform construction, technology integration, personnel training, capital guarantee, etc., it provides guarantee for the implementation of the development strategy of the acquiring business of H Branch of Bank of Communications. Key Words: Bank of Communications; Acquiring business; Development strategy目录 - I - 目录 中文摘要...........................................................................................................................I Abstract.............................................................................................................................II 绪论.................................................................................................................................. 1 一、研究背景、目的及意义................................................................................... 1 （一）研究背景............................................................................................... 1 （二）研究目的............................................................................................... 2 （三）研究意义............................................................................................... 3 二、国内外研究现状............................................................................................... 3 （一）国外研究现状....................................................................................... 3 （二）国内研究现状....................................................................................... 5 （三）国内外研究现状评述........................................................................... 6 三、主要内容和研究方法....................................................................................... 6 （一）主要内容............................................................................................... 6 （二）研究方法............................................................................................... 7 第一章 研究涉及的概念及理论.................................................................................. 9 第一节 相关概念..................................................................................................... 9 一、收单业务................................................................................................... 9 二、收单机构................................................................................................... 9 三、智能 POS................................................................................................... 9 四、移动支付................................................................................................. 10 五、发展策略................................................................................................. 10 第二节 相关理论....................................................................................................11 一、企业发展战略理论..................................................................................11 二、竞争战略理论......................................................................................... 12 三、PEST 分析............................................................................................... 13黑龙江大学硕士学位论文 - II - 四、SWOT 分析............................................................................................. 13 本章小结................................................................................................................. 14 第二章 交通银行 H 分行收单业务发展策略现状及问题........................................ 15 第一节 公司简介................................................................................................... 15 一、公司成立及发展历史............................................................................. 15 二、业务发展概况......................................................................................... 15 第二节 收单业务发展策略现状........................................................................... 16 一、收单业务发展策略现有目标................................................................. 16 二、收单业务现有主要产品......................................................................... 16 三、收单业务现有定价机制......................................................................... 17 四、收单业务现有发展能力......................................................................... 18 第三节 交通银行 H 分行收单业务发展策略存在的问题.................................. 19 一、产品功能同质化..................................................................................... 19 二、定价机制僵化......................................................................................... 19 三、商户拓展方式单一................................................................................. 20 四、营销宣传活动形式陈旧......................................................................... 21 本章小结................................................................................................................. 21 第三章 交通银行 H 分行收单业务发展的环境分析................................................ 22 第一节 收单业务发展环境的 PEST 分析............................................................ 22 一、政治环境分析......................................................................................... 22 二、经济环境分析......................................................................................... 23 三、社会环境分析......................................................................................... 25 四、技术环境分析......................................................................................... 26 第二节 收单业务发展环境的 SWOT 分析.......................................................... 27 一、优势分析................................................................................................. 27 二、劣势分析................................................................................................. 28 三、机遇分析................................................................................................. 29目录 - III - 四、威胁分析................................................................................................. 30 本章小结................................................................................................................. 32 第四章 交通银行 H 分行收单业务发展策略的调整................................................ 33 第一节 收单业务发展策略目标的调整............................................................... 33 一、目标客群调整......................................................................................... 33 二、发展目标调整......................................................................................... 34 第二节 收单业务产品结构调整........................................................................... 35 一、功能导向的产品结构调整..................................................................... 35 二、业务产品定价合理化............................................................................. 37 三、业务产品营销渠道拓展......................................................................... 39 第三节 收单业务发展能力培育........................................................................... 39 一、提升业务拓展能力................................................................................. 39 二、提升业务服务能力................................................................................. 40 三、增强业务盈利能力................................................................................. 41 本章小结................................................................................................................. 41 第五章 交通银行 H 分行收单业务发展策略实施的保障........................................ 43 第一节 人力资源保障........................................................................................... 43 一、实施人本策略......................................................................................... 43 二、注重内部营销......................................................................................... 43 第二节 组织结构保障........................................................................................... 44 一、确定牵头部门......................................................................................... 44 二、明确部门职责......................................................................................... 44 第三节 制度保障................................................................................................... 45 一、业务管理制度......................................................................................... 45 二、奖励计价制度......................................................................................... 45 三、业绩考核制度......................................................................................... 45 四、业务办理规范......................................................................................... 46黑龙江大学硕士学位论文 - IV - 第四节 技术保障................................................................................................... 46 一、加强收单产品技术创新......................................................................... 46 二、打造支付场景及风控系统..................................................................... 46 第五节 资金保障................................................................................................... 47 一、重点项目资金......................................................................................... 47 二、常规业务资金......................................................................................... 47 三、营销宣传资金......................................................................................... 47 本章小结................................................................................................................. 48 结论................................................................................................................................ 49。。。。。。以下内容略