本文共六个章节，第一章为绪论，主要介绍本文的研究背景、目的、意义及研究
方法等，并简单介绍了国内外针对券商经营模式研究的相关文献。第二章对境外主要
是北美及台湾地区券商经营模式的介绍，以及给我国券商业带来的启示。第三章阐述
我国券商营业部当前面临的环境变化及存在的问题。第四章着重介绍 GL 证券 HZ 营业
部目前的现状及问题，通过分析得出 GL 证券 HZ 营业部转型的必要性。第五章针对 GL
证券 HZ 营业部存在的四方面问题逐一提出解决方案，其中重点介绍以客户细分理论
为指导的营业部客户服务管理办法。并结合监管层的鼓励创新的精神，介绍营业部的
相关创新业务取得的成果。第六章结论，对全文进行总结。
关键词：
GL 证券 HZ 营业部，经营模式，客户细分，创新，转型策略
Abstract
The China's securities market has developed for about 20 years, it shows two stages. On
one hand， it experienced for huge profit in early stage which refer to “the pursuit of profit
and the run monopoly operating”. On the other hand, it had suffered an industry-wide losses
state that since 2008. Therefore， this paper studies how business departments of brokers
change the single business model that depending on the market only in the securities winter,
relying on the support of the regulators’ innovation policy to transform the traditional
business model, and turning from the provider of securities trading channel to the manager
of hedging and increasing of the value of investors’ wealth through the development from
competition to cooperation with financial counterparts, in order to achieve the transformation
of the business departments.
There are totally six chapters in this paper. The first chapter is an introduction including
research background, purpose, significance and research methods etc., it also briefly
introduces the literatures and references aiming at the brokerage business model research at
home and abroad. The second chapter is introduction of overseas brokerage business models
mainly in North America and Taiwan, and the implications to China's brokerage industry.
Chapter 3 presents the internal and external changes in the operating environment , and
states the problems that our brokerage business departments currently have to face. Chapter
4 focuses on the present situation and problems of HZ Business Department of GL Securities,
and its requirement for transformation by analyzing. Chapter 5 proposes solutions to four
aspects of problems of HZ Business Department of GL Securities one by one, focusing on
introduction of customer service management methods according to the customer
segmentation theory. And this chapter also describes the results achieved in innovative
business by the business department, combined with the regulators’ spirit of encouraging
innovation. Chapter 6 is conclusion of this paper, i.e. a summary of the full text.
Keywords:
HZ Business Department of GL Securities, Business model, Customer segmentation,
Innovation, Transformation strategy
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