I 摘要 在经济转型发展的新形势下，中间业务的发展对商业银行来说显得尤为重要 目前威海市商业银行JN分行发展较为迅速，但发展动力呈下降趋势，传统优势 项目对中间业务收入的贡献度较低，优势项目竞争力弱。在此背景下，威海市商 业银行JN分行应积极拓宽中间业务发展领域，创新业务品种，提高市场竞争力， 确保竞争优势不被弱化。 本研究综合运用文献研究法、案例分析法对威海市商业银行JN分行中间业 务的发展现状进行了分析，通过对现状分析得知威海市商业银行JN分行中间业 务存在的问题主要在于中间业务规模偏小，中间业务品种缺乏特色，中间业务产 品创收能力较低，中间业务营销服务不规范。上述问题的根源在于中间业务结构 不尽合理，类型求新不足，低净值客户占用过多的经营资源，缺乏专业的营销技 能。鉴于此本文提出了参照JN市购买力挖掘需求，参照JN市生活特点挖掘市 场需求，强化JN分行工作人员拓展中间业务主动性，加强客户管理，积极对待 银行之间的合作与配合，建立与非银行金融机构关于中间业务的拓展合作伙伴关 系，控制中间业务经营成本，增加中间业务收入，规范操作过程，规范销售过程， 固化传统营销流程等威海市商业银行JN分行中间业务发展的具体策略。最后从 组织、人事、服务、风控四个方面提出了威海市商业银行JN分行中间业务发展 策略落实的保障建议。 通过对威海市商业银行JN分行的实例分析，可进一步丰富商业银行中间业 务经营相关的理论体系，为今后相关研究奠定一定的理论基矗提出一套针对威 海市商业银行JN分行中间业务的发展策略，可以为JN分行中间业务的产品设 计、战略规划以及客户定位等方面提供一定的借鉴作用。本研究创新性的提出威 海市商业银行JN分行中间业务发展要积极适应混业模式下的非银行间合作，提 出了在与其他商业银行的合作过程中，应学会取长补短，应有长远而关阔的眼光， 实现业务领域的共同开拓市尝共同分享本市经济发展的盛宴。威海市商业银行 JN分行应结合自身的优势不断拓展与证券公司、保险公司的合作，共同开发高 质量产品，以增加本行的中间业务品种，增加本行的收入来源。 关键词：商业银行；中间业务；发展策略 威海市商业银行JN分行中间业务发展策略研究 II Abstract Underthenewsituationofeconomictransformationanddevelopment,the developmentofintermediarybusinessisparticularlyimportantforcommercialbanks. Atpresent,theJNbranchofWeihaiCommercialBankhasdevelopedrapidly,butthe developmentmomentumisdeclining.Thecontributionoftraditionalsuperior projectstotheincomeofintermediarybusinessislow,andthecompetitivenessof advantageousprojectsisweak.Theheadofthecitycommercialbankproposeda ten-yearplantoincreasetheproportionofcreditspreadsandnon-creditspreadsto 5:5.Inthiscontext,theJNbranchofWeihaiCommercialBankshouldactively expandthedevelopmentofintermediarybusiness,innovatebusinessvarieties, improvemarketcompetitiveness,andensurethatcompetitiveadvantageisnot weakened. Thisstudycomprehensivelyanalyzesthedevelopmentstatusofthe intermediarybusinessofJNBranchofWeihaiCommercialBankbyusingliterature researchmethod,itisfoundthattheproblemoftheintermediatebusinessofJN BranchofWeihaiCommercialBankmainlyliesinthescaleoftheintermediate business.Small,themiddlebusinessvarietylackscharacteristics,theintermediate businessproductshavelowincome-generatingability,andtheintermediatebusiness marketingservicesarenotstandardized.Therootoftheaboveproblemsliesinthe factthattheintermediatebusinessstructureisnotreasonable;thetypeisnotnew enough,thelownetworthcustomersoccupytoomuchoperatingresources,andlack professionalmarketingskills.Inviewofthisarticle,thispaperproposestoreferto theJNcitypurchasingpowerminingdemand,refertotheJNcitylifecharacteristics toexplorethemarketdemand,strengthentheJNbranchstafftoexpandthe intermediarybusinessinitiative,strengthencustomermanagement,activelytreat cooperationandcooperationbetweenbanks,establishnon-bankingThespecific strategiesforfinancialinstitutionstoexpandthecooperativepartnershipof intermediarybusiness,controltheoperationcostofintermediarybusiness,increase theincomeofintermediarybusiness,standardizetheoperationprocess,standardize Abstract III Thesalesprocess,andsolidifythetraditionalmarketingprocessofWeihaiCity CommercialBank.Finally,fromthefouraspectsoforganization,personnel,service andriskcontrol,theproposalfortheimplementationofthedevelopmentstrategyof theintermediarybusinessofJNBranchofWeihaiCommercialBankwasput forward. ThroughthecaseanalysisoftheJNbranchofWeihaiCommercialBank,the theoreticalsystemrelatedtotheintermediarybusinessoperationofcommercial bankscanbefurtherenriched,whichwilllayacertaintheoreticalfoundationfor relevantresearchinthefuture.Asetofdevelopmentstrategiesfortheintermediary businesswhichcanprovidesomereferencefortheproductdesign,strategicplanning andcustomerpositioningofthebank'sintermediarybusiness.Thisresearchproposes thatthedevelopmentoftheintermediarybusinessshouldactivelyadapttothe non-inter-bankcooperationunderthemixedmode,andproposethatintheprocessof cooperationwithothercommercialbanks,itshouldlearntolearnfromeachother's strengths,andshouldhavealong-termandbroad-mindedapproach.TheJNbranch ofWeihaiCommercialBankshouldcontinuetoexpandcooperationwithsecurities companiesandinsurancecompaniesincombinationwithitsownadvantages,and jointlydevelophigh-qualityproductstoincreasetheBank'sintermediatebusiness varietiesandincreasetheBank'srevenuesources. Keywords:commercialbank；intermediarybusiness；developmentstrategy 威海市商业银行JN分行中间业务发展策略研究 IV 目录 第1章绪论..................................................................................................................1 1.1研究背景和意义...............................................................................................1 1.1.1研究背景.................................................................................................1 1.1.2研究意义.................................................................................................2 1.2国内外研究现状...............................................................................................2 1.2.1国外研究现状.........................................................................................2 1.2.2国内研究现状.........................................................................................3 1.2.3文献评述.................................................................................................6 1.3研究内容和方法...............................................................................................7 1.3.1研究内容.................................................................................................7 1.3.2研究方法.................................................................................................7 1.4技术路线和创新之处.......................................................................................8 1.4.1技术路线.................................................................................................8 1.4.2主要创新之处.........................................................................................8 第2章基本概念和理论基础....................................................................................10 2.1中间业务概述.................................................................................................10 2.1.1中间业务界定.......................................................................................10 2.1.2中间业务特点.......................................................................................10 2.2相关理论基础.................................................................................................11 2.2.1交易成本理论.......................................................................................11 2.2.2金融创新理论.......................................................................................12 2.2.3预期收入理论......................................................................................13 2.3本章小结.........................................................................................................14 第3章JN分行中间业务发展现状..........................................................................15 3.1JN分行的基本状况.......................................................................................15 3.2JN分行的中间业务发展情况.......................................................................15 3.2.1JN分行的中间业务产