中国商业银行大力发展个人理财业务策略研究
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摘要
商业银行个人理财业务是近几年来金融界及居民普遍关注的一个热点,是一个蕴含巨大机遇和广阔前景的市场。商业银行个人理财业务的推出不仅满足了居民日益增长的个人理财需求,而且创新和丰富了银行的业务品种,并逐步发展成为今后商业银行新的利润增长点。这对我国商业银行在2006年金融业全面开放的形势下提高自己的竞争力是十分有利的。
在过去的几年中人们认识了个人理财,但对于个人理财的真正内涵和业务内容却知之甚少。本文从个人理财的概念出发,较为全面、科学的阐述了什么是商业银行个人理财业务,它在银行现实工作中的内容及流程,并在此基础上说明了个人理财业务在商业银行业务体系中所处的环节。这有利于商业银行对自己的个人理财业务有一个准确的定位。
结合国情,本文分析了目前个人理财业务供需双方的市场状态。从银行来看,发展个人理财业务是商业银行新的利润增长点,将提高商业银行的竞争力;从居民个人来看,个人理财业务是居民金融资产多样化、差异化的需求。另外,金融创新及迎接入世后金融全面开放的挑战也要求商业银行要大力发展个人理财业务。
在分析国内外理财业务发展现状的基础上,本文总结了我国个人理财业务的特色,并分析了目前在该业务上存在的问题及其制约因素。商业银行如何大力发展个人理财业务是本文的重点。针对目前存在的问题,文章分别从目标市场划分、建立独立的业务运作系统、理财业务内容改进、个人理财定价及金融理财规划师的培养几方面进行了策略研究。
其中对理财内容改进进行了如下分析:①在做好投资理财的同时,重视生活理财的服务。在以往的研究中,普遍认为生活理财是个人理财的初级阶段,投资理财是高级阶段。本文认为这种说法是不科学的。生活理财和投资理财是个人财务规划的两个方面,并不存在谁高谁低之分。而且,目前商业银行主要缺乏的就是对生活理财的全面规划。②在个人投资理财方面增加理财品种,尤其是增加保证收益类的理财产品,这极大的迎合了中国人的投资需求和风险偏好。将现有产品进行组合创新。增加信托类的投资产品。③加强银行与保险等其他金融机构的合作。④发展网上理财新领域。
此外,个人理财定价也是本文的重点内容。本文从理财年费定价、中间业务定价、保证收益产品定价三方面研究了可实际操作的理财定价方法。其中,提出了“客户贡献度”定价法,它是权衡客户对银行贡献的基础上确定费用的一种方法。在人们关注的保证收益产品定价中,提出采用詹姆斯·E·麦克纳提(James·E·McNulty)的边际成本定价法。
在发展个人理财业务策略中,本文还论述了对国外宏观金融环境及理财业务方面的经验借鉴,如混业经营、信用制度、人力资源管理等。在文章最后提出了今后个人理财业务发展的趋势是私人银行业务,并对个人理财业务与私人银行业务的关系作了较为全面的分析。
In resent years, personal business of commercial bank is a hot topic. With the increasing demand of resident's desire of managing monetary matters, the business contains the enormous opportunities and promising future. Now, banks offer so many services in the field of personal financial services to the society, and find the new way of making profit. It will benefit commercial banks for enhancing their competitiveness in 2006 to full opening of the financial industry situation.
In the past few years people aware of personal financial business, but for the true meaning of it and operational elements are ill-informed. Beginning with the concept of personal financial business, this thesis more comprehensive and scientific expounded what is personal financial business of commercial banks, which in reality contains the contents and procedures, and personal financial business in the commercial banks which link. This is conducive to commercial banks for their own personal financial business with a precise positioning.
Integration conditions, this thesis analyzed the current supply and demand sides of the personal financial services market. As far as the banks are concerned, the development of personal financial business of commercial banks is new profit growth, which will improve the competitiveness of commercial banks; for the perspective of individual residents, personal financial business results from diversity of financial assets and differences of demand. In addition, financial innovation and the challenges of being a member of WTO also require commercial banks to develop personal financial business.
On the basis of Analysis of the current development of financial operations in the domestic and international, this article summarizes characteristic of personal financial business of China, and analyze the current problems and its constraints. How to develop personal business is the focus of this article. In view of the current problems, the article studies the strategy of target markets division, the establishment of an independent operational system, innovation of the service content, personal finance pricing and the training of financial planner.
Analysis of Innovation of the service content is as follows: First, pay attention to living finance. In previous studies, it was generally contended that living finance is initial stage of personal finance, and investment finance is advanced stage. It is unscientific. They are two aspects of financial planning. There is no distinction of higher or lower. Furthermore, commercial banks lack of financial planning for life now. Second, increase investment products, especially increasing the financial guarantee products. It is also vigorously pursuing structural financial products, establishing the portfolio of existing products and increasing the commission investment products. Third, strengthen cooperation of bank and other financial institutions. Fourth, develop internet financial management field.
In addition, personal financial pricing is the focus of this article. Three types of price------ financial year pricing, intermediate business pricing and financial guarantee products pricing are studied in this thesis. It proposes "customer contribution pricing" which is determined by weighing customers’contribution to the bank. In determining financial guarantee products pricing , marginal cost pricing of James·E·McNulty is suggested to take.
The paper also discusses the macro financial environment and financial management experience of foreign countries, which will benefit personal financial business of our country. In conclusion, this article contends that the trend of personal financial business is private banking, and analyzes the relationship between personal finance business and private banking.
在过去的几年中人们认识了个人理财,但对于个人理财的真正内涵和业务内容却知之甚少。本文从个人理财的概念出发,较为全面、科学的阐述了什么是商业银行个人理财业务,它在银行现实工作中的内容及流程,并在此基础上说明了个人理财业务在商业银行业务体系中所处的环节。这有利于商业银行对自己的个人理财业务有一个准确的定位。
结合国情,本文分析了目前个人理财业务供需双方的市场状态。从银行来看,发展个人理财业务是商业银行新的利润增长点,将提高商业银行的竞争力;从居民个人来看,个人理财业务是居民金融资产多样化、差异化的需求。另外,金融创新及迎接入世后金融全面开放的挑战也要求商业银行要大力发展个人理财业务。
在分析国内外理财业务发展现状的基础上,本文总结了我国个人理财业务的特色,并分析了目前在该业务上存在的问题及其制约因素。商业银行如何大力发展个人理财业务是本文的重点。针对目前存在的问题,文章分别从目标市场划分、建立独立的业务运作系统、理财业务内容改进、个人理财定价及金融理财规划师的培养几方面进行了策略研究。
其中对理财内容改进进行了如下分析:①在做好投资理财的同时,重视生活理财的服务。在以往的研究中,普遍认为生活理财是个人理财的初级阶段,投资理财是高级阶段。本文认为这种说法是不科学的。生活理财和投资理财是个人财务规划的两个方面,并不存在谁高谁低之分。而且,目前商业银行主要缺乏的就是对生活理财的全面规划。②在个人投资理财方面增加理财品种,尤其是增加保证收益类的理财产品,这极大的迎合了中国人的投资需求和风险偏好。将现有产品进行组合创新。增加信托类的投资产品。③加强银行与保险等其他金融机构的合作。④发展网上理财新领域。
此外,个人理财定价也是本文的重点内容。本文从理财年费定价、中间业务定价、保证收益产品定价三方面研究了可实际操作的理财定价方法。其中,提出了“客户贡献度”定价法,它是权衡客户对银行贡献的基础上确定费用的一种方法。在人们关注的保证收益产品定价中,提出采用詹姆斯·E·麦克纳提(James·E·McNulty)的边际成本定价法。
在发展个人理财业务策略中,本文还论述了对国外宏观金融环境及理财业务方面的经验借鉴,如混业经营、信用制度、人力资源管理等。在文章最后提出了今后个人理财业务发展的趋势是私人银行业务,并对个人理财业务与私人银行业务的关系作了较为全面的分析。
In resent years, personal business of commercial bank is a hot topic. With the increasing demand of resident's desire of managing monetary matters, the business contains the enormous opportunities and promising future. Now, banks offer so many services in the field of personal financial services to the society, and find the new way of making profit. It will benefit commercial banks for enhancing their competitiveness in 2006 to full opening of the financial industry situation.
In the past few years people aware of personal financial business, but for the true meaning of it and operational elements are ill-informed. Beginning with the concept of personal financial business, this thesis more comprehensive and scientific expounded what is personal financial business of commercial banks, which in reality contains the contents and procedures, and personal financial business in the commercial banks which link. This is conducive to commercial banks for their own personal financial business with a precise positioning.
Integration conditions, this thesis analyzed the current supply and demand sides of the personal financial services market. As far as the banks are concerned, the development of personal financial business of commercial banks is new profit growth, which will improve the competitiveness of commercial banks; for the perspective of individual residents, personal financial business results from diversity of financial assets and differences of demand. In addition, financial innovation and the challenges of being a member of WTO also require commercial banks to develop personal financial business.
On the basis of Analysis of the current development of financial operations in the domestic and international, this article summarizes characteristic of personal financial business of China, and analyze the current problems and its constraints. How to develop personal business is the focus of this article. In view of the current problems, the article studies the strategy of target markets division, the establishment of an independent operational system, innovation of the service content, personal finance pricing and the training of financial planner.
Analysis of Innovation of the service content is as follows: First, pay attention to living finance. In previous studies, it was generally contended that living finance is initial stage of personal finance, and investment finance is advanced stage. It is unscientific. They are two aspects of financial planning. There is no distinction of higher or lower. Furthermore, commercial banks lack of financial planning for life now. Second, increase investment products, especially increasing the financial guarantee products. It is also vigorously pursuing structural financial products, establishing the portfolio of existing products and increasing the commission investment products. Third, strengthen cooperation of bank and other financial institutions. Fourth, develop internet financial management field.
In addition, personal financial pricing is the focus of this article. Three types of price------ financial year pricing, intermediate business pricing and financial guarantee products pricing are studied in this thesis. It proposes "customer contribution pricing" which is determined by weighing customers’contribution to the bank. In determining financial guarantee products pricing , marginal cost pricing of James·E·McNulty is suggested to take.
The paper also discusses the macro financial environment and financial management experience of foreign countries, which will benefit personal financial business of our country. In conclusion, this article contends that the trend of personal financial business is private banking, and analyzes the relationship between personal finance business and private banking.
引文
1中国金融教育发展基金会金融理财标准委员会编写.《个人理财》.北京:中信出版社,2004.11.P2
2中国银行监督管理委员会《商业银行个人理财业务管理暂行办法》2005.9
3购房动机主要包括:自己居住、对外出租获取租金收益、投机获取资本利得三方面。在国外,也有出于合法避税考虑的。
4中国金融教育发展基金会金融理财标准委员会编写.个人理财.北京:中信出版社.2004.11.P3-7
5 [美]杰克·R·卡普尔李·R·德拉贝罗伯特·J·休斯.个人理财.马苏芹达兵译.第六版.上海:上海人民出版社,2004.12.P18
6 CFP Board of Standard ,Financial Planning Practice Standard 2003
7 [美]彼得·S·罗斯.《商业银行管理》.第三版.唐旭王丹译.北京:经济科学出版社,1999.3.P61
8资料来源:中诚信国际银行业数据
9孔祥毅.《宏观金融调控理论》.北京:中国金融出版, 2003.4.P157
10王松奇.2005-2006中国商业银行竞争力评价.《银行家》2006.3
11高玲.商业银行个人理财业务发展研究.重庆大学工商管理硕士学位论文. 2003.11.P10-15
12《2005年中国银行业研究咨询报告》2005.12
13中国银行业监督管理委员会:《商业银行个人理财业务风险管理指引》2005.9
14毛丹平.个人理财究竟意味着什么.《南方金融》2001.03
15李善民毛丹平.个人理财规划理论与实践.北京:中国财政经济出版社,2004.7.P52-54
16彼得·S·罗斯《商业银行管理》1999.3 330页
17郑鸣《商业银行管理学》清华大学出版社2005.4
18庄毓敏.商业银行业务与经营.第二版.北京:中国人民大学出版社,2005.8.P277
19彼得·S·罗斯《商业银行管理》唐旭王丹/等译1999.3
21黄兰.花旗银行在个人金融市场的策略及对我国银行业的启示.西南财经大学金融学硕士学位论文.2005.4.P20
22迈克尔·哈默,詹姆斯·钱匹:《企业再造》,第178页,中国金融出版社,1995年出版。
【1】中国金融教育发展基金会金融理财标准委员会谢怀筑编.个人理财.北京:中信出版社,2004.11.P2-10
【2】中国银行监督管理委员会.商业银行个人理财业务管理暂行办法. 2005.9
【3】CFP Board of Standard ,Financial Planning Practice Standard 2003.www.CFP-Board.org
【4】彼得?S?罗斯.商业银行管理.唐旭王丹等译.第三版.北京:经济科学出版社,1999.3.P61、325
【5】孔祥毅.宏观金融调控理论.北京:中国金融出版,2003.4.P157
【6】高玲.商业银行个人理财业务发展研究.重庆大学工商管理硕士学位论文. 2003.11.P10-15
【7】2005年中国银行业研究咨询报告.2005.12
【8】毛丹平.个人理财究竟意味着什么.《南方金融》.2000.3
【9】中国银行业监督管理委员会.商业银行个人理财业务风险管理指引.2005.9
【10】迈克尔·哈默,詹姆斯·钱匹.企业再造.北京:中国金融出版社,1995.P178
【11】中诚信国际信用评级有限公司.2005-2006年中国银行业展望及评级.2005.8
【12】中华人民共和国国家统计局.2005年国民经济和社会发展统计公报.2006.2
【13】2004年中国统计年鉴.见中华人民共和国国空统计局网站(www.stats.gov.cn)2005.12
【14】中国光大银行太原分行所提供本银行实际资料
【15】上海浦东发展银行太原分行所提供本银行实际资料
【16】郑鸣.商业银行管理学.北京:清华大学出版社,2005.4.P109
【17】王松.2005-2006中国商业银行竞争力评价.《银行家》.2006.3
【18】黄兰.花旗银行在个人金融市场的策略及对我国银行业的启示.西南财经大学金融学硕士学位论文.2005.4.P20
【19】[美]杰克·R·卡普尔李·R·德拉贝罗伯特·J·休斯.个人理财.马苏芹达兵译.第六版.上海:上海人民出版社,2004.12.P18
【20】李善民毛丹平.个人理财规划理论与实践.北京:中国财政经济出版社,2004.7.P52-54
【21】庄毓敏.商业银行业务与经营.第二版.北京:中国人民大学出版社,2005.8.P277
【22】[美]哈罗德·文·B·克里夫兰德托马斯·F·候尔塔斯.花旗银行.郑先炳译.北京:中国金融出版社,2005.11
【23】icbchen.美国商业银行个人理财业务.见www.boraid.com.2005.12
【24】www.personalwealth.com.2006.1
【25】www.citibank.com.cn.2006.1
【26】www.ccb.cn.2005.11
【27】Keown, A. J., 1998, Personal finance: Turning money into wealth, Upper Saddle River, NJ: Prentice-Hall, Inc.
【28】Ramaglia, J. A. & MacDonald, D. B., 1999,Personal financial management, Cincinnati: South-Western College Publishing.
2中国银行监督管理委员会《商业银行个人理财业务管理暂行办法》2005.9
3购房动机主要包括:自己居住、对外出租获取租金收益、投机获取资本利得三方面。在国外,也有出于合法避税考虑的。
4中国金融教育发展基金会金融理财标准委员会编写.个人理财.北京:中信出版社.2004.11.P3-7
5 [美]杰克·R·卡普尔李·R·德拉贝罗伯特·J·休斯.个人理财.马苏芹达兵译.第六版.上海:上海人民出版社,2004.12.P18
6 CFP Board of Standard ,Financial Planning Practice Standard 2003
7 [美]彼得·S·罗斯.《商业银行管理》.第三版.唐旭王丹译.北京:经济科学出版社,1999.3.P61
8资料来源:中诚信国际银行业数据
9孔祥毅.《宏观金融调控理论》.北京:中国金融出版, 2003.4.P157
10王松奇.2005-2006中国商业银行竞争力评价.《银行家》2006.3
11高玲.商业银行个人理财业务发展研究.重庆大学工商管理硕士学位论文. 2003.11.P10-15
12《2005年中国银行业研究咨询报告》2005.12
13中国银行业监督管理委员会:《商业银行个人理财业务风险管理指引》2005.9
14毛丹平.个人理财究竟意味着什么.《南方金融》2001.03
15李善民毛丹平.个人理财规划理论与实践.北京:中国财政经济出版社,2004.7.P52-54
16彼得·S·罗斯《商业银行管理》1999.3 330页
17郑鸣《商业银行管理学》清华大学出版社2005.4
18庄毓敏.商业银行业务与经营.第二版.北京:中国人民大学出版社,2005.8.P277
19彼得·S·罗斯《商业银行管理》唐旭王丹/等译1999.3
21黄兰.花旗银行在个人金融市场的策略及对我国银行业的启示.西南财经大学金融学硕士学位论文.2005.4.P20
22迈克尔·哈默,詹姆斯·钱匹:《企业再造》,第178页,中国金融出版社,1995年出版。
【1】中国金融教育发展基金会金融理财标准委员会谢怀筑编.个人理财.北京:中信出版社,2004.11.P2-10
【2】中国银行监督管理委员会.商业银行个人理财业务管理暂行办法. 2005.9
【3】CFP Board of Standard ,Financial Planning Practice Standard 2003.www.CFP-Board.org
【4】彼得?S?罗斯.商业银行管理.唐旭王丹等译.第三版.北京:经济科学出版社,1999.3.P61、325
【5】孔祥毅.宏观金融调控理论.北京:中国金融出版,2003.4.P157
【6】高玲.商业银行个人理财业务发展研究.重庆大学工商管理硕士学位论文. 2003.11.P10-15
【7】2005年中国银行业研究咨询报告.2005.12
【8】毛丹平.个人理财究竟意味着什么.《南方金融》.2000.3
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