商业银行大客户管理运作机理与创新研究

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1、华中科技大学博士学位论文商业银行大客户管理运作机理与创新研究姓名：窦荣兴申请学位级别：博士专业：管理科学与工程指导教师：陈荣秋;刘英姿20051025而忽视其衰退时期给银行带来的巨大风险。本文充分剖析商业银行大客户“双刃剑”属性，认为只有充分的识别风险，并且适时的选择退出策略，才能有效的规避大客户给银行自身带来的巨额损失。关键词：商业银行大客户管理客户经理团队潜在客户IIAbstractTheKeyCustomersdiscussedinthisthesis,referstoparticularly5%oft

2、hetopofthecustomersnamelytheyareregardedstrategicallyasthemostimportantcustomersbythevendorsintheindustrialmarket.TheKeyCustomersManagement(KCM),astrategicmanagementmethodsemployedbythevendors,istosatisfythecustomers’specificneedsbymeansofcontinuallyprovidi

3、ngthemwithcustomizedgoodsorservicessoastoincreasethedegreeofcustomer'sloyalty.ThehighlyrelatedcorequestionsofKeyCustomersRelationshipManagementoftheidentificationandclassificationofthepotentialKeyCustomersinthebank,maintenanceofteamofcustomermanagerontheKey

4、Customersandwithdrawaltimingofthecommercialbank’sKeyCustomersetcwereresearcheddeeplyinthisthesis.Theresearchputforwardthebasicmethodoftheidentificationandclassificationofpotentialcustomers,designedthemodelofteammanagementofkeycustomersmanagerandestablishedt

5、heoperationmechanismofwithdrawaltimingofthecommercialbank’sKeyCustomers.Themaincontentsincluded:1)MarketingschemeoftheidentificationandclassificationofthepotentialKeyCustomersTheauthordiscussedtheconcretemethodoftheidentificationofpotentialcustomersfromhuge

6、historicaltransactioninformationofcustomerinthebankusingthetechnologyofdataminingofrelatedanalysis,analysisoftimeseries,cluster'sanalysisandclassificationmethodetc,andproposedthebasicmodeoftheidentificationofthepotentialKeyCustomersinthebank.Furthermore,the

7、fiveimportantfactorsoftheidentificationofthepotentialKeyCustomersinthebankwereanalyzedandthetacticsofmanagementandmarketofkeycustomersthroughthemeanofKeyCustomersManagementwasputforwardinthisthesis.Manyscholarsstudiedtheidentificationmethodsofcustomers’beha

8、viorbythetechnologyofdataminingintheworld.However,thefindingsseldominvolvedtheidentificationandmarketofpotentialKeyCustomersincommercialbanks.Thefindingsofthisthesiswasveryimportantforcommercialbanksto