提 要
面对 2007 年国内金融业开始全面开放，零售业务逐步成为国内银行战略性选
择的大背景，本文揭示了作为银行网点主体的物理网点及其转型再造，对于国内
银行发展零售业务具有非常重要的价值和现实意义，并在引述评析“新网点主义”、
“网点转型”等思想理念之后，以有代表性的苏州中行为例，在全面分析评价该
行网点经营管理现状基础上，指出了要从网点市场营销、客户服务、人力资源、
业务流程、绩效管理、功能设计、网络布局等方面着手推进银行网点转型再造，
并就此给出了具体的设计推进思路。此外，还给出了该行 2006 年 7 月—12 月网点
转型工作取得的阶段性成果、突出存在的问题和对未来的一些展望。

关键词：国内银行 网点 零售业务 转型再造
作 者：伍纯刚
指导教师：孙永正
Abstract
In the face of the whole open of home finance market, and retail banking gradually
becoming the strategic choice of home banks, this thesis opens out that physical
network and its reforming & reforging has extraordinarily important value and realistic
significance for home banks to develop retail banking. And after citing and appraising
“New Networkism” and “Network Reforming”, this thesis regards BOC Suzhou Branch
as a representative example of home bank, and after analyzing and appraising of
managements actuality of BOC Suzhou Branch, this thesis indicates that the governors
of home banks should practice and push reforming & reforging of its network from
marketing, client service, human resource, business process, performance management,
function design and network distributing etc. At the same time, this thesis enumerates
some particular idea about reforming & reforging of network. In the end, this thesis
summarizes and reports some phase fruits which BOC Suzhou Branch has gained in
2006，some standing-out problems simultaneously existing , and the blue print about
reforming & reforging of network in the future.
Key words: Home Bank，Network，Retail Banking，Reforming & Reforging
Written by: WU Chun Gang
Supervised by: Sun Yong Zhen