得益于我国经济的高速发展，国内富裕人群的数量与资产规模都在不断增长，高
净值客户成为金融行业的资产管理部门最重要的客户群体，只有吸引并维护好这部分
需求庞大并且潜力巨大的客户市场，资产管理业务才能获得稳定且快速的发展。对于
期货公司来讲，传统的风险偏好较高的经纪客户有一定的积累，但是资产管理业务刚
刚起步，如何转化原有客户，同时争取更多高净值客户是资产管理业务取得发展的着
力点和突破口
Y 期货公司是一家规模较大的期货公司，率先获得了资产管理业务资格，但跟其
他金融行业的类似业务相比，高净值客户增长缓慢。如何在市场定位、产品设计、营
销渠道、客户关系上进行改进，争取并维系好高净值客户，获取客户价值，成为其资
产管理业务发展中必须解决的问题
本文以基于满意度视角的 Y 期货公司高净值客户理财服务提升研究为核心研究内
容，首先，文章回顾了期货公司、期货公司资产管理业务、高净值客户以及本文所应
用的一些金融学基础理论和学术研究成果，针对目前 Y 期货公司的发展现状、资产管
理业务、客户服务等进行了描述和分析，然后以 Y 期货公司资产管理业务高净值客户
为研究对象，对其接受的服务满意度进行问卷调查，得出分析结论。之后根据分析结
果提出通过目标人群选择、多维度服务两方面提升高净值客户满意度
关键词：期货公司，资产管理业务，高净值客户，服务策略，客户关系管理II
Research On The Inhancement Of Financial Service For
High Net Worth Customers In Y Futures Company
Abstract
Asset management business in our country has been reached to a considerable size. For banks,
securities, funds, trust and other financial institutions, its asset management business has grown
into an integral part. At the same time, as a derivative financial services industry, the futures
industry has only experienced 20 years of development in China, it is still on its infancy and
exploration stage. With the aggravation of market competition, Futures Company&39;s traditional
brokerage business is facing the problem of declining profitability. In order to make better use of
the futures industry’s advantage of avoiding market risks, preserving and increasing asset value,
in 2012, “ Implementation Measures of the asset management business in the Futures
Company” has been promulgated. Developing the asset management business, has become the
consensus of all Futures Companies.
Benefited from the high rapid development of China&39;s economy, the quantity and asset scale
of our country’s high net worth population are growing. High net worth customers are becoming
an important customer base for the asset management sector in the financial sectors. Only to attract
and maintain this customer market, asset management business can obtain a stable development.
For Futures Companies, although in the traditional brokerage business, the customers has been
accumulated, but the asset management business has just been started on the accumulation of
customers. Therefore, high net worth customers is a breakthrough point for the development of
asset management business.
As a larger Futures Company, Y Futures Company has earned the asset management
business qualification, but it is facing the problem of slow growth of high net worth customers.
How to improve the market positioning, product design, marketing channels, customer relations,
to strive and maintain high net worth customers, access to customer value, is becoming its most
important task for the development of asset management business.
This paper take the asset management business of futures companies and its financial
services for high net worth customers as the core research content. First of all, this paper reviews
the futures companies, asset management business of futures companies, high net worth customersIII
to the application and some financial basic theory and academic research results. Then described
and analyzed the current development situation of Y Futures Company, its asset management
business, customer service and so on. Taking the high net worth customers of the Y Futures
Company as the research object, the service satisfaction questionnaire is investigated, and the
conclusion is drawn. Through the choosing of target customers and the development of service
strategy, the company can improve high net worth customers satisfaction.
Key words: Futures Company, Asset Management Business, High Net Worth
Customers, Service Strategy, Customer Relationship ManagementIV
目录
1 前言..... 1
1.1 研究意义 .......1
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 2
1.2.3 研究综述 ........4
1.3 研究内容与思路........4
1.3.1 研究内容 ........4
1.3.2 研究方法 ........5
2 期货公司资产管理业务及高净值客户理论......... 6
2.1 期货公司资产管理业务........6
2.1.1 期货公司业务内容.....6
2.1.2 期货公司资产管理业务内涵和外延 .6
2.1.3 期货公司财富业务发展脉络.7
2.1.4 期货公司财富业务经济特征.8
2.2 期货公司财富业务高净值客户理论8
2.2.1 期货公司高净值客户.8
2.2.2 高净值人群的基本特征.........9
2.2.3 理财产品的高净值人群投资行为特征.........9
2.2.4 资产配置理论...........10
2.3 服务质量与客户满意度......11
3 Y 期货公司资产管理业务高净值客户服务现状.... 12
3.1 Y 期货公司简介.......12
3.2 Y 期货公司财富管
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