具备地缘、人缘属性的关系型贷款是当前地方性中小银行的核心竞争，较
大型商业银行的低价格标准化交易型贷款，N 农商银行更适合发展差异化的关
系型贷款。其优势主要体现在熟悉当地，市场占有量大渠道广，具备低成本的
软信息获取能力，与客户群体长期接触更易获取非标准化的软信息。劣势则缺
乏良好的管理结构，内部缺乏有效的约束机制，其人员素质与现代化银行水平
有相当大的差距；制度不完善、技术条件落后；历史包袱沉重，使 N 农商银行
发展关系型贷款存在不小的风险。当前 N 农商银行关系型贷款的发展未能合理
利用优势，造成对私关系型贷款发展缓慢、对公不良贷款上升的问题。通过对
客户群体特征、农商银行信贷产品特点、信息获取以及人员因素四个方面。借
鉴国外成功的关系型贷款发展经验，结合农商银行的 SWOT 分析，提出针对当
前问题需要采取差异化策略增强零售业务、改进产品简化流程、借助信息获取
优势增强风险管控，优化人员配备，并加强风险管控防范道德风险
关键词：关系型贷款，农商银行，SWOT 分析，发展策略II
N rural commercial bank lending to business development
countermeasure research
Abstract
After entering the 20th century, local rural financial institutions in China&39;s economic
development has been cut. With rural credit cooperatives for rural commercial banks in transition,
based on relationship lending was more focused on the local small and medium Bank development
path. Rural commercial bank customers for small economies, lack of transparency, inadequate
against collateral, banks and the problem of asymmetric information between borrowers, resulting
in rates of bad loans rising, problems such as lack of effective delivery of bank loans. Relationship
lending technology as a loan, as opposed to using the past activities today, hard information
screen borrowers, collection of soft information to solve the problem of asymmetric information
between banks and enterprises, and help agriculture and business development. N rural commercial
bank lending, this article will present situation and problem analysis, combined with the current
advantages, and actively exploring relationship lending through domestic and international
experience of development strategies.
With geopolitical relationship lending, personal property is at the heart of current local banks
compete, prices lower than the big commercial banks standardized transactional loan N rural
commercial banks are more suitable for the development of a differentiated relationship lending. Its
advantage lies in the local knowledge, market channels, low cost-free access to information, long-
term contact with customer groups better access to non-standard software information. Weakness
is a lack of good management structure, lack of effective mechanism within, its personnel and
modernizing Bank levels there is a considerable gap; the system is not perfect, technical conditions;
historical burdens heavy, N agricultural business banking relationship lending there is no small risk.
Current n rural commercial bank lending could not progress in rational utilization of advantages,
resulting in personal relationship lending development is slow, the problem of rising bad loans.
Through rural commercial bank credit in customer characteristics, features, access to information,
as well as human factors aspects. Relationship lending development of successful foreign
experience, combining rural commercial bank SWOT analysis and differentiation strategies are
needed in view of the current issues raised strengthen retail business information advantage,
improve products streamline processes, enhance risk management and control, optimizing staffing,
and strengthen risk controls to prevent moral hazard.
Key Words： Relationship lending , SWOT analysis and development strategyIII
目 录
1 绪论 ...... 1
1.1 选题的背景与意义 .. 1
1.1.1 选题的背景 ..... 1
1.1.2 选题的意义 ..... 2
1.2 研究主要内容、方法.......... 2
1.2.1 研究内容 .......... 2
1.2.2 研究方法 .......... 2
2 文献综述与理论基础 ......... 4
2.1 文献综述 ......... 4
2.1.1 国外相关研究4
2.1.2 国内相关研究5
2.1.3 文献评述 .......... 7
2.2 理论基础 ......... 8
2.2.1 关系型信货的概念界定 ...... 8
2.2.2 关系型信货的理论基础 ...... 8
3 N 农商银行关系型贷款业务的动因与现状 .. 11
3.1 N 农商银行情况 ...... 11
3.2 N 农商银行关系型贷款发展现状 ......... 13
3.2.1 N 农商银行关系型贷款的准入 ... 13
3.2.2 N 农商银发展行关系型贷款的不足...... 14
3.2.3 N 农商银行关系型贷款发展案例 .......... 14
3.3 N 农商银行发展关系型贷款的动因 ..... 16
3.3.1 优化信用风险管理的需求 ........... 16
3.3.2 拓展信贷业务的需求 ........ 16
4 N 农商银行发展关系型贷款业务的 SWOT 分析 ....... 18
4.1 优势(S) ......... 18IV
4.1.1 扎根本地，市场占有率高 ........... 18
4.1.2 体制灵活办事高效，具备个性化金融服务基础 .... 19
4.1.3 信息获取的优势 ...... 20
4.2 劣势(W) ......... 20
4.2.1 历史包袱沉重，
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