在银行业竞争日益激烈的今天，商业银行要想发展壮大必须依靠机构业务强有力 的支撑，机构业务市场成了商业银行的必争之地。Y银行石家庄分行多年来的迅速成 长，培育出其发展机构业务独特的优势。本论文研究的重点内容就是Y银行石家庄分 行在认准自身市场地位的基础上，如何运用自身优势去挖掘机构业务市场份额。Y银 行石家庄分行目前机构业务的发展相对比较落后，甚至有些支行机构业务发展领域仍 是空白。本文通过研究得出Y银行石家庄分行机构业务发展落后的原因主要有以下几 方面，首先Y银行石家庄分行面向机构业务研发提供的机构产品与同业同质化严重； 其次对于机构客户的日常维护和跟踪管理机制水平较差；再次无专门负责机构业务人 员，人员兼职严重，能力欠缺；最后Y银行石家庄分行对机构业务发展过程中的风险 管控能力较低。 通过上述问题分析，论文给出Y银行石家庄分行机构业务总体发展策略，尽快适 应市场改革趋势、紧抓机构类改革发展机遇、开拓互联网信息化服务；并针对重点机 构业务提出发展策略，从发展机遇、找准关键人，如何切入业务合作等各个步骤都进 行了详细的阐述，提出发展策略实施建议，在Y银行石家庄分行系统营造机构业务工 作氛围，解决业务目标、工作统筹、压力传导、营销激情、协调机制的问题；强化机 构队伍建设，建立一套有政策研究、有工作统筹、有发展政策、有业务目标、有落实 督导的完整工作体系，解决统筹能力弱、人力精力不足、业务不持续的问题；建立机 构业务绩效考核体系，解决工作指挥棒问题；加大系统投入力度，解决业务技术支撑 问题。希望本文对Y银行石家庄分行机构业务的发展提供参考价值。 关键词：商业银行 机构业务 发展策略 策略保障 II ABSTRACT In today's increasingly fierce competition in the banking industry, the development of commercial banks must rely on the strong support of institutional business, institutional business market has become a competitive place for commercial banks. The rapid growth of Bank Y, Shijiazhuang Branch over the years has fostered its unique strengths in the development of its institutional business. The key content of this thesis is how to use the advantage of Bank Y, Shijiazhuang Branch to excavate the market share of institution business on the basis of recognizing its own market position. At present, the development of the institutional business of Bank Y, Shijiazhuang Branch is relatively backward, and even some branches are still in the blank field of business development. This paper concludes that the reasons for the backward business development of Bank Y, Shijiazhuang Branch are as follows: Firstly, the R & d-oriented products of Bank Y, Shijiazhuang Branch are homogeneous with its peers; Secondly, the daily maintenance and follow-up management mechanism level of institutional customers is poor; once again, there is no dedicated staff responsible for institutional operations, staff part-time serious, lack of capacity; Finally, Bank Y, Shijiazhuang Branch has a low level of risk management in the course of its business development. Through the analysis of the above problems, the paper gives the General Business Development Strategy of Bank Y, Shijiazhuang Branch to adapt to the trend of market reform, seize the opportunity of institutional reform and develop the Internet information service It also puts forward the development strategy for the key institutions'business, explains in detail each step from the development opportunity, finding the key person, how to cut into the business cooperation, and puts forward suggestions for the implementation of the development strategy, to create an organizational working atmosphere in the Bank Y, Shijiazhuang Branch, to solve the problems of business objectives, work coordination, pressure transmission, marketing passion and coordination mechanism, and to strengthen the building of the organizational team, to establish a complete working system with policy research, integrated work, development policy, operational objectives and implementation supervision to solve the problems of weak overall planning capacity, insufficient manpower and Energy, and unsustainable operation; Set up the performance appraisal system, solve the problem of work command stick, increase the input of the system, solve the problem of III technical support. It is hoped that this paper will provide reference value for the business development of Bank Y, Shijiazhuang Branch. Keywords: Commercial Bank, Institutional Business, Development Strategy, Strategic Guarantee IV 目 录 摘要 ............................................................................................................................. I ABSTRACT ................................................................................................................ III 第一章 绪论 .................................................................................................................. 1 1.1 研究背景和意义 ............................................................................................. 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 ...................................................................................... 3 1.2.3 对现有文献的评述 .............................................................................. 4 1.3 研究内容研究方法 ......................................................................................... 5 1.3.1 主要研究内容 ...................................................................................... 5 1.3.2 研究方法 .............................................................................................. 5 1.4研究的创新点 .................................................................................................. 6 第二章 相关概念界定及理论基础 .............................................................................. 7 2.1 商业银行机构业务发展概述 ......................................................................... 7 2.1.1 商业银行业务及其分类 ...................................................................... 7 2.1.2 商业银行机构业务 .............................................................................. 8 2.1.3 商业银行机构业务的产生与发展 ...................................................... 9 2.2发展策略相关理论和方法 ............................................................................ 10 2.2.1竞争战略理论 ..................................................................................... 10 2.2.2市场细分理论 ..................................................................................... 11 2.2.3 SWOT分析法 ..................................................................................... 12 第三章 Y银行石家庄分行机构业务发展现状分析 ................................................ 13 3.1 Y银行石家庄分行发展概况 ........................................................................ 13 3.1.1石家庄市金融机构发展概况 ............................................................. 13 3.1.2 Y银行石家庄分行发展概况 ............................................................. 13 3.2 Y银行石家庄分行机构业务发展现状 ........................................................ 14 3.2.1 Y银行石家庄分行机构业务的分类 ................................................. 14 3.2.2 Y银行石家庄分行机构业务数据统计分析 ..................................... 14 3.2.3 Y银行石家庄分行机构业务发展横向比较 ..................................... 16 3.3 Y银行石家庄分行机构业务发展存在问题及原因 .................................... 17 V 3.3.1 机构业务发展比重存在差异 ............................................................ 18 3.3.2 机构业务市场及服务处于劣势 ........................................................ 18 3.3.3 机构业务区域发展不平衡 ................................................................ 19 3.3.4 机构业务发展内部结构不均衡 ........................................................ 19 3.3.5 多因素制约机构业务发展 ................................................................ 20 第四章 Y银行石家庄分行机构业务发展的SWOT分析 ....................................... 21 4.1 机构业务发展的外部环境 ....................