A银行石景山支行作为国有大型商业银行的分支机构，经过多年的发展，在个人贷款方 面取得了良好的经营业绩。2018年，A银行石景山支行与大型业务渠道建立了合作关系，与 此同时，A银行在互联网贷款、普惠金融贷款的发展也为石景山支行个人贷款业务带来了新 的发展机遇，然而，石景山支行一方面未能在渠道合作中迅速打开局面，所获得的业务量及 市场份额并没有达到预想的结果，另一方面，在互联网贷款、普惠金融贷款的发展方面，也 暴露出了很多的问题。在加速发展的目标前提下，如何解决问题，抓住发展机遇，实现个人 贷款业务的跨越式发展，成为A银行石景山支行目前需要解决的难题。因此，A银行石景山 支行需要立足自身，适应市场，制定与目前发展相适应的个人贷款业务发展策略。 本文以A银行石景山支行个人贷款业务的发展为研究对象，主要包含四个部分:首先， 参考了大量的相关文献，进行文献研究，主要研究了战略管理的工具使用、个人贷款业务的 相关理论以及国内许多学者就战略管理与个人贷款发展相结合的成果；其次，对A银行石景 山支行及个人贷款专营机构-个贷中心进行了介绍，主要包括发展历史、业务情况分析、业 务构成分析、人员配备分析、新渠道合作情况等方面，在介绍完基本情况后，针对目前发展 中表现出的问题进行汇总梳理，后采用问卷调查、深度访谈等方法，对问题成因进行了分析； 问题分析完成后，结合A银行石景山支行的自身情况，运用波特五力分析法和SWOT分析法， 分析了A银行石景山支行个人贷款业务发展的竞争力，目前情况下的优劣势以及所面对的机 遇和外部威胁。最后，在所作出的分析的基础上，在渠道策略、产品策略、流程优化、人力 资源优化、风险防控介入等方面，本着解决实际问题的宗旨，提出相应的策略和解决办法。 本文以理论与实际相结合，从A银行石景山支行个人贷款业务发展存在的现实问题出发， 以解决问题、促进业务发展为目的，通过运用战略管理的工具，结合多种研究方法，寻找问 题、分析因果、继而结合实际提出解决问题的方法和策略。最后的研究结论和策略建议中， 着重在渠道策略、人力资源优化等方面提出了实际的改进建议，具备现实的指导意义。本文 是笔者在国有大型商业银行一线经营支行多年的工作总结和经验汇总，同时碰到了前所未见 的发展机遇，一线经营支行如何抓住发展机遇、顺应市场变化、获得市场份额、实现业务的 跨越式发展是笔者所面临和需要解决的实际问题，希望笔者的研究结论能够为其他同业机构 带来一定的参考价值。 关键词：个人信贷业务、竞争分析、发展策略 II Research on the development strategy of personal loan business of bank A Shijingshan sub branch Abstract Shijingshan branch of bank A, as a branch of a large state-owned commercial bank, has achieved good business performance in personal loans after years of development. In 2018, bank A Shijingshan sub branch established a cooperative relationship with large business channels. At the same time, the development of Bank A's Internet loans and inclusive financial loans also brought new development opportunities for Shijingshan sub branch's personal loan business. However, Shijingshan sub branch, on the one hand, failed to quickly open up the situation in channel cooperation, and its business volume and market share did not reach the expected level On the other hand, there are also many problems in the development of Internet loans and inclusive financial loans. Under the premise of accelerating the development, how to solve the problems, seize the development opportunities, and realize the leapfrog development of personal loan business has become a problem to be solved by Shijingshan branch of bank a. Therefore, Shijingshan branch of bank a needs to base on itself, adapt to the market, and formulate personal loan business development strategies suitable for the current development. This paper takes the development of personal loan business of bank a Shijingshan branch as the research object, mainly including four parts: first of all, referring to a large number of relevant literature, carrying out literature research, mainly studying the use of strategic management tools, related theories of personal loan business and the results of many scholars in China on the combination of strategic management and personal loan development; second, for bank a Shijing Shan sub branch and personal loan exclusive institution - personal loan center introduced, mainly including development history, business data, business composition, staffing, new channel share, etc. after introducing the basic situation, the causes of the problems were analyzed by questionnaire survey, in-depth interview and other methods in view of the problems in the current development. After the problem analysis, combined with bank a This paper analyzes the competitiveness, advantages and disadvantages, opportunities and external threats of personal loan business development of bank a Shijingshan sub branch by using Porter's five forces analysis and SWOT analysis. Finally, on the basis of the analysis, in the channel strategy, product strategy, process optimization, human resource optimization and other aspects, in line with the purpose of solving practical problems, put forward corresponding strategies and solutions. Based on the combination of theory and practice, starting from the practical problems existing in the development of personal loan business in Shijingshan sub branch of bank a, aiming at solving problems and promoting business development, this paper uses the tools of strategic management and a variety of research methods to find problems, analyze causes and consequences, III and then put forward solutions and strategies in combination with the actual situation. In the final research conclusion and strategy suggestions, the paper puts forward practical improvement suggestions in the aspects of channel strategy and human resource optimization, which has the guiding significance. I am the author's work summary and experience summary for many years in the first line operation sub branch of large state-owned commercial banks, and at the same time, I have encountered unprecedented development opportunities. How to seize the development opportunities, adapt to market changes, obtain market share, and realize the leaping development of business are the practical problems that the author is facing and needs to solve. I hope the author's research methods and research The ideas and research conclusions can bring certain reference value for other industry institutions. Key words: Personal Loan Business, Competition Analysis, Development Strate 目 录 摘要 ................................................... I Abstract ................................................ II 第一章 绪论 .............................................. 1 1.1研究背景 ................................................... 1 1.2研究目的与意义 ............................................. 1 1.3研究内容和方法 ............................................. 2 第二章 文献综述 ......................................... 4 2.1 战略管理相关理论 .......................................... 4 2.1.1战略管理的含义与发展历史 ........................... 4 2.1.2战略管理的主要工具 ................................. 5 2.2个人贷款相关理论 ........................................... 6 2.3个人贷款业务发展策略理论 ................................... 7 本章总结 ................................................. 8 第三章 A银行石景山支行个人信贷业务发展现状及问题 ....... 9 3.1个贷中心简介 ............................................... 9 3.2石景山支行个人信贷业务发展现状 ............................ 10 3.2.1主营业务情况及品种构成 ............................ 10 3.2.2 人员构成 .......................................... 11 3.2.3合作渠道业务占比及市场地位 ........................ 12 3.3存在的问题 ................................................ 13 3.4问题调查 .................................................. 14 3.4.1对合作渠道经办人员的问卷调查 ...................... 14 3.4.2对个人贷款客户的问卷调查 .......................... 14 3.4.3对合作渠道高级管理者的访谈 ........................ 14 3.4.4对部门员工的访谈 .................................. 15 3.4.5问题原因分析 ...................................... 15 本章总结 ................................................ 16 第四章 A银行石景山支行个人信贷业务分析 ................. 17 4.1竞争环境分析 .............................................. 17 4.2 SWOT分析 ............