基于贡献度分析和客户关系的商业银行贷款定价方法研究

Study of Loan Pricing Method Based on Contribution Analysis and Customer Relationship by Commercial Banks

随着我国银行业改革的深化和利率市场化进程的加快,为竞争到更大的市场份额,商业银行逐步意识到为各种产品定价的重要性。本文设计了一种基于贡献度分析的贷款定价方法,该方法专门针对大型优质客户,它从银行与客户的整体关系入手,计算出包括贷款在内的一系列产品价格组合,帮助银行确定出有竞争力的价格。本文认为,无论是贷款定价还是其他业务产品定价,定价的过程是银行对客户关系的全面衡量过程,因此,贷款定价实际上是在为整个客户关系定价;本文详细讨论了该定价方法的计算过程和适应条件,并对方法本身进行了较全面的评价。

With the deepening of the reform of our banking industry and speedi ng up of marketization of interest rate, commercial banks are gradually aware of the importance of setting price on various products. In the present paper, a co ntribution-based pricing method targeted on large VIP customers is designed. Whi le the overall relationship between banks and customers is considered, a price m ix for a series of products including loans is worked out through calculation to help banks set a competitive price. It is believed that pricing, whether of lo ans or of other products, is a process in which banks review their customers' relationship in an around way. Because, pricing of a loan is, after all, setting a price on the entire customers' relationship. Such a pricing method is disc u ssed in details in terms of calculation process and conditions for application a nd is evaluated completely.