个人理财服务中的银行客户发展策略研究——以JT银行××支行为例

Study on the Customer Developmental Strategy of Personal Financial Business

客户是现代银行业竞争的决定性因素,怎样在变化无常的市场之中提高老客户忠诚度,获取新客户青睐度,是商业银行必须高度重视的问题。基于此,以客户价值为理论基础,通过衡量客户的生命周期利润,对客户进行有效细分,并对细分出的不同客户群体提出差异性的客户发展策略。

The customer is the decisive factor in bankin competition.Commercial banks must attach great importance to the issue of how to improve the old customer loyalty in the constantly changing financial market as to as access to new customers.This paper is based on the customer value theory, and then segment customers through the life cycle profit . Finally it puts forward different customer developmental strategies.