Please use this identifier to cite or link to this item: http://hdl.handle.net/11455/24293
標題: 銀行往來關係與客戶貢獻度之分析 -以S銀行某分行為例
An Analysis on Banking Relationship and Customer Contribution-A Case Study for S-Bank T-Branch
作者: 蕭宏裕
Hsiao, Hung-Yu
關鍵字: banking transactions
銀行往來關係
customer contribution
客戶貢獻度
出版社: 高階經理人碩士在職專班
引用: 壹、中文部份 江惠櫻 (2001),”商業銀行對企業授信決策考量因素與授信品質之關係” ,靜宜大學企業管理研究所碩士論文。 李婉慈 (2000),”銀行往來關係與公司經營績效及財務危機之關聯性分析”,中正大學財務金融研究所碩士論文。 林柏良 (2003),”銀行往來關係、融資限制與投資”,真理大學管理科學研究所碩士論文。 唐于雅 (2003),”銀行往來關係對中小企業借款條件與授信風險之影響”,政治大學財務管理研究所碩士論文。 陳家彬、賴怡洵 (2003),”銀行往來關係和授信行為之研究”,經濟論文第231卷,第3期。 陳錦村 (1998),”競爭、往來關係與銀行授信行為之研究”,中國財務學刊第5卷,第3期。 陳錦村 (1999),”客戶利潤貢獻制度與授信訂價決策之研究”,金融財務,第2期。 陳龍森 (2004),”銀行往來關係對授信條件與授信風險影響之研究”,中興大學企業管理研究所高階經理人碩士在職專班論文。 陳盈樺 (2000),”台灣地區銀行與企業融資關係之探討-主力銀行機制”,銘傳大學金融研究所碩士論文。 張家銘 (2005),”銀行往來關係與授信條件及企業對銀行利潤貢獻之關聯性分析”,中興大學企業管理研究所高階經理人碩士在職專班論文。 賴泫儒 (2002),”集團企業融資行為與往來銀行關係之研究”,逢甲大學財務金融研究所碩士論文。 貳、西文部份 Agarwal, R. and J. A. Elston (2001). “Bank-firm relationships, financing and firm performance in Germany” Economics Letter, 72, 225-37. Berger, A. and G. Undell (1995), ”Relationship lending and lines of credit in small firm finance”, Journal of Business, 68, 351-381. Berger A. N. and G. F. Undell (2002), ”Small business credit availability and relationship lending: The importance of bank organizational structure”, The Economic Journal, 112, 32-35. Boot, A. W. A. and A. V. Thakor (1994), “Moral hazard and secure lending in an infinitely repeated credit market game”, International Economic Review, 35, 899-920. Cole, R. A. (1998), “The importance of relationships to availability of credit”, Journal of Banking and Finance, 22, 959-977. Diamond, D. W. (1989), “Reputation acquisition in debt markets”, Journal of Political Economy, 97, 828-862. Diamond, D.W. (1991), “Monitoring and reputation: the choice between bank loans and directly placed debt”, Journal of Political Economy, 99, 689-751. Datta S., Mai I. D., and Ajay P. (1999), “Bank monitoring and the pricing of corporate public debt”, Journal of Financial Economics, 51, 435-449. Degryse, H. and P. Van Cayseels (2000), “Relationship lending within a bank-based system: evidence from European small business data”, Journal of Financial Intermediation, 9, 90-109. Hoshi, T., Kashyap, A. and Scharfstein, D. (1991), “Corporate structure, liquidity, and investment evidence from Japanese industrial groups“, Quarterly Journal of Economics, 106, 33-60. Kane E. and B. G. Malkikel (1965), “Bank portfolio allocation, deposit variability, and the availability doctrine”, Quarterly Journal of Economics, 79, 113-134. Nakamura L. I. (1993), ”Monitoring loan quality via checking accounting anyalysis”, Journal of Retail Banking, 14, 16-34. Peterson M. A. and R. G. Rajan (1994), “The benefits of lending relationships: evidence from small business data”, Journal of Finance, 49, 3-37. Peterson M. A. and R. G. Rajan (1995), “The effect of credit market competition on lending relations”, The Quarterly Journal of Economics, 110, 407-443. Von Thadden E. L. (1992), ”The commitment of finance, duplicated monitoring and the investment horizon”, Unpublished manuscript, Basel Universitry.
摘要: 本研究以某全國性商業銀行某中部分行2006年-2010年五年間客戶合計貢獻度前150大為樣本,實證探討銀行往來關係與貢獻度的影響,其中銀行往來關係主要從客戶別、企業規模、貢獻度內容(存款與放款)、銀行往來年數、連續往來期間等構面,透過排序及交叉比對來進行實證分析,主要實證結果如下: 銀行往來客戶中,公司戶的貢獻度由於與銀行往來項目較為頻繁與多樣化,交易金額較大所產生的貢獻度比重也較個人戶的貢獻度高;而隨著全球貿易自由化興起,企業國際化的腳步更快,OBU公司戶扮演的角色也更加重要,其所產生的貢獻度已不亞於DBU公司戶。 若就公司戶的規模而言,中小企業由於資訊透明度低,對銀行存在較嚴重的資訊不對稱現象,議價能力較無彈性,銀行在這一屬性的客戶中可以取得較大優勢,所以產生的貢獻度較大企業來得顯著。在分析客戶貢獻度的內容時,雖然看出放款貢獻度仍是銀行獲利的主要來源,但是存款及財富管理客戶所創造的非利息性收益的表現確實令人興奮,說明了銀行在擴大非利息性收益的客戶方面有很好的努力成果。 在客戶往來年數的分析部份看出與銀行往來年數10年以上的客戶佔比較樣本的4成3,而連續往來5年以上的客戶貢獻度也佔了比較樣本的5成3這也說明了銀行在永續經營的過程中老客戶仍然是維持分行經營的基本盤,如何深耕優良的企業客戶是銀行業在拓展客戶關係管理的首要課題。
This research was based on the data collected from the highest one hundred and fifty customer contributions of a nation-wide commercial bank's branch in central Taiwan between year 2006 and 2010. The substantive research on the correlation between banking relationship and contribution involved the analysis of customer industry, business size, contribution details (loan and deposit), dealing years of banking relationship, duration of banking transactions, and by sorting and cross-matching to empirical analysis, the major findings were as follows: Among the customers, corporate accounts contributed more than individual accounts due to the more complicated and diverse banking services and also the higher transaction amounts. Followed by the booming of Global Trade Liberalization, corporations were globalizing in an even faster pace. Thus the role of OBU (offshore banking unit) had become even more important, and its resulting contribution had outperformed DBU (domestic banking unit). As far as the size of corporate accounts is concern, since small and medium-sized firms are less transparent, there is an imbalance of information and thus their ability to negotiate price has become less flexible. The bank benefited from these groups of customers, and obtained greater contribution from these customers than giant corporations. During the analysis of contribution details, although we can see loan contribution was still the major component of the bank's profitability, the performance of non-interest revenue generated through deposits and wealth management was exciting. It proved that the bank's effort to expand non-interest revenue was fruitful. Among the data collected on customer‘s years of banking relationship, those who had more than 10 years made up 43%, and those who with 5 years or more made up 53%. It was evident that in the process of the bank's sustainability management, loyal customers were still the key streams in branch's operation. The primary issue of customer relationship management lay in how the bank maintains corporate clients.
URI: http://hdl.handle.net/11455/24293
其他識別: U0005-1108201123285500
文章連結: http://www.airitilibrary.com/Publication/alDetailedMesh1?DocID=U0005-1108201123285500
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