一、我国区域机构信用卡业务的发展与问题分析

自1985年中国**发行国内第一张信用卡——中银卡以来，信用卡业务在我国经过最初的市场培育阶段后，迎来了迅速上升的发展阶段。截至2007年底，中国信用卡发卡量达到9976万张，较2006年增长69.65%，用户规模为3177万，同比增长54.22%。基于**的推广力度逐渐加强，用卡环境的不断完善，社会群体对信用卡的认知度的增强，便利支付、还款渠道的拓展，**风险控制能力的加强等因素的影响，2008年中国信用卡用户量有望达到4500万，信用卡市场规模将达到1亿4千万张。在信用卡业务规模不断扩大的同时，国内发卡机构大量增加，竞争也趋于白热化，截至2007年10月末，中国信用卡发卡机构达15家，信用卡发卡量已超过5000万张。在我国信用卡业务爆发式增长的同时，我国区域性**机构（以下简称“区域机构”）的信用卡业务却处于起步阶段，面临着激烈的市场竞争。

我国区域机构主要包括城市商业**、城市信用合作社、农村商业**、农村合作**、农村信用合作社等5类金融机构。随着我国经济改革的不断深化，中小企业的数量大量增加，这为区域机构信用卡业务的发展创造了良好的市场基础。信用卡的产生是经济发展到一定阶段的产物，中国地区经济发展不平衡，农村区域性金融机构信用卡业务受到资金和技术上的制约。近年来，区域机构发展信用卡业务过程中突出地显示出资本金不足、从事信用卡业务的专门人才缺乏、产品和服务创新能力不足、社会对其信用产品认同度低、营业网点少客户资源相对较少、难以形成规模经济等问题。目前，我国许多区域性**业机构在资本充足率、不良资产比例、流动性等方面也不能完全符合开办信用卡业务的要求，这些因素都成为其发展信用卡业务的“瓶颈”。 此外，由于业务规模等原因，致使区域机构在信用卡业务和技术方面往往得不到卡组织的有效支持。区域机构的信用卡业务与四大商业**、招商**和广东发展**相比，其市场占有比例仍然很低。

二、我国区域性**机构发展信用卡业务的实施策略

1.依托银联体系，降低发卡成本

首先，中国银联已经建立了强大的新型电子支付服务平台，依托这一平台，区域机构可以为其客户提供更为多样化的支付服务，弥补其网点不足的缺陷。其次，区域性**业机构可以通过委托第三方专业化服务机构，开展发卡数据处理外包、主机托管和灾难备份等业务，以减少信用卡发卡系统投入，降低发卡成本。目前，国内已有兴业**、民生**、南京商业**、宁波商业**等几十家**，通过第三方服务解决了信用卡发卡系统一次性投入过高的问题，有效降低了信用卡经营成本。再次，同地方政府、其他区域机构、企业发行联名卡，将成为区域机构信用卡业务发展的一种趋势。区域机构应加强与相关方面的业务合作，并借助中国银联自身的各类资源，努力促成上述合作的展开。

2.发挥自身优势，提供个性化信用卡产品

当前，我国区域机构营业网点占全国**网点数的一半左右，具有贴近消费者的特点，其很大一部分客户是中小企业、农民和农村外出务工人员。首先，在外观设计上要展示其个性化特征，如有的**推出了透明的信用卡和照片卡。这些发行带有独特个人印记的信用卡除了可以造就产品的差异化，也可以进一步保障信用卡的安全性。**在信用卡营销中还应重视品牌的树立与维护， 通过创立品牌来吸引消费者，加强产品的差异性。其次，提供个性化产品的前提需要先有针对性准确地进行市场细分，区域机构应根据各个细分市场的特点设计出个性化产品并制定相应的营销策略。例如，当前有些**推出的“农民工信用卡特色服务”、“柜面通”、“奥运主题的信用卡”等，都受到了欢迎。

3.加快技术创新，完善信用卡服务体系

当今，**卡客户服务已经完全依赖于计算机、网络和通讯技术。首先，利用 IT 系统对业务人员和业务过程进行整顿，对企业的客户资源进行管理，对客户的构成和历史交易进行系统分析。其次，开拓新兴办卡渠道，随着信用卡产业的快速发展，信用卡的办理渠道呈现多样化，诸如我爱卡网站这样的网上办卡渠道以其方便快捷的特点吸引到13.89%的用户，成为重要的新兴办卡渠道。再次，区域机构经营信用卡的业务基础比较薄弱、客户资源相对有限，应加强客户关系管理。为此，区域机构要收集市场信息和客户需求，找出真正的盈利客户，对其进行市场营销，为之提供互动式和人性化的服务，进而了解客户的真实需求，并提高客户的忠诚度，进而提高服务的广度和深度。

4.完善治理结构，进行专业集约化经营

首先，专业化发展为区域机构在不必付出巨额投资情况下进入发卡市场提供了条件，如2002年进入中国市场的美国第一数据公司、2003年成立的中国银联数据服务有限公司及其他的一些外包服务公司开始在制卡、账单打印、数据资料录入、销售代理、账款催收等领域向**提供服务。其次，集约化经营是我国信用卡业务业务的发展趋势，目前招商**、建设**、工商**、中国**和广发**等专门设立了自己的信用卡中心，通过引进国外的软硬件设备和专家队伍初步实现了信用卡业务从卡申请到授权、结算等业务的集中批量化处理。我国区域机构应抓住改革和重组的机遇，进一步完善治理结构，建立良好的经营管理机制，促进信用卡业务的全面快速发展。

Interest rate marketability and our country State-owned Commercial bank countermeasure

Interest rate marketability connotation

The so-called interest rate marketability, is refers to the money market fund supply and demand both sides independent determination interest rate level interest rate decision mechani** vicissitude process 。Says specifically, the interest rate marketability is refers to the Central Bank to need to regulate the datum interest rate according to the monetary policy, various commercial bank saves the loan interest rate according to the fund market supply and demand change independent adjustment, Finally forms take Central Bank datum interest rate as the guidance, multi-level, can manifest fund supply and demand condition and the reflection Central Bank monetary policy intention interest rate operational mechani** fully。The interest rate marketability emphasis interest rate really reflected the fund cost and the supply-demand relation, effectively display its economical leverage nimbly。

一. Our country interest rate marketability reform existence question

Is opposite says in the Chinese economic reform and the opening to the outside world overall step, the interest rate marketability reform progresses slowly. Looked on the present situation that, our country not yet completely realizes the interest rate marketability, the interest rate control creates the interest rate this important price release lever to receive the serious restraint in the resources disposition aspect function, the interest rate structure distortion. Our country interest rate system marketability degree quite is also low, mainly displays in following several aspects:

1. The interest rate control degree is high, the interest rate level and the structure are incompatible, and the bank independency is restricted. The current our country interest rate policy movement environment controls the interest rate primarily, the interest rate level decision, the difference interest rate policy making and so on the related interest rate each aspect policy all by the government strict control, displays the high planning and closeness.

2. The interest rate level determination has certain subjective blindness; the rate adjustment flexibility is insufficient. At present our country interest rate level decision is makes by the monetary policy committee, the interest rate decision-making power high degree of concentration in the central authorities, the interest rate formulation and the adjustment has the serious time lag effect.

3. Lacks the effective market datum interest rate. On November 1, 2003, the NAP Standing Committee Cheng Sewer, vice chairman of the Forum, said: "The market-oriented interest rates, the key is to set the benchmark interest rate. The benchmark interest rate is determined, in order to determine the interest rate structure, risk structure. No established the benchmark rate, the interest rate market is a empty sentences. "Benchmark rate in the entire interest rate system has played a core role and prevents other interest rates, in a sense, the benchmark interest rate options and determine the interest rate market is the core of the reform steps.

二．Implements the interest rate marketability state-owned commercial bank significance

First, is advantageous to the expansion state-owned commercial bank right of autonomous management, the enhancement competitive power. After the interest rate lets loose, the bank had the independent fixed price power, may use this kind of right to independence and its flexible full display fully. The various countries' reform experience indicated that, after the interest rate marketability, the deposit real interest rate all has the different scope raise. The real interest rate rise will have the positive influence to the deposit, the attraction fund from bank systems and so on the stock market, black market accepts the human bank system, the enhancement commercial bank's competitive power. Next, is advantageous in raises the state-owned commercial bank management level. The interest rate marketability causes the fund price to let loose truly. Price competition between the banks presents the new ball game from this. But the price competition must rise take the low cost fund as the backing. In order to gain the low cost capital source, various bank in the financial product, the marketing strategy, service method general unfolds manager respectively, this will intensify inevitably the competition intense degree, will urge the bank change management way, who will grasp is initiative who to be able to obtain market (In the new situation, the commercial bank guild cared about the interest rate market change situation and the international interest rate undulation tendency, and according to own situation, determines the cost scientifically, formulates the price reasonably, the enhancement economic accounting, strengthens its profit ability. It can be said that, the interest rate marketability reform, the interest rate production mechani** transformation, is to a commercial bank management and operation from inside to outside comprehensive forging. Is once more advantageous in creates a relatively fair competition environment. The interest rate marketability and the money market consummation is a process which complements one another. The developed money market is the interest rate marketability reliable guarantee. Because in the developed consummation money market, the financial tool type is rich, financial main body multi-dimensional, the financing way is diverse, the competition is full, the interest rate can reflect fully the fund price, can guide the resources reasonable disposition, enhances the resources use efficiency. Otherwise, the interest rate marketability can promote the money market development consummation; The money market is the interest rate marketability advancement beginning, also will be carries on the risk management to the interest rate the place, the interest rate system change promotes the money market development. Finally, is advantageous in speeds up the microscopic main body the property right reform, interest rate marketability important condition is the state-owned enterprise and the state-owned commercial bank's property right must be clear. The property right is not clear, is not strong to the interest intrinsic budget restraint, exceeds the time limit the risk responsibility to attenuate, and cannot be keen to the interest rate reflection. At present, our country State-owned Commercial bank and very big part of state-owned enterprise's property right slurred, the interest rate market changed into its reform to provide the power, on objective impelled their property right reform.

三．The interest rate marketability causes the state-owned commercial bank faced with to challenge sternly

The interest rate marketability, is the historical stage which our country Commercial bank must pass through, can impel our country State-owned Commercial bank enormously the reform. But after the interest rate marketability, the interest rate level change does not decide, Our country Commercial bank which survives under the control possibly can develop the new financial tool for a long time to dodge the interest rate risk without enough time, will certainly to face the stern challenge, this displays in:

1．

Has enlarged the bank rate risk. After the interest rate marketability, the interest rate level ascension and the irregular undulation enlarge, intensified the bank vulnerability, ha have enlarged the bank rate risk. After the interest rate marketability, the interest rate level ascension and the irregular undulation enlarge, intensified the bank vulnerability, have the possibility to cause the bank crisis extremely the occurrence. As a result of our country long-term interest rate control, the interest rate by artificial force down, after the interest rate is let loose, the interest rate level can elevate inevitably. The ****ysis indicated that, in the credit activity, along with the real interest rate enhancement, the risk borrower more will become the bank by chance the customer, But loathes the risk originally the enterprise borrowers also favor in change oneself project the nature, enable it to have a higher risk and the income level. The cause property average horizontal drop in quality, the credit risk increases.

Moreover, from looked for a long time that, the interest rate change the fund supply and demand real-time influence, can undulate frequently, but the interest rate undulation namely meant risk existence. How forecast accurately the interest rate change tendency, the reasonable determination has the competitive advantage price water; how assigns scientifically saves, the loan deadline layout, maintains the best advantage bad level;

How forecast accurately the interest rate change tendency, the reasonable determination has the competitive advantage price water ? How assigns scientifically saves, the loan deadline layout, maintains the best advantage bad level; How adjusts the property debt structure nimbly,

Enhances prepares pays the level, the active control interest rate forms fluid wind ? How will supervise perfectly restricts the mechani**, prevented has human sentiment interest rate risk and so on, these will all cause the commercial bank faced with the stern test.

2．Leads the service to the commercial bank to have the huge impact. Along with the interest rate marketability, various bank launches the intense contention superiority customer to save the loan war inevitably, the keen competition will cause to save the loan advantage difference large scale deflation. At the same time, the interest rate marketability impetus money market development, the massive enterprise temporary fund no longer rises in value through the deposit form, but is in the capital market, the money market puts in obtains the short-term to receive；Whether there is does the inhabitant also no longer excessively regard as important only contains the risk value deposit interest rate, pays attention contains the risk value the money market to receive ? The bank leadership service will be under the huge impact.

It can be said, after interest rate marketability, bank true competition magic weapon instead outside interest rate method. Because the monetary fund is highly the homogeneity commodity, the grade of service is more important, highly effective, the low cost manages finances the service enable the customer to have a higher income, has the attraction to the customer.

3．Proposed the challenge to the bank management and operation.

Under interest rate control system, regardless of is the interest rate level or counts the rest method all to have the country to decide, regardless of how the country does adjust saves the loan interest rate, all fully considered commercial bank actual situation, maintains the reasonable advantage bad level throughout. Commercial bank's interest rate management is extremely simple, so long as gives according to the People's Bank the fluctuation scope carries out the national interest rate level then, the interest rate change is limited, the interest rate risk is controllable. In such situation, the bank management is inevitably passive. But in under the interest rate marketability condition, the intense market competition forces the bank either to use the price method, through raises the deposit interest rate, reduces the loan interest rate to attract the customer; Either depends upon the high quality service, through the function innovation, the product innovation, the technological innovation satisfies the customer. But this request commercial bank changes present the management, the method and the organization system.

4．Proposed the challenge to the commercial bank staff quality. Along with interest rate marketability reform advancement quickening, the interest rate risk enlarge, will strengthen to the future interest rate trend ****yzes and forecast oneself will be very urgent. The state-owned commercial bank seeks the financial professional who needs one batch of this aspect high quality, not only these people must have the deep theory foundation of basic skills, but also must have the rich commercial bank practice experience, Both must thoroughly understand the domestic interest rate change the undulation condition, and must be skilled in the forecast interest rate change tendency. But the present state-owned bank lacks generally can promptly effectively the control and the circumvention interest rate risk tool and the interest rate risk management professional, to the interest rate trend development forecast, the risk recognition and control is weak.

四．The state-owned commercial bank should to strategy

Along with the interest rate marketability advancement, the interest rate is more and more big to the state-owned commercial bank's influence, in this situation, the state-owned commercial bank should seek positively should to the strategy.

1．Establishment finance product fixed price system. In the interest rate marketability situation, whether does the commercial bank draw up a science reasonable fixed price system, has the nimble effective quoted price ability, the realization risk ? Between 20 income balances,

Is key which whether it does develop continually. In this process, must establish the effective comprehensive income reckoning system, the overall evaluation customer comprehensive income which brings to the commercial bank，The customer credit risk size, the loan deadline length is the interest rate risk size, as well as commercial bank's collection fund cost and the operation cost share and so on the aspect questions。

2．Increases the middle service product development ability, the adjustment profit structure. After the interest rate marketability, the bank saves, the loan favorable difference reduces, the profit level reduces, and this request state-owned commercial bank must develop the middle service vigorously. The bank may while develop positively receives on another's behalf, pays on another's behalf and so on service, uses the commercial bank market main body qualifications fully, positively provides the proxy for other financial organ to distribute the bond, the silver card account transfer, the proxy insures, the fund trust, the broker manages finances, The property management, financial consultant, the investment consultation and so on, enhances the middle service to buy a girl child, on own initiative develops the low risk, the high income middle service new variety positively, promotes the bank large scale by this profit ability, promotes the bank sustainable development.

3．Establishes nimbly, the highly effective interest rate management organization, trains the interest rate managerial talent vigorously. According to the Bethel bank supervising and managing committee about the bank effective supervising and managing core principle request, under the interest rate marketability environment, various commercial bank must set up the specialized interest rate risk management department, manages and instructs the entire good interest rate work, Coordinates and coordinates inside and outside the bank to be connected the work. The interest rate control section's most important task is carries on the comprehensive interest rate sensitive tube on the bank asset debt level ; Exterior determination, internal advantage ? The definite general headquarters to branch office's interest rate authorization, are responsible for staff interest rate risk management training and so on. In addition, but also should establish the high interest rate information communication channel, after the interest rate marketability, the commercial bank interior enhances greatly about the interest rate information tran**ission effectiveness, guarantees can tran**it promptly general headquarters formulation each interest rate to commercial bank's any business mesh point, guarantees the commercial bank interest rate policy the unity.

4．Speeds up the state-owned commercial bank the property right reform. Stipulated according to "Law of corporation" that, the commercial bank belongs to the competitive profession, does not need to adopt the state-owned sole ownership property right, and does not have the legal barrier to its joint stock system transformation. To the state-owned commercial bank's property right reform, its concrete transformation form establishes the joint stock system commercial bank. The reality in China, in accordance with international practice, and gradually achieve solely by the state to transform the state-owned holding company, and ultimately joint-stock limited companies, and establish corporate system of corporate governance institutions, the establishment of the right to operate, ownership and the right to supervise the separation of the framework, China's commercial banks to become real significance of commercial banks, do business operations.

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率市场化与我国国有商业**对策

利率市场化的内涵

所谓利率市场化，是指金融市场资金供求双方自主确定利率水平的利率决定机制的变迁过程。具体讲，利率市场化是指中央**根据货币政策的需要调控基准利率，各商业**根据资金市场的供求变化自主调节存贷款利率，最终形成以中央**基准利率为引导，多层次、能够充分体现资金供求状况和反映中央**货币政策意图的利率运行机制。利率市场化强调利率真实地反映资金成本与供求关系，灵活有效地发挥其经济杠杆作用.