【作者】 周建华；

【导师】 赵培忻；

【作者基本信息】 山东大学 ， 工商管理（专业学位）， 2022， 硕士

【摘要】 随着经济快速发展营销渠道委托代理已成为第三方支付行业的主要销售方式,上游服务商对下游代理商的管理是营销渠道委托代理的核心,因此上游服务商怎样正确对其下游代理商成了研究第三方支付行业的重要方向。代理商在其上游第三方支付公司的企业经营中贡献不同有代理商本身的原因,也有第三方支付公司的原因;在第三方支付行业中,如果上游的第三方支付公司管理恰当,就可以使第三方支付公司和其代理商维持的平衡,引导代理商即能够为第三方支付公司的企业战略运行,又能够让其代理商获取合适的收益。在第三方支付业务发展的同时,经济大环境、第三方支付公司、代理商都在随时改变,因此代理商的管理制度也要与时俱进、根据客观环境的改变随之优化。本文的理论基础是委托代理理论和营销渠道管理理论,使用结合层次分析法、问卷调查法等方法分析了 S第三方支付公司在代理商管理的实际情况并做了管理优化方案。本文首先对公司和支付业务描述,其次对代理商管理现状描述,然后对代理商管理选择问题描述及原因分析、对代理商激励评估问题描述及原因分析、对代理商冲突问题描述描述及原因分析、对代理商管控问题描述及原因分析。由此制定优化目标和原则;在优化目标和原则的框架内设计S第三方支付公司代理商管理优化策略;代理商管理优化策略具体分六部分,分别是准入标准优化、控制体系强化、考核体系优化、完善支持体系、退出标准优化、升级代理商管理信息系统;同时通过问卷调查从一线市场人员获取代理商的需求从而获得更多优化数据,对代理商管理优化策略做了更全面的支撑。最后通过代理商管理优化实施步骤和保障两部分确保代理商优化顺利实施;并通过实施效果进一步验证了代理商管理优化策略。本文目的是通过对S第三方支付公司代理商管理制度的研究,制定出S第三方支付公司代理商管理制度的优化方案,通过优化方案帮助S第三方支付公司在现代金融服务业的竞争格局中避免金融风险,实现S第三方支付公司和代理商“共建、共享、共赢”目标;同时希望为其它第三方支付公司代理商管理提供借鉴。更多还原

【Abstract】 With the economic development,marketing channel agent has developed into the main sales mode of the third-party payment industry.The core of marketing channel agency lies in the management of upstream service providers to downstream entrusted channel providers.Therefore,how the upstream service providers correctly manage their downstream entrusted channel providers has become an important direction for the study of the third-party payment industry.Agents make different contributions to the business operation of their upstream third-party payment companies,including the factors of the agents themselves and the reasons of the third-party payment companies;In an economic chain,if the upstream third-party payment company is properly managed,it can maintain a balance between the third-party payment company and its agents,and guide the agents to not only run the enterprise strategy of the third-party payment company,but also enable its agents to obtain appropriate benefits.With the development of third-party payment business,the economic environment,third-party payment companies and agents are changing at any time.Therefore,the channel principal-agent management system should also keep pace with the times and be optimized according to the changes of the objective environment.The theoretical basis of this thesis is the principal-agent theory and marketing channel management theory.Using the methods of analytic hierarchy process and questionnaire survey,this thesis analyzes the actual situation of s third-party payment company S third party payment company in channel principal-agent management,and makes a management optimization scheme.This thesis first describes the current situation of channel principal-agent management,then describes the problems of channel principal-agent management,and then analyzes the selection of agents,the incentive evaluation of agents,the conflict of agents and the control of agents.Therefore,the objectives and principles of the optimization scheme are formulated;Within the framework of optimization objectives and principles,design the optimization scheme of channel principal-agent management of s third-party payment company S third party payment company;The optimization scheme of channel principal-agent management is divided into six parts:optimization of access standard,strengthening of control system,optimization of assessment system,improvement of support system,optimization of exit standard and upgrading of agent management information system;At the same time,the demand of agents is obtained from front-line market personnel through questionnaire survey,so as to obtain more optimization data,which provides a more comprehensive support for the optimization scheme of channel principal-agent management.Finally,the implementation steps and guarantee of the optimization scheme of channel principal-agent management are two parts to ensure the smooth implementation of the optimization scheme;Through the implementation effect,the optimization scheme of channel principal-agent management is further verified.The purpose of this thesis is to study the channel principal-agent system of s third-party payment company S third party payment company,formulate the optimization scheme of the channel principal-agent system of s third-party payment company S third party payment company,and help s third-party payment company S third party payment company avoid financial risks in the competition pattern of modern financial service industry through the optimization scheme,Achieve the goal of "co construction,sharing and win-win" between s third-party payment company S third party payment company and agents;At the same time,I hope to provide reference for other branches of s third-party payment company and the channel principal-agent management of China’s third-party payment industry.更多还原