DSpace at VNU: Some solution to develop the card payment activity in Viet Nam Joint Stock Comercial Bank for Industry and Trade_VietinBank for the period of 2012_2017

Some solution to develop the card payment
activity in Viet Nam Joint Stock Comercial
Bank for Industry and Trade_VietinBank for
the period of 2012_2017
Chử Thanh Tâm
Khoa Quản trị Kinh doanh
Luận văn Thạc sĩ ngành: Quản trị Kinh doanh; Mã số: 60 34 05
Người hướng dẫn: TS. Nguyễn Thị Phi Nga, TS. Phạm Quý Long
Năm bảo vệ: 2012
Abstract. Vietnam Joint Stock Commercial Bank for Industry and Trade is one of
the four largest banks in Viet Nam. VietinBank has emerged as the most effective
and profitable bank in Vietnam banking sector, with the goal of becoming the
number one financial group in Vietnam and has positioned in Asia within 3 to 5
years, one of present strategies to achieve above objectives, VietinBank determined
that developing retail banking services as important part constitutes strategy. In
which, develop card account product, payment card, especially card payment service
is considered the core product in the context of extremxe active card market in
Vietnam today. To support VietinBank in building solutions, the thesis will analyze
opportunities and challenges from the market, at the same time clarify and analyze
the strengths and weaknesses from the VietinBank, from which to set out some
measures to improve efficiency of VietinBank card payment business. These
measures are feasible, close to the reality of VietinBank, if applied they will actually
support VietinBank further improve competitiveness, promote strength, resolve
weaknesses. From which completely shorten the gap with the leading banks and
compellingly striving to leader in short time.
Keywords. Quản trị kinh doanh; Dịch vụ thẻ; Thanh toán thẻ; Quản lý tài chính
Content
COMMITMENT .................................................................................................................. i
ABSTRACT ......................................................................................................................... ii
TÓM TẮT............................................................................................................................ iv
TABLE OF CONTENTS .................................................................................................... vi

LIST OF TABLE ................................................................................................................. ix
LIST OF ABBRIVIATIONS............................................................................................... xi
INTRODUCTION ............................................................................................................... 1
CHAPTER 1: THE BASIC ISSUES ON THE CARD PAYMENT ACTIVITY ............... 4


1.1 OVERVIEW OF THE BANK CARD AND REAL SITUATION OF THE
CARD PAYMENT .............................................................................................................. 4
1.1.1 Definition of the bank card and card payment .............................................................. 4
1.1.2 Classification of bank card and form of card payment ................................................. 5
1.1.3 The of formation and development history of the payment card in Vietnam ....7
1.2 PROCESS OF THE CARD PAYMENT .................................................................... 12
1.2.1 Overall process of card payment ................................................................................. 12
1.2.2 The participation entities of the card payment ............................................................ 13
1.2.3 Charges and charges sharing rate in the card payment activity .................................. 14
1.3 THE ROLES AND THE MEANINGS OF CARD PAYMENT ACTIVITY ....15
1.3.1 For the society- national economy .............................................................................. 15
1.3.2 For the bank joining in the payment ........................................................................... 18
1.3.3 Impact on the card owner and the unit accepting the card payment ........................... 22
CHAPTER 2: THE FACTUAL SITUATION OF CARD PAYMENT IN VIETINBANK 26
2.1 GENERAL INTRODUCTION ON VIETINBANK .................................................. 26
2.1.1 The general introduction on VietinBank ..................................................................... 26
2.1.2 The general introduction on VietinBank Card business Center .................................. 27
2.1.3 The process of formation and development of payment operation by card at
VietinBank ........................................................................................................................... 30
2.2 THE POSITION OF VIETINBANK CARD SERIVES............................................. 32
2.2.1 The prominent speed of growth, leading in the quantity of market share .................. 32
2.2.2 The quality and profit have not yet been proportional to the potential ....................... 37
2.3 THE FACTUAL SITUATION OF IMPLEMENTATION AND
DEVELOPMENT OF PAYMENT SERVICE BY CARD IN VIETINBANK .................. 41

2.3.1 The factual situation of implementation and development of card business and
payment ................................................................................................................................ 41
2.3.2 The evaluation of real situation of conducting and developing the
VietinBank’s card payment.................................................................................................. 54
2.4 SWOT ANALYSIS ON VIETINBANK CARD PAYMENT BUSINESS ................ 59
2.4.1 External environment analysis- challenges and opportunities of VietinBank. 60
2.4.2 Internal environment analysis- strong and weak point ............................................... 68
2.4.3. ...................................................................................................................... S
WOT matrix analysis ........................................................................................................... 75
CHAPTER 3: SOME SOLUTIONS TO DEVELOP CARD PAYMENT ACTIVITY IN
VIETINBANK ..................................................................................................................... 80
3.1 Focusing on the market segment, groups of lines and types of card which bring the sales
of payment and profit ........................................................................................................... 80
3.1.1 Exploiting the group of lines bringing the sales of payment and high profit. .80
3.1.2. Increase the transaction according to the card forms and the transaction forms ..... 81
3. 2. Cover and scoop the whole open and potential market .............................................83
3.3 Improve the card payment business effectiveness through marketing mix 7Ps .85
3.3.1. P1 - Product: ............................................................................................................85
3.3.2 The price ...................................................................................................................92
3. 3.3 Promotion and media ............................................................................................... 95
3.3. 4 Place - Distribution channels .................................................................................97
3. 3.5 Human resource .......................................................................................................99
3. 3.6 The process ..............................................................................................................100
3. 3.7 The physical evidence ............................................................................................. 102
3.4. SOME RECOMMENDATION ................................................................................104


3.4.1 The recommendation to the government on the policy and legal lobby ...................104
3.4.2 The recommendation to some relevant merchants, boards, sections ........................ 105
REFERENCES ................................................................................................................. 106

Appendix 1
Apenndix
2
Appendix 3
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