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淳于髡的猎头策略(下)

  • 2026-04-01 01:18:48
淳于髡的猎头策略(下)
上世纪60年代的美国，银行业深陷支付困局：为了吃下自家的份额，每家银行都各自发行了信用卡，但终端商户却不愿安装多如牛毛的刷卡机，消费者也因使用范围有限而缺乏办卡动力。僵局中总有破局者，美国银行虽最早推出“BankAmericard”（Visa前身），却陷入“沼泽寻柴胡”的窘境——单打独斗难以突破地域壁垒。
转机出现在1970年，美国银行前高管迪·霍克提出了一个反直觉的战略：巧妙的将竞争对手变为盟友。他游说多家银行加入“国家银行信用卡协会”（NBI），承诺共享品牌、清算系统与风险管控技术，但要求成员遵守统一规则。这种“开放核心，闭环协作”的模式，完美复刻了淳于髡“夫物各有畴”的智慧——与其在封闭体系中内卷，不如构建“信用卡生态圈层”，让参与者各取所需。
这个策略是鬼谷子三术的现代演绎

1.飞箝术：缔造“支付引力场”

Visa不直接争夺用户，而是通过标准化技术（磁条规格、24小时授权系统）降低银行接入成本，如同《鬼谷子》所言“飞而箝之，以钩求利”。到1976年，全球超1.5万家银行加入Visa网络，形成“越多人用卡，越多商户接受”的增强回路。

2.揣摩术：精准狙击“生态痛点”

针对商户厌恶多头对接的心理，Visa推出“一机通刷所有Visa卡”方案，正如淳于髡对比“沼泽寻药”与“山阴载车”，Visa看透了支付场景的“地形密码”——降低生态位摩擦比提升单点性能更重要。

3.内揵术：从工具到规则的升维

Visa首创“四方模式”（发卡行、收单行、商户、消费者利益共享），将鬼谷子“内揵”篇的“欲合者用内”发挥到极致。通过制定争议仲裁机制、跨境结算协议等“生态宪法”，Visa从技术供应商跃升为规则制定者，最终在1980年代击败封闭运营的运通（Amex），成为全球最大支付网络。
Visa的成功印证了淳于髡的核心论断：“挹水于河”的本质是重构资源流动范式。当迪·霍克说服摩根大通等巨头放弃自建网络时，实则是将“信用卡战争”从硬件竞赛（谁的终端多）升级为规则竞赛（谁的生态更包容）。Visa的案例揭示了一个永恒真理：在高度互联的时代，“圈层吸附力”远比“单体战斗力”致命。从战国荐贤到信用卡战争，历史总是重复同一条法则——谁先构建“让参与者自然生长的畴”，谁就能在不争中决胜。
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  1. CONNECT:[ UseTime:0.000625s ] mysql:host=127.0.0.1;port=3306;dbname=g_mffb;charset=utf8mb4
  2. SHOW FULL COLUMNS FROM `fenlei` [ RunTime:0.007037s ]
  3. SELECT * FROM `fenlei` WHERE `fid` = 0 [ RunTime:0.000477s ]
  4. SELECT * FROM `fenlei` WHERE `fid` = 63 [ RunTime:0.000438s ]
  5. SHOW FULL COLUMNS FROM `set` [ RunTime:0.000870s ]
  6. SELECT * FROM `set` [ RunTime:0.000391s ]
  7. SHOW FULL COLUMNS FROM `article` [ RunTime:0.001004s ]
  8. SELECT * FROM `article` WHERE `id` = 475200 LIMIT 1 [ RunTime:0.000658s ]
  9. UPDATE `article` SET `lasttime` = 1775021963 WHERE `id` = 475200 [ RunTime:0.015487s ]
  10. SELECT * FROM `fenlei` WHERE `id` = 66 LIMIT 1 [ RunTime:0.000457s ]
  11. SELECT * FROM `article` WHERE `id` < 475200 ORDER BY `id` DESC LIMIT 1 [ RunTime:0.000845s ]
  12. SELECT * FROM `article` WHERE `id` > 475200 ORDER BY `id` ASC LIMIT 1 [ RunTime:0.001053s ]
  13. SELECT * FROM `article` WHERE `id` < 475200 ORDER BY `id` DESC LIMIT 10 [ RunTime:0.001280s ]
  14. SELECT * FROM `article` WHERE `id` < 475200 ORDER BY `id` DESC LIMIT 10,10 [ RunTime:0.006962s ]
  15. SELECT * FROM `article` WHERE `id` < 475200 ORDER BY `id` DESC LIMIT 20,10 [ RunTime:0.001338s ]
0.132941s