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Banks' Diversification, Cross‐Selling And The Quality Of Banks' Loans

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  • STEFANIA COSCI
  • VALENTINA MELICIANI
  • VALENTINA SABATO

Abstract

In this paper we model and empirically test the impact of banks' shift towards financial services on their screening activity and on the quality of their loans. We present a model where it is easier to sell services to positively evaluated loan applicants and we show that the larger the banks' income from services, the lower their optimal screening effort. This prediction is consistent with the empirical evidence based on a panel of European banks and showing that the quality of banks' loans decreases with the share of commission income (a proxy for income from services).

Suggested Citation

  • Stefania Cosci & Valentina Meliciani & Valentina Sabato, 2009. "Banks' Diversification, Cross‐Selling And The Quality Of Banks' Loans," Manchester School, University of Manchester, vol. 77(s1), pages 40-65, September.
    • Handle: RePEc:bla:manchs:v:77:y:2009:i:s1:p:40-65
    DOI: 10.1111/j.1467-9957.2009.02118.x
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    References listed on IDEAS

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    Cited by:

    1. Busch, Ramona & Koziol, Philipp & Mitrovic, Marc, 2015. "Many a little makes a mickle: Macro portfolio stress test for small and medium-sized German banks," Discussion Papers 23/2015, Deutsche Bundesbank.
    2. Roberto Guida & Valentina Sabato, 2017. "Relationship Lending and Firms’ Leverage: Empirical Evidence in Europe," European Financial Management, European Financial Management Association, vol. 23(4), pages 807-835, September.
    3. Busch, Ramona & Koziol, Philipp & Mitrovic, Marc, 2018. "Many a little makes a mickle: Stress testing small and medium-sized German banks," The Quarterly Review of Economics and Finance, Elsevier, vol. 68(C), pages 237-253.
    4. Zhao, Tianshu & Matthews, Kent & Murinde, Victor, 2013. "Cross-selling, switching costs and imperfect competition in British banks," Journal of Banking & Finance, Elsevier, vol. 37(12), pages 5452-5462.

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