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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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    1. Laetitia Lepetit & Emmanuelle Nys & Philippe Rous & Amine Tarazi, 2005. "Product Diversification in the European Banking Industry: Risk and Loan Pricing Implications," Working Papers hal-00918399, HAL.
    2. Stiroh, Kevin J. & Rumble, Adrienne, 2006. "The dark side of diversification: The case of US financial holding companies," Journal of Banking & Finance, Elsevier, vol. 30(8), pages 2131-2161, August.
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    6. Gehrig, Thomas, 1998. "Screening, cross-border banking, and the allocation of credit," Research in Economics, Elsevier, vol. 52(4), pages 387-407, December.
    7. DeYoung, Robert & Roland, Karin P., 2001. "Product Mix and Earnings Volatility at Commercial Banks: Evidence from a Degree of Total Leverage Model," Journal of Financial Intermediation, Elsevier, vol. 10(1), pages 54-84, January.
    8. Robert DeYoung & Tara Rice, 2004. "Noninterest Income and Financial Performance at U.S. Commercial Banks," The Financial Review, Eastern Finance Association, vol. 39(1), pages 101-127, February.
    9. Allen, Franklin & Santomero, Anthony M., 2001. "What do financial intermediaries do?," Journal of Banking & Finance, Elsevier, vol. 25(2), pages 271-294, February.
    10. Cosci Stefania & Meliciani Valentina, 2007. "The role of screening and cross-selling in bank-firm relationships," wp.comunite 0033, Department of Communication, University of Teramo.
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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. 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.
    4. 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.

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