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European banks and cross-selling

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  • Anna Micaela Ciarrapico
  • Stefania Cosci

Abstract

According to a part of economic literature, the growing competition among financial intermediaries, together with the consequent interest margin shrink, induced many banks to enter new markets and adopt cross-selling strategies. Our results show that two kinds of banks coexist in Europe: cross-selling banks, more interested in 'depositors' than in loans, and traditional banks, interested in granting loans to good borrowers. The awareness of the deep difference existing between these two types of banks now operating in Europe is very important for the implementation of an effective economic policy in the face of the financial crisis. We find evidence that cross-selling banks tend to be localized in countries where the banking system is less concentrated but they are not characterized by lower interest margins.

Suggested Citation

  • Anna Micaela Ciarrapico & Stefania Cosci, 2011. "European banks and cross-selling," Applied Economics Letters, Taylor & Francis Journals, vol. 18(6), pages 555-559.
    • Handle: RePEc:taf:apeclt:v:18:y:2011:i:6:p:555-559
    DOI: 10.1080/13504851003761749
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    Cited by:

    1. Zouaoui, Haykel & Zoghlami, Feten, 2020. "On the income diversification and bank market power nexus in the MENA countries: Evidence from a GMM panel-VAR approach," Research in International Business and Finance, Elsevier, vol. 52(C).
    2. Canan Yildirim & Adnan Kasman, 2015. "Bank Market Power and Non-Interest Income in Emerging Markets," Working Papers 930, Economic Research Forum, revised Jul 2015.
    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. Antti Fredriksson & Daniela Maresch & Andrea Moro, 2017. "Much ado about nothing? Interest and non-interest products and services: Their impact on small banks’ margins," Cogent Economics & Finance, Taylor & Francis Journals, vol. 5(1), pages 1339771-133, January.
    5. Rashid Khalil* & Dr. Mohd. Sollehudin Bin Shuaib & Dr. Suhaimi Bin Ishak, 2018. "Bank-SMEs Relationship: A Critical Review of Firm & Industry Specific Determinants Influencing Banks’ Performance," The Journal of Social Sciences Research, Academic Research Publishing Group, vol. 4(12), pages 777-791, 12-2018.
    6. Fredriksson, Antti & Moro, Andrea, 2014. "Bank–SMEs relationships and banks’ risk-adjusted profitability," Journal of Banking & Finance, Elsevier, vol. 41(C), pages 67-77.

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