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Characteristics and Behaviors Types of Bank’s Clients and the Negotiation Tactics Adjusting

Author

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  • Carmen Loredana TOPALA

    (Manager Alpha Bank Romania SA)

Abstract

In detail knowledge of clients that banks enter in business relations with is a way of increasing the efficiency of banks’ investment portfolio. This is because banks so manage to attract new clients more easily and also keep the existing ones into their portfolios, through identifying their motivational factors and consequently adapt dialogue and negotiation techniques and marketing and selling tactics. Also, by applying those methods of classifying clients into behavioral categories, banks better manage to protect themselves from the risk of loosing a viable client or attracting a potentially bad faith client. These methods of classifying clients will become more useful as the Romanian banking market is more and more oriented towards the retail segment, formed by SMEs and individuals, for which are very important the customized and mutual trust relationship with the banking officer, in view of finding the best banking product that best satisfies their needs.

Suggested Citation

  • Carmen Loredana TOPALA, 2006. "Characteristics and Behaviors Types of Bank’s Clients and the Negotiation Tactics Adjusting," Economia. Seria Management, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 9(2), pages 66-72, December.
    • Handle: RePEc:rom:econmn:v:9:y:2006:i:2:p:66-72
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    File URL: https://www.management.ase.ro/reveconomia/2006-2/8.pdf
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    More about this item

    Keywords

    behavioral categories; risk management; banking product; negotiating;
    All these keywords.

    JEL classification:

    • G21 - Financial Economics - - Financial Institutions and Services - - - Banks; Other Depository Institutions; Micro Finance Institutions; Mortgages
    • G32 - Financial Economics - - Corporate Finance and Governance - - - Financing Policy; Financial Risk and Risk Management; Capital and Ownership Structure; Value of Firms; Goodwill

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