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Banks’ Risk Culture in Residential Mortgage and Cross-Selling Policies: Evidence from the Euro Area

In: Risk Culture in Banking

Author

Listed:
  • Umberto Filotto

    (University of Rome Tor Vergata)

  • Claudio Giannotti

    (University LUMSA)

  • Gianluca Mattarocci

    (University of Rome Tor Vergata)

  • Xenia Scimone

    (University of Rome Tor Vergata)

Abstract

Cross selling is a standard approach adopted in the banking industry in order to maximize the expected revenues related to a banking relationship and residential real estate loans are one of the the main instruments used in order to look for new customers and establish a medium-long term relationship. This chapter compares trends in cross selling and real estate loans for a representative set of European banks and shows that the two variables are not perfectly correlated and some banking features (like size or real estate loan specialization) may affect the link between residential real estate loans and cross selling. Not specialized real estate banks are those that benefit the most from cross selling activities due to an higher increase of the ROA and a less significant increase of the Z-Score.

Suggested Citation

  • Umberto Filotto & Claudio Giannotti & Gianluca Mattarocci & Xenia Scimone, 2017. "Banks’ Risk Culture in Residential Mortgage and Cross-Selling Policies: Evidence from the Euro Area," Palgrave Macmillan Studies in Banking and Financial Institutions, in: Risk Culture in Banking, chapter 0, pages 259-283, Palgrave Macmillan.
    • Handle: RePEc:pal:pmschp:978-3-319-57592-6_12
    DOI: 10.1007/978-3-319-57592-6_12
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