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Exploiting old customers and attracting new ones: The case of bank deposit pricing

Author

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  • Carbo-Valverde, Santiago
  • Hannan, Timothy H.
  • Rodriguez-Fernandez, Francisco

Abstract

Recent theoretical contributions suggest that deposit interest rates should be higher in geographic areas characterized by greater in-migration and lower for depositors at banks with greater shares of existing (or so-called “locked-in”) depositors. These hypotheses are tested using a rich data set obtained for the Spanish banking industry. Results confirm that, all else equal, banks offer higher deposit rates in territories characterized by greater in-migration, and also that they tend to offer lower rates, the larger the number of their locked-in depositors. These findings confirm the existence of the trade-off between exploiting old customers and attracting new ones.

Suggested Citation

  • Carbo-Valverde, Santiago & Hannan, Timothy H. & Rodriguez-Fernandez, Francisco, 2011. "Exploiting old customers and attracting new ones: The case of bank deposit pricing," European Economic Review, Elsevier, vol. 55(7), pages 903-915.
  • Handle: RePEc:eee:eecrev:v:55:y:2011:i:7:p:903-915
    DOI: 10.1016/j.euroecorev.2011.02.001
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    References listed on IDEAS

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    1. Timothy H. Hannan & Elizabeth K. Kiser & Robin A. Prager & James J. McAndrews, 2003. "To Surcharge or Not to Surcharge: An Empirical Investigation of ATM Pricing," The Review of Economics and Statistics, MIT Press, vol. 85(4), pages 990-1002, November.
    2. Timothy H. Hannan & Robert M. Adams, 2011. "Consumer Switching Costs And Firm Pricing: Evidence From Bank Pricing Of Deposit Accounts," Journal of Industrial Economics, Wiley Blackwell, vol. 59(2), pages 296-320, June.
    3. Paul Klemperer, 1995. "Competition when Consumers have Switching Costs: An Overview with Applications to Industrial Organization, Macroeconomics, and International Trade," Review of Economic Studies, Oxford University Press, vol. 62(4), pages 515-539.
    4. Ausubel, Lawrence M, 1991. "The Failure of Competition in the Credit Card Market," American Economic Review, American Economic Association, vol. 81(1), pages 50-81, March.
    5. Santiago Carbo Valverdie & David Humphrey & Francisco Rodriguez Fernandez, 2003. "Deregulation, Bank Competition and Regional Growth," Regional Studies, Taylor & Francis Journals, vol. 37(3), pages 227-237.
    6. Stango, Victor, 2002. "Pricing with Consumer Switching Costs: Evidence from the Credit Card Market," Journal of Industrial Economics, Wiley Blackwell, vol. 50(4), pages 475-492, December.
    7. Kim, Moshe & Kliger, Doron & Vale, Bent, 2003. "Estimating switching costs: the case of banking," Journal of Financial Intermediation, Elsevier, vol. 12(1), pages 25-56, January.
    Full references (including those not matched with items on IDEAS)

    Citations

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    Cited by:

    1. Efthymios G. Tsionas, 2014. "On modeling banking risk," Working Papers 183, Bank of Greece.
    2. Degl’Innocenti, M & Fiordelisi, F & Girardone, C & Radić, N, 2018. "Competition and Risk-Taking in Investment banking," Essex Finance Centre Working Papers 21268, University of Essex, Essex Business School.
    3. repec:eee:jcecon:v:46:y:2018:i:1:p:1-19 is not listed on IDEAS
    4. John Ashton & Andros Gregoriou & Jerome V. Healy, 2013. "The relative influence of price and choice factors on retail deposit quantities," Working Papers 13006, Bangor Business School, Prifysgol Bangor University (Cymru / Wales).
    5. Shy, Oz & Stenbacka, Rune & Yankov, Vladimir, 2016. "Limited deposit insurance coverage and bank competition," Journal of Banking & Finance, Elsevier, vol. 71(C), pages 95-108.
    6. Saeyeon Oh & Jungsoo Park, 2015. "Does Bank Branch Competition Alleviate Household Credit Constraints?Evidence from Korean Household Data," Working Papers 1501, Research Institute for Market Economy, Sogang University.
    7. Tsionas, Mike G., 2016. "Parameters measuring bank risk and their estimation," European Journal of Operational Research, Elsevier, vol. 250(1), pages 291-304.
    8. Aysan, Ahmet F. & Disli, Mustafa & Duygun, Meryem & Ozturk, Huseyin, 2018. "Religiosity versus rationality: Depositor behavior in Islamic and conventional banks," Journal of Comparative Economics, Elsevier, vol. 46(1), pages 1-19.
    9. Anderson, Robert D.J. & Ashton, John K. & Hudson, Robert S., 2014. "The influence of product age on pricing decisions: An examination of bank deposit interest rate setting," Journal of International Financial Markets, Institutions and Money, Elsevier, vol. 31(C), pages 216-230.
    10. Brown, Martin & Guin, Benjamin & Morkoetter, Stefan, 2013. "Deposit Withdrawals from Distressed Commercial Banks: The Importance of Switching Costs," Working Papers on Finance 1319, University of St. Gallen, School of Finance, revised Dec 2017.
    11. Guin, Benjamin & Brown, Martin & Morkötter, Stefan, 2015. "Deposit Withdrawals from Distressed Commercial Banks," Annual Conference 2015 (Muenster): Economic Development - Theory and Policy 113081, Verein für Socialpolitik / German Economic Association.
    12. José Manuel Pastor & José Manuel Pavía & Lorenzo Serrano & Emili Tortosa-Ausina, 2016. "Rich regions, poor regions and bank branch deregulation in Spain," Working Papers 2016/02, Economics Department, Universitat Jaume I, Castellón (Spain).
    13. 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.
    14. repec:bir:birmec:14-06 is not listed on IDEAS
    15. repec:kap:jfsres:v:53:y:2018:i:1:d:10.1007_s10693-016-0262-1 is not listed on IDEAS

    More about this item

    Keywords

    Deposit pricing; In-migration; Locked-in customers;

    JEL classification:

    • L11 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Production, Pricing, and Market Structure; Size Distribution of Firms
    • G21 - Financial Economics - - Financial Institutions and Services - - - Banks; Other Depository Institutions; Micro Finance Institutions; Mortgages

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