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Characteristics and Behaviors Types of Bank’s Clients and the Negotiation Tactics Adjusting (part II)


  • Carmen-Loredana TOPALA

    () (Alpha Bank Romania SA)


In an attempt to stay on the market in a more and more competitive environment, banks turn to classifying clients in behavioral types and consequently adapt their offer, their dialogue and negotiation techniques and also their selling tactics. The final goal is to maintain and attract a market share as possibly large formed by SMEs and individuals, that are lately been offered more and more new types of products, both by banks and by other financial companies. In the attempt to make them known on the market, banks must find the way between the unique transaction and the long term partnership, based on win-win negotiation strategy.

Suggested Citation

  • Carmen-Loredana TOPALA, 2007. "Characteristics and Behaviors Types of Bank’s Clients and the Negotiation Tactics Adjusting (part II)," Economia. Seria Management, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 10(1), pages 74-80, July.
  • Handle: RePEc:rom:econmn:v:10:y:2007:i:1:p:74-80

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    References listed on IDEAS

    1. Petrick, Martin & Ditges, C. Markus, 2000. "Risk in agriculture as impediment to rural lending: the case of North-Western Kazakhstan," IAMO Discussion Papers 24, Leibniz Institute of Agricultural Development in Transition Economies (IAMO).
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    More about this item


    Bank services; Competitive environment; Negotiation techniques.;

    JEL classification:

    • G14 - Financial Economics - - General Financial Markets - - - Information and Market Efficiency; Event Studies; Insider Trading
    • G21 - Financial Economics - - Financial Institutions and Services - - - Banks; Other Depository Institutions; Micro Finance Institutions; Mortgages
    • L22 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Organization and Market Structure
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • O16 - Economic Development, Innovation, Technological Change, and Growth - - Economic Development - - - Financial Markets; Saving and Capital Investment; Corporate Finance and Governance


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