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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)

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    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.

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    File URL: http://www.management.ase.ro/reveconomia/2007-1/10.pdf
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    Article provided by Faculty of Management, Academy of Economic Studies, Bucharest, Romania in its journal Economia. Management.

    Volume (Year): 10 (2007)
    Issue (Month): 1 (July)
    Pages: 74-80

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    Handle: RePEc:rom:econmn:v:10:y:2007:i:1:p:74-80
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