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The role of screening and cross-selling in bank-firm relationships

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  • Cosci Stefania
  • Meliciani Valentina

Abstract

This paper presents a monopolistic competition model of a bank choosing the optimal level of the screening effort in the presence of cross-selling activities. We demonstrate that, in absence of informational synergies, the larger is the range of services that the bank produces, the lower is the optimal screening effort. The paper also analyses the impact of competition in the lending market on cross-selling activities and finds that, for sufficiently low levels of transportation costs, an increase in competition in the lending market increases the expected profitability of services, thus increasing banks’ incentives to engage in cross-selling activities.

Suggested Citation

  • Cosci Stefania & Meliciani Valentina, 2007. "The role of screening and cross-selling in bank-firm relationships," wp.comunite 0033, Department of Communication, University of Teramo.
  • Handle: RePEc:ter:wpaper:0033
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    File URL: https://www.dipecodir.it/wpcom/data/wp_no_33_2007.pdf
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    References listed on IDEAS

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    7. Berger, Allen N. & Miller, Nathan H. & Petersen, Mitchell A. & Rajan, Raghuram G. & Stein, Jeremy C., 2005. "Does function follow organizational form? Evidence from the lending practices of large and small banks," Journal of Financial Economics, Elsevier, vol. 76(2), pages 237-269, May.
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    14. Rebel A. Cole & Lawrence G. Goldberg & Lawrence J. White, 1997. "Cookie-Cutter versus Character: The Micro Structure of Small Business Lending by Large and Small Banks," New York University, Leonard N. Stern School Finance Department Working Paper Seires 98-022, New York University, Leonard N. Stern School of Business-.
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    Cited by:

    1. Stefania Cosci & Valentina Meliciani & Valentina Sabato, 2009. "Banks' Diversification, Cross‐Selling And The Quality Of Banks' Loans," Manchester School, University of Manchester, vol. 77(s1), pages 40-65, September.

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    More about this item

    Keywords

    Policy games; policy effectiveness; controllability; Nash equilibrium existence; rational expectations;
    All these keywords.

    JEL classification:

    • C72 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Noncooperative Games
    • E52 - Macroeconomics and Monetary Economics - - Monetary Policy, Central Banking, and the Supply of Money and Credit - - - Monetary Policy
    • E61 - Macroeconomics and Monetary Economics - - Macroeconomic Policy, Macroeconomic Aspects of Public Finance, and General Outlook - - - Policy Objectives; Policy Designs and Consistency; Policy Coordination

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