000			02250nam a22002657a 4500
003			ZW-GwMSU
005			20241118141314.0
008			241110b |||||||| |||| 00| 0 eng d
022			_a13630539
040			_aMSU _bEnglish _cMSU _erda
050			_aHG11 JOU
100	1		_aGuo, Yongsheng _eauthor
245	1	0	_aEstablishing bank–corporate relationships and building competitive advantages _ccreated by Yongsheng Guo, John Holland and Niklas Kreander
264	1		_aHampshire : _bMacmillan, _c2013.
336			_2rdacontent _atext _btxt
337			_2rdamedia _aunmediated _bn
338			_2rdacarrier _avolume _bnc
440			_aJournal of financial services marketing _vVolume 18, number 1,
520	3		_aThis article investigates how banks build competitive advantage through relationship banking. Using a grounded theory approach, 29 interviews were conducted with relationship managers and corporate banking directors in 21 case banks from 2004 to 2008. Grounded theory models were developed to illustrate the value creation process in relationship banking. It was found that long-term bank–corporate relationships were established through trust-based personal communications. In the case, banks customer information and knowledge advantages were created. Risk-adjusted returns on assets were used to measure customer relationship performance, and relationship managers were rewarded accordingly. The interviewees thought that bank performance could be improved by managing customer credit risk and identifying cross-selling opportunities. This study starts to open up the ‘black box’ of how banks create shareholder value through relationship banking, provides a picture of relationship banking as a social phenomenon, and supplies some theoretical and managerial implications. The article also links the literature relevant to relationship banking from different disciplines. This is a new way of looking at the relationship banking phenomenon and relevant literature in an integrated manner.
650			_aRelationships banking _vBank-corporate communinication _xCorporate banking
700	1		_aHolland, John _eco-author
700	1		_aKreander, Niklas _eco-author
856			_uhttps://doi.org/10.1057/fsm.2013.3
942			_2lcc _cJA
999			_c168170 _d168170