Relationship banking: choice and control by the multinational firm

Holland, J. B. (1992) Relationship banking: choice and control by the multinational firm. International Journal of Bank Marketing, 10(2), pp. 29-40. (doi:10.1108/02652329210012140)

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Abstract

Investigates how large UK multinational firms evaluate individual and multiple banking relationships, and how they exercise control over their portfolios of banks. The identification and description of how firms do this is important for those banks marketing a wide range of financial services to the corporate sector. Between 1986 and 1990, 15 confidential corporate case studies were developed from interviews with UK firms. The case firms were a sample of 15 large UK-based multinational companies (MNCs) drawn from the FT100. Senior finance personnel were interviewed during 1986-90 in all 15 firms using a semi-structured questionnaire. Uses a theoretical perspective to interpret this decision behaviour and explores the nature and function of these decision rules.

Item Type:Articles
Status:Published
Refereed:Yes
Glasgow Author(s) Enlighten ID:Holland, Professor John
Authors: Holland, J. B.
College/School:College of Social Sciences > Adam Smith Business School > Accounting and Finance
Journal Name:International Journal of Bank Marketing
Publisher:Emerald Group Publishing Ltd.
ISSN:0265-2323
ISSN (Online):1758-5937

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