Cross-Selling Lending and Underwriting: Scope Economies and Incentives

Christian Laux and Uwe Walz ()

Review of Finance, 2009, vol. 13, issue 2, 341-367

Abstract: We highlight the implications of combining underwriting services and lending for the choice of underwriters and for competition in the underwriting business. We show that cross-selling can increase underwriters' incentives, and we explain three phenomena: first, that cross-selling is important for universal banks to enter the investment banking business; second, that cross-selling is particularly attractive for highly leveraged borrowers; third, that less-than-market rates are no prerequisite for cross-selling to benefit a bank's clients. In our model, cross-selling reduces rents in the underwriting business. Copyright 2009, Oxford University Press.

Date: 2009
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