Banks’ Risk Culture in Residential Mortgage and Cross-Selling Policies: Evidence from the Euro Area

Umberto Filotto (), Claudio Giannotti, Gianluca Mattarocci and Xenia Scimone ()
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Umberto Filotto: University of Rome Tor Vergata
Claudio Giannotti: University LUMSA
Xenia Scimone: University of Rome Tor Vergata

Chapter Chapter 12 in Risk Culture in Banking, 2017, pp 259-283 from Palgrave Macmillan

Abstract: Abstract Cross selling is a standard approach adopted in the banking industry in order to maximize the expected revenues related to a banking relationship and residential real estate loans are one of the the main instruments used in order to look for new customers and establish a medium-long term relationship. This chapter compares trends in cross selling and real estate loans for a representative set of European banks and shows that the two variables are not perfectly correlated and some banking features (like size or real estate loan specialization) may affect the link between residential real estate loans and cross selling. Not specialized real estate banks are those that benefit the most from cross selling activities due to an higher increase of the ROA and a less significant increase of the Z-Score.

Date: 2017
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Persistent link: https://EconPapers.repec.org/RePEc:pal:pmschp:978-3-319-57592-6_12

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DOI: 10.1007/978-3-319-57592-6_12

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