商业银行交叉销售的现状分析与策略建议

新世纪以来,银行、保险、投资等多领域金融产品的交叉销售成为各家金融机构获取客户、服务、扩张和盈利的重要工具。文章分析了当前商业银行交叉销售的现状,指出国内银行业已取得基本确立交叉销售的经营理念和经营模式、初步建立CRM系统为交叉销售提供技术支持等成效,但仍存在市场定位不明、销售手段单一、产品缺少重点等不足。文章从客户策略、产品策略、渠道策略、服务策略、队伍策略、激励策略等方面就推进我国商业银行交叉销售提出建议。     

Evidence on Value Creation in the Financial Services Industries through the Use of Joint Ventures and Strategic Alliances

While an extensive body of literature has examined merger, acquisition, and consolidation activity in commercial banks and other financial services firms, little attention has been paid to examining how these institutions use the cooperative activities of joint ventures and strategic alliances to accomplish their growth objectives. We analyze the effects of the use of joint ventures and strategic alliances by a sample of firms in the banking, investment services, and insurance industries. Our results show that commercial banks, investment services firms, and insurance companies experience significant abnormal returns of 0.66% on average when they announce their participation in a joint venture or strategic alliance. These abnormal returns are significantly positive across the four strategic motives of domestic, international, horizontal, and diversifying cooperative activities. Using a matched sample, we also show that our sample firms enjoy significant, positive, abnormal returns for holding periods of six, 12, and 18 months after the announcement of the cooperative activity.     

Return Dependence and the Limits of Product Diversification in Financial Firms

Copula‐GARCH models indicate dependence between bank returns and those to insurance underwriting, securities brokerage, and mortgage finance increased during the recent crisis. In contrast, dependence between banks and the broader market was little changed. The crisis‐related jump in return dependence within the financial services sector was greatest for banks that had previously appeared the most independent. Larger banks were also especially prone to increased dependence. These findings raise doubts about the ability of financial conglomerates to diversify effectively and highlight the need for policy progress in methods for resolving such institutions should they become illiquid or insolvent.     

Mixing and matching: Prospective financial sector mergers and market valuation

Which types of mergers are likely to be most productive for banks and other financial firms in the US? From a management perspective, mixing disparate firms may be difficult, but may offer significant gains from diversification. The opposite applies to matching similar firms. This paper considers life insurance, property and casualty insurance, securities, and commercial firms as potential matches for banks. It examines a measure of diversification gains from potential consolidation, based on option pricing, and a model of the “building blocks” of the industries, based on arbitrage pricing theory. The results identify potential diversification gains from virtually all combinations involving banking and insurance, which arise because common factors are combined in different ways and because insurance is already well diversified.     

Geographic diversification and firm value in the financial services industry

This paper investigates whether geographic diversification is value-enhancing or value-destroying in the financial services sector, broadly defined. Our dataset comprises approximately 3579 observations over the period from 1985 to 2004 and covers the entire range of U.S. financial intermediaries — commercial banks, investment banks, insurance companies, asset managers, and financial infrastructure services firms. We use two alternative measures of geographic diversification: (1) a dummy variable whether the firm reports more than one geographic segment and (2) the percentage of sales from non-domestic operations. Our results indicate that geographic diversification is not associated with a significant valuation discount in financial intermediaries. However, when accounting for the firms' main activity-areas, we find evidence of a significant discount associated with geographic diversification in securities firms and a premium in credit intermediaries and insurance companies. All these results are robust after taking into account functional diversification of the firms, a potential endogeneity of both functional and geographic diversification, and a potential value transfer from equity to debt holders by using estimates of the market value of debt.     

Mergers with interfirm bundling: a case of pharmaceutical cocktails

Pharmaceutical cocktails often consist of two or more drugs produced by competing firms. The component drugs are often also sold as stand‐alone products. We analyze the effects of a merger between two pharmaceutical firms selling complements for colorectal cancer treatment. In this setting there are two merger effects: the standard upward pricing pressure due to firms internalizing the substitution between the stand‐alone products, and an additional effect where the firms internalize the impact of selling complements and reduce the price of the cocktail product. The net impact of a merger is a modest price increase, or even a price decrease.     

我国商业银行存款保险制度问题研究

本文着重阐述了我国保险存款制度的发展历程，认为我国构建商业银行存款保险制度是推进利率市场化的必要条件，有助于明确商业银行在市场经济中的法人地位、约束商业银行的经济行为、发挥市场在资金配置方面的基础性作用，以及维护储户的金融利益和金融系统的整体稳定。     

An Examination of the Equity Market Response to The Gramm-Leach-Bliley Act Across Commercial Banking, Investment Banking, and Insurance Firms

Abstract:  This paper examines the wealth effects of the events surrounding the passage of the Gramm-Leach-Bliley Act of 1999 and changes in systematic risk from the pre-Act period to the post-Act period for commercial banks, investment banks, and insurance firms. The results suggest that investment banks and insurance firms are better positioned to exploit the benefits of product-line diversification opportunities allowed by the legislation compared to commercial banks that experience no significant market reaction. Further evidence indicates a significant risk shift and overall reduction in riskiness for the financial sectors under consideration around the event period.     

利率市场化与商业银行存款战略转型

本文首先探究了利率市场化改革的缘由,然后分析了利率市场化对我国商业银行存款业务的影响,最后提出了商业银行存款业务战略转型对策。研究表明：利率市场化改革有助于提高商业银行存款业务经营管理水平,推动金融产品创新,为商业银行创造公平竞争环境,但也加剧了商业银行间的存款竞争,增大了存款数量的波动性,使商业银行的存款定价能力面临挑战。为此,商业银行必须转变存款经营思路,重视存款保险的作用,创新存款产品,建立合理的存款定价模型。     

我国商业银行理财业务发展研究

近年来,随着我国金融体制改革的快速推进,个人理财业务逐渐成为银行业务发展的新方向和竞争焦点所在。虽然经过几年的发展,我国商业银行的个人理财业务已取得一定成绩,但其发展过程中还存在着机制流程以及后台支持体系的欠缺,大量高素质理财人才的缺乏等问题。本文提出了发展我国商业银行个人理财业务的对策建议。     

存款保险制度能否抑制银行个体风险承担?

基于2008-2019年我国30家上市银行的财务数据,研究了存款保险制度实施对银行风险承担行为的影响.对选取的经济变量进行单位根检验发现,变量均为平稳变量.利用固定效应模型进行实证回归分析,结果表明:总体上看,存款保险制度的推出增加了银行的风险承担行为;在将银行进行分类后,存款保险制度的实施对大型商业银行的风险承担影响...     

Winners and Losers as Financial Service Providers Converge: Evidence from the Financial Modernization Act of 1999

The Financial Modernization Act of 1999 dramatically increased insurers' and investment banks' authority to provide an array of financial services and allowed commercial banks to offer investment banking and insurance services. In this paper we examine the market response to this legislation. We find a strong positive response among insurance companies and investment banks, and no significant response among commercial banks. Larger institutions in all three financial sectors earn higher abnormal returns. Additionally, better performing banks earn higher abnormal returns. Our results suggest that allowing financial convergence can add value through synergies and that large players are needed to exploit the scope economies.     

Assessing competition in the banking industry: A multi-product approach

This paper investigates the competitive aspects of multi-product banking operations. Extending Panzar and Rosse’s (1987) model to the case of a multi-product banking firm, we show that higher economies of scope in multi-product banking are associated with lower Panzar–Rosse measures of competition in the banking sector. To test this empirical implication and determine the impact of multi-production on market power, we use a new dataset on the Brazilian banking industry. Consistent with our theoretical prediction, we find that banks that offer classic banking products (i.e., loans and credit cards) and other banking products (i.e., brokerage services, insurance and capitalization bonds) have substantially higher market power than banks that offer only classic products. These results suggest a positive bias in the traditional estimates of competition in which multi-output actions are not considered.     

Why Do Firms Switch Banks? Evidence from China

This article uses a sample of matched firms-banks data in China over the period 1999–2012 to determine the drivers of firms switching behavior from one bank relationship to another. The results show that the principal driver of a switching action is the credit needs of the firm. The binding force of the Communist Party in state-owned banks and enterprises would suggest that switching should be a rare phenomenon in Chinese commercial relations. But switching occurs. The findings support the extant literature that transparent firms are able to switch more readily than opaque firms. The results also suggest that banks that develop their fee income services are more effective in locking-in their borrowers and that firms tend to switch from state-owned banks to smaller non-state owned banks. However, in other areas switching does not conform with the mainstream explanations.     

Do financial conglomerates create or destroy economic value?

This paper investigates whether functional diversification is value-enhancing or value-destroying in the financial services sector, broadly defined. Based on a U.S. dataset comprising approximately 4060 observations covering the period 1985–2004, we report a substantial and persistent conglomerate discount among financial intermediaries. Our results suggest that it is diversification that causes the discount, and not that troubled firms diversify into other more promising areas. In addition, the discount applies to all financial services activity-areas with the exception of investment banking and is stable over different combinations of financial activity-areas with the exception of commercial banking units combined with insurance companies and/or investment banking activities.     

四大国有商业银行的收缩战略研究——从规模经济的角度探讨银行实施收缩战略的必要性

在不断出现的全球银行业并购案例中 ,人们往往只重视对商业银行的扩张战略进行研究 ,但是收缩战略在当今的银行业中同样发挥着重要的作用。本文首先通过对银行业的背景和银行适度规模的分析 ,探讨商业银行实施收缩战略的原因 ,然后从实证的角度对我国国有商业银行的规模及其效益进行分析 ,证明实施收缩战略的必要性。文章最后针对我国的现实情况 ,提出实施收缩战略的两点具体措施。     

利率市场化对我国商业银行影响的实证分析

对于商业银行而言,利率市场化的积极意义在于它将促进金融市场的深化发展和金融机构之间的公平竞争,为银行业快速发展和多元化经营创造良好的外部环境。但是从短期来看,利率市场化也将改变商业银行原有的利率决定机制和经营模式。利率市场化将大大提高利率波动的幅度和频率,并使利率的期限结构复杂化,对商业银行的经营能力和风险把控能力都将是重大考验。本文选取10家国内上市商业银行,对其非利息收入占比、利率敏感性缺口等指标进行实证检验,最后根据实证结果对商业银行应对利率市场化提出合理建议。     

非银行金融科技与上市公司借贷成本——竞争压力还是信息溢出？

金融科技作为技术驱动的金融创新,是深化金融供给侧结构性改革、增强金融服务实体经济能力的重要引擎。基于我国A股上市公司数据,本文实证分析了针对中小微企业和个人的非银行金融科技发展对上市公司借贷成本的溢出效应。结果表明,非银行金融科技发展每提高10%,上市公司借贷成本平均下降1.6个百分点。进一步分析表明,这一结果同时受到“竞争压力”与“信息溢出”两种机制的作用:前者表现为在银行业竞争程度更高的地区,非银行金融科技的发展更能显著降低企业的借贷成本;后者表现为,非银行金融科技的发展能够显著降低商业银行不良贷款率,同时也能降低商业银行业务及管理费用开支。本文探索金融科技如何影响上市公司融资成本,为金融科技进一步增强金融服务实体经济能力提供了新的启示。     

驳中小商业银行危机论——基于利率市场化视角

中国利率市场化进程不断加速,利率变动也将愈加频繁,给中小商业银行的盈利能力和经营管理水平带来严峻挑战,国内某些媒体开始鼓吹中小银行＂存款搬家论＂。尤其是存款保险制度即将推出之际,中小上商业银行危机论甚嚣尘上。我们应该看到利率市场化同时也给中小银行带来了发展机遇,中小银行的风险监管能力、定价能力、业务结构、金融创新都在不断完善,完全可以适应利率市场化的金融环境,大规模的中小银行倒闭潮不会出现。     

基于管理会计导向的先进管理系统：商业银行信息化战略定位

当前,国内银行纷纷借鉴西方商业银行的发展模式与经验,引进ERP管理信息系统。商业银行选择国内外ERP管理信息系统的核心标准是ERP管理信息系统能否真正实现商业银行资源有效配置与充分利用。商业银行会计包括财务会计与管理会计两大体系：商业银行管理会计是商业银行面向未来资源配置与利用的价格信号机制：商业银行财务会计是商业银行过去资源配置与利用的会计。基于管理会计导向的先进管理系统是商业银行信息化的战略定位。商业银行管理会计体系是以商业银行战略管理框架为基础。围绕为企业战略决策提供决策信息的管理会计内在逻辑来构建价值创造型商业银行管理会计体系。