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Relationship Banking: Choice and Control by the Multinational Firm

International Journal of Bank Marketing

ISSN: 0265-2323

Article publication date: 1 February 1992



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.



Holland, J.B. (1992), "Relationship Banking: Choice and Control by the Multinational Firm", International Journal of Bank Marketing, Vol. 10 No. 2, pp. 29-40.




Copyright © 1992, MCB UP Limited

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