Retail Banking Crossroads (Product Variants to Customers’ Variants)
Journal Title: JOURNAL OF COMMERCE AND TRADE - Year 2009, Vol 4, Issue 2
Abstract
This paper is a study of cross-selling practices in Indian banking industry through the case study method. This study focuses on the prediction of cross-selling opportunities and attempts to answer the questions of who is likely to buy additional products from the same company, what the next product is likely to be and when the purchase is likely to be made? The banking industry regularly mounts campaigns to improve customer value by offering new products to existing customers. This approach gained momentum as a result of the increasing availability of customer data and improved analysis capabilities through data mining. The cross-selling practices in Indian banking sector are quite different. These differences emerge mainly from their different philosophy, background and distinct target customer segments. However, both sectors can learn from each other; public sector banks can introduce specialized training and incentives, whereas private sector banks need to introduce appropriate control mechanisms and avoid indiscriminate cross-selling. The study mainly focuses on state bank of India (SBI), the premier bank in the Indian banking sector .
Authors and Affiliations
Dinesh Pratap Singh
Keywords
Related Articles
- EP ID EP251583
- DOI -
- Views 61
- Downloads 0
An Evaluation of Human Resource Policies of Moser Baer India Limited
Indian economy has been in the picture of a major restructuring on its way to globalization. Increased economic activity is posing major challenges and also at the same time, it is offering numerous opportunities. Human...
Managerial Problems of Rural Manufacturers (A Study with Reference to Nanded District)
Small-scale industries play a strategic role in the progress of a country. These industries, by and large, represent a stage in economic transition from traditional to modern technology. The transitional nature of this p...
Cash Flow Valuation of Maruti and Hyundai (An Analytical Perspective)
This research paper focuses on an analytical valuation perspective of Maruti Suzuki India Ltd. (MSIL) and Hyundai Motors India Ltd. (HMIL). MSIL is the no. one car maker in India and HMIL takes place second position. The...
The Study of Suggestive Areas for Boosting Tourism Sector in India
The tourism industry has not only contributed only to the tourism revenue but also it has supported other diverse sectors, too such as horticulture, handicrafts, agriculture, construction and even poultry. Investments in...
Value Addition in Mobile Services and MMS
Mobile value-added services (MVAS) are those services that are not part of the basic voice service and are availed off separately by the end user. They are used as a tool for differentiation and allow the mobile operator...