Authors: Joao F. Proenca; Luís M. de Castro
This paper presents a study about relationships between banks and corporate clients, discussing the interaction process between the banks and the firms and their behaviour. The results were obtained from four case studies in Portugal. The research provides some insights about the instability of business relationships in the banking service business, and suggests some factors that can generate or intensify that instability, which impacts as temporary reductions in the volume of business. The short-term irregularities are discussed and it is shown that they arise in the context of long-term relationships continuity and stability. The paper highlights some “stress” factors that can impact on buying behaviour and on the interplay between banks and firms. It provides interesting insights for managers and researchers alike for better understanding the nature of banking relationships.
Journal: International Journal of Bank Marketing (Vol. 23, nº 7 – 527-541)
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Publish Year: 2005
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