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Paper info: The Substance of Business Banking Relationships


The Substance of Business Banking Relationships


Joao Proenca
University of Porto
Joao Proenca and
Luis de Castro
Lisboa University
Luis de Castro

Place of Publication

The paper was published at the 16th IMP-conference in Bath, U.K in 2000.


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The concept of business banking relationship, ie, the relations between banks and their clientfirms, as found in literature, is a poor conceptualisation of a rich and complex phenomenonwhose structural, dynamic and organisational aspects are thus neglected. Most studies stressthe operative and administrative issues whilst others looked at the relationships betweenbanks and their customers as if they were just another variable in the banks marketing mix.Besides, very rarely have relationships themselves (between banks and their customers) beentaken as the object of research and analysisThis paper seeks to provide a new understanding of the substance of banking relationships. Itpresents a comparative study of ten banking relationships in Portugal, using the interactionand network approach development by the ?IMP Group? in the context of industrial(manufacturing) systems. The study reported here also deals with relationships betweenfirms, but the fact that one of the participants is a bank induces numerous specificities.