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Relationship Banking and Competitive Advantage: Evidence from the U.S. and Germany
2/2 checkable references clean · checked 2026-09-16
Every reference with a DOI in the deposited reference list resolved to a known work in Crossref or DataCite at the dated check, and none carried a retraction, withdrawal, or removal notice.
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The 2 checked references that resolve
resolves10.1515/9783110851465
Technikdiffusion und Beschäftigungswirkungen im privaten Dienstleistungssektor
The 47 references without a DOI — listed, not checked
no DOI — not checkedService Sector Productivity
no DOI — not checkedAll data on private holdings from the Statistical Abstract of the United States, Flow of Funds Accounts—Assets and Liabilities of Households: 1980 to 1992 (Washington D.C.: U.S. Department of Commerce, 1992), p. 506. To make the data on household assets comparable with other national settings the category “equity in noncorporate business” was not included in total household financial assets for the purpose of calculating percentages. Only in the U.S. is this form of equity included under the category private household assets.
no DOI — not checkedThe mutual fund estimate is based on data from the Charles Schwab Corporation cited in the New York Times, March 20, 1994, p. 6. The information on sales of life insurance is from the Hartford-based Life Insurance Market Research Association (LIMRA). A survey of 4,000 commercial banks done in 1994 found that only 10% of commercial banks offer life insurance products and only 2% planned to begin offering these products in the near future.
no DOI — not checkedFigure on consumer installment credit comes from the Federal Reserve Board's Federal Reserve Bulletin (September 1991), A 38. Information on the credit card market comes from “Hanging On,” The Economist, November 20, 1993, p. 78, and interview data. Credit card market shares are measured in terms of total sales volume generated.
no DOI — not checkedbibr5-41165810
no DOI — not checkedStatistical Information from the First Manhattan Consulting Group cited in “A Survey of International Banking,” The Economist, April 30, 1994, p. 8.
no DOI — not checkedBaldwin Carliss, “What is the Future of Banking: A Debate,” Harvard Business Review (July/August 1991), p.145–146; Sipple, op. cit.
no DOI — not checkedOrganization of Economic Cooperation and Development (OECD), Insurance and other Financial Services: Structural Trend (Paris: OECD, 1992), p. 49.
no DOI — not checkedThe figure 76% comes from an interview with Breuer Rolf E.Dr., member of the Management Board of the Deutsche Bank recorded in “Die Vermögensverwaltung verspricht gute Gewinne,” Handelsblatt, September 9, 1993, p. 15. The two-thirds figure comes from “Zur längerfristigen Entwicklung des Mittelaufkommens der Kreditinstitute,” Monatsbericht der Deutschen Bundesbank (October 1985), p. 29, and interview data.
no DOI — not checkedKrupp Georg, a Member of the Management Board of the Deutsche Bank, writes that the percentage of life insurance sold by exclusive insurance agents is expected to drop from the level of 70% in 1990 to as low as possibly 30% by 1998 and argues that banks will be a primary beneficiary of the market change, see Krupp Georg, "Bankstrategien im Versicherungsgeschäft," Die Bank (June 1993), p. 332
no DOI — not checkedInsurance companies are echoing that expectation, see Schultz Harald, "Vertrieb von Lebensversicherungen über die Banken," Die Bank (November 1993), p. 632
no DOI — not checkedon Lebenversicherung Allianz see "Eine Absenkung der Gewinnbeteiligung für das kommende Jahr angekündigt," Handelsblatt, April 28, 1993, p. 14.
no DOI — not checkedDiscussion of credit card market shares is based on statistical data from the
GZS Gesellschaft für Zahlungssysteme GmbH
and an interview with a representative of the
Zentraler Kreditauschuß der Genossenschaftsbanken.
no DOI — not checkedPaper presented at Conference on Relational Investing, Center for Law and Economic Studies
no DOI — not checked“Ertragslage der deutschen Kreditinstituten,” Monatsbericht der Deutschen Bundesbank (August), various years.
no DOI — not checkedbibr14-41165810
no DOI — not checkedEuropean Banking
no DOI — not checkedStatistics on market shares taken from
Monatsbericht der Deutschen Bundesbank
, various issues, and from Deeg Richard, “The State, Banks, and Economic Governance in Germany,” German Politics (August, 1993).
no DOI — not checkedBryan Lowell, “A Blueprint for Financial Reconstruction,” Harvard Business Review (May/June 1991).
no DOI — not checkedContinued restrictions on commercial banks engaging in investment banking activities has similarly acted as a competitive disadvantage. The inability to trade in corporate debts and equities means that even in those state that banks can sell investment products, they are restricted to selling other companies mutual funds rather than structuring their own.
no DOI — not checked“A Survey of International Banking,” The Economist, April 30, 1994, p. 34.
no DOI — not checked“Die Entwicklung des Geld- und Sachvermögens westdeutscher privater Haushalte in den letzten zwanzig Jahren,” Monatsbericht der Deutschen Bundsebank (April 1992), p. 17
no DOI — not checkedOpening hours are set jointly by management and trade unions as part of the banking sector's collective wage agreement. The introduction of labor-saving and convenience-enhancing technology must follow negotiations with firm-based workers' councils, which enjoy the right of consultation on any significant changes in work practices and organization. Worker layoffs as a means of generating short-term cost savings are also made more difficult by the legal obligation management has to negotiate employee compensation packages with their works councils in the event of any collective dismissal.
no DOI — not checkedSee on this point Reichheld Frederick F. “Loyalty-Based Management,” Harvard Business Review (March/April, 1993); Reichheld Fredrick F., Sasser W. EarlJr. “Zero Defections: Quality Comes to Services,” Harvard Business Review (September/October 1990).
no DOI — not checkedFigures on technology investment taken from McKinsey Global Institute, “Service Sector Productivity,” p. 8–10; Bröker Günther, Competition in Banking: Trends in Banking Structure and Regulation in OECD Countries (Paris: OECD, 1989), p. 128; and statistical data of the Zentraler Kreditauschuss der Genossenschaftsbanken.
no DOI — not checkedWorks councils in the banking industry were, in fact, heavily criticized both from trade unions and from within their own ranks for not coming up with proactive strategies for shaping the reorganization of the back office. See Czech's Dieter articles “Betriebliche Weiterbildung in Banken,” Die Mitbestimmung (December 1989) as well as “Arbeitsgestaltung und Qualifizierung für Bankangestellte im unteren Tarifgefüge,” Die Mitbestimmung (October 1987).
no DOI — not checkedBaethge Martin, Oberbeck Herbert, Zukunft der Angestellten (Frankfurt: Campus, 1986), p. 91-95
no DOI — not checkedSurvey of Bank Personnel Policies and Practices
no DOI — not checkedbibr27-41165810
no DOI — not checkedInformation of training expenditures is from Kreyenschmidt Gisela, “Bankausbildung vor neuen Herausforderungen,” Die Bank (April 1990) and interview data; statistics on changes in skill structure taken from the
Jahresbericht der privaten Bankgewerbe
as well as the
Ausbilder-Taschenbuch
, the savings banks' yearly report on all aspects of personnel policy.
no DOI — not checkedThe average figure of 5% comes from “Service Sector Productivity,” Deloitte, Touche's “California Banks Compensation Survey, 1992,” while the 10–15% figure comes from interview data.
no DOI — not checkedThe banking sector's collective wage agreement mandates 13 months pay with an extra half-month's pay to be awarded at the discretion of individual banks.
no DOI — not checkedbibr31-41165810
no DOI — not checked“Variable Pleasures,” The Economist, November 6, 1993, p. 103.
no DOI — not checkedEpple Manfred, “Die Kundenbindung wird schwächer: Vertrieb von Bankprodukten,” Die Bank (October 1991), p. 548. Note that the single bank connection in the retail segment is taken to be so common in Germany that the author interprets the 50% with more than one bank connection as evidence of a weakening of bank-client ties.
no DOI — not checked“German Banking: Fund-Raising,” The Economist, August 27th, 1994, p. 65.
no DOI — not checkedThe largest private banks have moved in recent years to consolidate their business operations with small business clients into regional business centers where other firm clients are served. There is no suggestion, however, of moving away from the relationship manager model in this market segment.
no DOI — not checkedBostelmannm Jürgen, "Kreditwürdigkeitsprüfen in Krisenzeiten," Bank Information, (October 1993), p. 32
no DOI — not checkedKrupke Norbert, "Was der Jahresabschluß nicht verrät," Kreditpraxis (January 1994), p. 30.
no DOI — not checked“Banks and Industrial Finance in Germany and the U.S.: An Organizational Perspective on Long-Term Lending,”
no DOI — not checked“When to throw 'em back,” The Economist, March 12, 1994, pp. 81–82.
no DOI — not checkedVitols, op. cit.
no DOI — not checkedPercentage based on outstanding loans at the beginning of 1992. See Monatsbericht der Deutschen Bundesbank, (February 1992), Table III.20.
no DOI — not checkedbibr42-41165810
no DOI — not checkedKann Günter, “Trends in der Finanzierung kleiner und mittlerer Unternehmen,” Der Langfristige Kredit (November 1988), p. 705.
no DOI — not checkedbibr44-41165810
no DOI — not checkedATM data based on statistical information from the Zentraler Kreditauschuss der Genossenschaftsbanken. On telephone banking, see “Banken hören aufs Wort: Telefonbanking auf dem Vormarsch,” Neue Zeit, October 29, 1993, p. 4.
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