search query: @indexterm CAPITAL MARKETS / total: 931
reference: 35 / 931
| Author: | Chuang, C-M. Lin, C-P. |
| Title: | Social capital and cross-selling within financial holding companies in an emerging economy |
| Journal: | Asia Pacific Journal of Management
2008 : MAR, VOL. 25:1, p. 71-91 |
| Index terms: | Asia capital markets finance holding companies |
| Freeterms: | emerging economies social capital cross-selling |
| Language: | eng |
| Abstract: | Social capital (hereafter as: soc-cap.) is the goodwill available to individuals/groups from their network of relationships. Soc-cap. is believed to be useful in facilitating and governing hazardous transactions. However, it is unknown how soc-cap. actually facilitates cross-selling in the context of a financial holding company (FHC) especially in an emerging economy. It is argued that effective cross-selling requires an FHC to first access and accumulate comprehensive and tacit customer-specific knowledge and then share and leverage this knowledge to other applicable business opportunities. The role of soc-cap. and embedded ties is found to be critical to this process etc. |
SCIMA