Este trabalho trata sobre marketing bancário, mais precisamente sobre o processo de distribuição de produtos e serviços bancários. O processo de distribuição dos bancos sempre se caracterizou por uma distribuição direta. Inicialmente, através exclusivamente de uma rede de agências próprias. Posteriormente, ampliando o atendimento para caixas eletrônicos, internet banking, telefone, todas formas de atendimento direto. Recentemente, alguns varejistas passaram a oferecer produtos financeiros diretamente para seus clientes, num processo chamado de desintermediação financeira. O sistema bancário captou esta oportunidade e, ao invés de entrar em competição com os varejistas, adotou a desintermediação financeira como um canal indireto de distribuição, tornando os varejistas correspondentes bancários. O objetivo deste trabalho é compreender a deseintermediação financeira sob a ótica de marketing. No processo de desintermediação financeira analisado, os correspondentes bancários surgem como um canal indireto de distribuição. A introdução deste novo canal altera alguns conceitos do marketing bancário, produz mudanças nos relacionamentos dos clientes com as instituições financeiras, cria novas oportunidades e abre novos mercados ao setor bancário. Dada à concentração do mercado em cinco grandes bancos (Banco Itaú, Banco Bradesco, Banco do Brasil, Banco Santander e Caixa Econômica Federal), responsáveis por mais de 80% do mercado nacional, optou-se pela realização de um estudo de caso múltiplo, entrevistando executivos responsáveis pelos correspondentes bancários, fazendo observação no correspondente por meio do cliente misterioso e por meio de dados secundários. Como resultado, é possível identificar novos mercados que os bancos passaram a atender graças aos correspondentes bancários desses bancos, novas formas de relacionamento entre clientes e bancos, uma alteração no fluxo de distribuição e na estratégia de distribuição dos cinco bancos pesquisados. / This work deals with bank marketing, specifically on the process of distribution of banking products and services. The banks\' distribution process has always been characterized by a direct distribution. Initially, it was done exclusively through a network of own agencies. Later, the banks expanded the service to ATMs, internet banking, telephone, all forms of direct care. Recently, some retailers began to offer financial products directly to their customers, in a process called financial disintermediation. The banking system has captured this opportunity and instead of entering into competition with retailers, adopted the financial disintermediation as an indirect channel distribution, turning retailers in correspondent banking. The objective of this study is to understand the financial disintermediation from the perspective of marketing. In the process of financial disintermediation analyzed, correspondent banking arise as an indirect channel distribution. The introduction of this new channel changes some concepts of the banking marketing, produces changes in customer relationships with financial institutions, creates new opportunities and opens new markets to the banking sector. Because the concentration of the market in five major banks (Banco Itaú, Banco Bradesco, the Banco do Brasil, Banco Santander and Caixa Economica Federal), which account for over 80% of the domestic market, it was decided to carry out a multiple case study, interviewing executives responsible for correspondent banking and observe the banks correspondents by the mysterious client. As a result, you can identify new markets that banks began to meet thanks to bank correspondents, new forms of relationships between clients and banks, a change in the distribution of flow and distribution strategy of the five researched banks.

With growing number of adult people not owning a bank account,efforts are being made to bring banking services to the unbanked populations.Relationships marketing plays a crucial role in  establishing and sustaining beneficial relationship in the banking industry. This study sought to explore the link between agent banking and relationship marketing through an exploratory qualitative approach.The findings show that agent banking as a fairly new phenomenon relies on the integration of different functions within the bank with a strong emphasis on the role of technology,processes and personnel to delivder services that can be acceptable to the customers so as to create long lasting beneficial relationships. Through semi-structured interviews with employees of 6 banks that offer agent banking in Bangladesh,this study contributes a key reflection document on implemenation of agent banking for other banks that intend to start offering agent banking services in Bangladesh.

Most people agree that the internationalization of RMB follows a three-step strategy, i.e. turn RMB into a settlement currency, investment currency, and reserve currency. The promulgation of the ¡§Administrative Rules on Pilot Program of RMB Settlement of Cross-border Trade Transactions¡¨ on July 2, 2009 demonstrated that China has officially begun to facilitate the use of currency in trade settlement. The start of RMB cross-border trade settlement not only stands for new function of RMB but also brings new opportunities. Therefore, a fundamental motivation for this research is to explore how will it influence correspondent banking business and what business opportunities it offer to correspondent banking business? This thesis takes the case of W Bank, a world leading correspondent banking service provider for example. By discussing value chain of the correspondent banking business and studying the business model of W Bank, we depict how W Bank can exploit the new business opportunity and conclude that W Bank, a U.S.-based bank, remains in a good position to offer RMB-denominated services.

This paper provides an analysis on Financial Inclusion and a set of indicators to understand how adults in Guatemala manage their finances. The data shows that only 22 percent of the adult population has an account at a legitimate financial institution. In addition, 25 percent of adults report having saving habits but only 10 percent do it at a legitimate financial institution. Physical distance is a key factor in achieving Financial Inclusion in the country as the most common barrier for the use of financial products is the lack of financial service branches in many regions, especially in the northern part of the country. The purpose of this research was to find a method that could be implemented in Guatemala in order to introduce underserved people into the legitimate financial system. Special analysis was made on the Correspondent Banking model and it was found to be one of the most successful methods employed to improve access and usage of financial services in many countries. This branchless banking strategy can play a significant role in ensuring universal access to financial services, and be a cost-effective strategy for financial institutions to increase their customer base. Guatemala can use this current opportunity to guide its economic strategy towards the reduction of poverty, economic improvement and mitigation of some of the worst effects of being financially excluded.

Este trabalho trata sobre marketing bancário, mais precisamente sobre o processo de distribuição de produtos e serviços bancários. O processo de distribuição dos bancos sempre se caracterizou por uma distribuição direta. Inicialmente, através exclusivamente de uma rede de agências próprias. Posteriormente, ampliando o atendimento para caixas eletrônicos, internet banking, telefone, todas formas de atendimento direto. Recentemente, alguns varejistas passaram a oferecer produtos financeiros diretamente para seus clientes, num processo chamado de desintermediação financeira. O sistema bancário captou esta oportunidade e, ao invés de entrar em competição com os varejistas, adotou a desintermediação financeira como um canal indireto de distribuição, tornando os varejistas correspondentes bancários. O objetivo deste trabalho é compreender a deseintermediação financeira sob a ótica de marketing. No processo de desintermediação financeira analisado, os correspondentes bancários surgem como um canal indireto de distribuição. A introdução deste novo canal altera alguns conceitos do marketing bancário, produz mudanças nos relacionamentos dos clientes com as instituições financeiras, cria novas oportunidades e abre novos mercados ao setor bancário. Dada à concentração do mercado em cinco grandes bancos (Banco Itaú, Banco Bradesco, Banco do Brasil, Banco Santander e Caixa Econômica Federal), responsáveis por mais de 80% do mercado nacional, optou-se pela realização de um estudo de caso múltiplo, entrevistando executivos responsáveis pelos correspondentes bancários, fazendo observação no correspondente por meio do cliente misterioso e por meio de dados secundários. Como resultado, é possível identificar novos mercados que os bancos passaram a atender graças aos correspondentes bancários desses bancos, novas formas de relacionamento entre clientes e bancos, uma alteração no fluxo de distribuição e na estratégia de distribuição dos cinco bancos pesquisados. / This work deals with bank marketing, specifically on the process of distribution of banking products and services. The banks\' distribution process has always been characterized by a direct distribution. Initially, it was done exclusively through a network of own agencies. Later, the banks expanded the service to ATMs, internet banking, telephone, all forms of direct care. Recently, some retailers began to offer financial products directly to their customers, in a process called financial disintermediation. The banking system has captured this opportunity and instead of entering into competition with retailers, adopted the financial disintermediation as an indirect channel distribution, turning retailers in correspondent banking. The objective of this study is to understand the financial disintermediation from the perspective of marketing. In the process of financial disintermediation analyzed, correspondent banking arise as an indirect channel distribution. The introduction of this new channel changes some concepts of the banking marketing, produces changes in customer relationships with financial institutions, creates new opportunities and opens new markets to the banking sector. Because the concentration of the market in five major banks (Banco Itaú, Banco Bradesco, the Banco do Brasil, Banco Santander and Caixa Economica Federal), which account for over 80% of the domestic market, it was decided to carry out a multiple case study, interviewing executives responsible for correspondent banking and observe the banks correspondents by the mysterious client. As a result, you can identify new markets that banks began to meet thanks to bank correspondents, new forms of relationships between clients and banks, a change in the distribution of flow and distribution strategy of the five researched banks.

Made available in DSpace on 2010-04-20T20:14:33Z (GMT). No. of bitstreams: 1 61070100599.pdf: 913078 bytes, checksum: 2e1dc4c65b55c3145bbab188f3146ef0 (MD5) Previous issue date: 2009-03-20T00:00:00Z / Algumas abordagens recentes chamaram a atenção para a importância das empresas mobilizarem sua capacidade produtiva para solucionar problemas das classes menos favorecidas da sociedade. Especificamente para o caso de serviços financeiros, defende-se que a atuação na baixa renda tem implicações positivas na sociedade como um todo, ao promover sua re-inclusão no sistema tradicional. Dentro desse cenário, as iniciativas de microfinanças parecem jogar luz a esse problema ao tentar levar acesso a serviços financeiros para a população de baixa renda. Porém, tais iniciativas ainda parecem não ter demonstrado o seu real potencial, e prova disso é a persistência dos crônicos indicadores de pobreza e de desigualdade social. Isso acontece porque as abordagens atuais de microfinanças apresentam limitações, dentre as quais as tecnológicas são uma das mais importantes. Por outro lado, existe um fenômeno que se manifesta especificamente no Brasil e que se refere ao grande crescimento dos chamados correspondentes bancários (CBs), em que o correspondente, que, na maior parte das vezes, é um varejo, oferta serviços em nome do banco. Alguns estudos relacionam esses dois conceitos, microfinanças e CBs, e propõem o CB como um canal tecnológico para a promoção das microfinanças. Dentro desse cenário, uma pergunta pertinente e ainda pouco explorada na literatura é: como ocorrem a adoção, implementação e uso das tecnologias de correspondentes bancários na oferta de serviços financeiros para a população de baixa renda no Brasil? De posse dessa pergunta de pesquisa, procedeu-se a um estudo de caso em profundidade e o objeto de estudo foi a forma de atuação do Banco Lemon, em especial, por possuir uma extensa rede de CBs, ser baseado exclusivamente em CBs (não tem agências físicas) e estar focado na baixa renda. A partir de uma abordagem que inclui contribuições das escolas do estruturacionismo, do construtuvismo e do contextualismo, foi possível entender como ocorreu o processo de negociação entre dois grupos relevantes, o Banco Lemon e o gestor de redes, que é um intermediário entre o banco e o varejo, na formação da tecnologia que foi adotada, implementada e usada. Os principais achados da pesquisa referem-se ao entendimento de como a tecnologia é usada para prover os serviços que o Banco Lemon quer ofertar e como dois grupos relevantes interagem, negociam e produzem a tecnologia na prática. / Recent approaches highlighted the importance of companies to redirect their productive capacity in order to meet the needs of lower-income people. When it touches financial services, some advocate participating in the lower-income segment has positive impacts on the whole society, since it brings them back to the formal market. In this context, since microfinance initiatives try to deliver financial services to the poor, they seem to throw light on this issue. On the other hand, these initiatives have not yet shown their full potential– persistent chronic poverty and inequity indicators are still at high rates. This may happen because the current microfinance initiatives have limitations, and the technological aspects are among the most important ones. At the same time, another phenomenon that takes place in Brazil is the great growth of the so-called correspondent banking (CB), where the correspondent, most of it retail shops, offer services on behalf of the bank. Some recent studies relate these two concepts–microfinance and CB–, and propose the CB as a technological channel to foster microfinance. In this regard, there is a pertinent but still scarcely developed question in the literature: how do adoption, implementation and use of the correspondent banking technology take place in the supply of financial services to the lowerincome population in Brazil? Taking this research question into account, a deep case study was conducted and its object was Banco Lemon’s way of running businesses, mainly, because it possesses a large CB network, it is based exclusively on CBs–no branches–and it is focused on the lower-income population. Using an approach that included contributions from the body of knowledge of structuralism, constructivism and contextualism, it was possible to understand how was the negotiation held between two relevant groups–Banco Lemon itself and the network integrators, which are intermediaries between Banco Lemon and the retail–in the formation of the adopted, implemented and used technology. Main findings of this research refer to the understanding of how technology is used to provide the services Banco Lemon wants to deliver and how two different relevant groups interact, negotiate and produce the technology in the practice.

Submitted by Alexandro Moreira (alexandro.moreira@gvmail.br) on 2011-07-29T22:17:23Z No. of bitstreams: 1 Moreira, Alexandro.pdf: 2044119 bytes, checksum: ea8835311f96dff6ab95623b343eb59f (MD5) / Rejected by Gisele Isaura Hannickel (gisele.hannickel@fgv.br), reason: Você deve protocolar carta do orientador em 01/08 na Secretaria de Registro para uma nova avaliação. on 2011-08-01T12:24:24Z (GMT) / Submitted by Alexandro Moreira (alexandro.moreira@gvmail.br) on 2011-08-21T15:18:09Z No. of bitstreams: 1 Moreira, Alexandro A.pdf: 2066166 bytes, checksum: 59f6f81a56737cb643765f4723edcdc2 (MD5) / Approved for entry into archive by Gisele Isaura Hannickel (gisele.hannickel@fgv.br) on 2011-08-22T12:36:41Z (GMT) No. of bitstreams: 1 Moreira, Alexandro A.pdf: 2066166 bytes, checksum: 59f6f81a56737cb643765f4723edcdc2 (MD5) / Approved for entry into archive by Gisele Isaura Hannickel (gisele.hannickel@fgv.br) on 2011-08-22T12:38:27Z (GMT) No. of bitstreams: 1 Moreira, Alexandro A.pdf: 2066166 bytes, checksum: 59f6f81a56737cb643765f4723edcdc2 (MD5) / Made available in DSpace on 2011-08-22T13:00:40Z (GMT). No. of bitstreams: 1 Moreira, Alexandro A.pdf: 2066166 bytes, checksum: 59f6f81a56737cb643765f4723edcdc2 (MD5) Previous issue date: 2011-06-07 / Na última década tem-se observado grande interesse no estudo do canal chamado “Correspondente Bancário” como parte do processo de inclusão bancária, ampliação do acesso a crédito e entrega de serviços bancários em comunidades isoladas e/ou carentes do país. Dentre esses estudos podemos depreender a importância do canal para a universalização do acesso a serviços bancários no contexto brasileiro e uma taxonomia dos modelos de operação via “gestores de redes”, empresas voltadas a operacionalização da cadeia de valor que se forma para viabilizar o negócio do correspondente bancário em escala comercial. Considerando os correspondentes bancários como canal de entrega de diversos serviços financeiros ou não, fortemente apoiados no uso de tecnologia da informação, o trabalho teve como principal interesse de pesquisa, expandir o conhecimento a respeito dos arranjos tecnológicos que suportam a operação do canal e dos tipos de serviços ofertados pelas instituições financeiras e gestores de rede, lacuna ainda existente nos estudos sobre o tema. Estes objetivos foram atingidos através da apresentação da tipologia dos arranjos tecnológicos e tipos de serviços atualmente disponíveis no canal de correspondente bancário no contexto brasileiro. Adicionalmente novas classes e tipos de serviços foram definidas e podem ser adicionados ao canal de correspondente bancário. O trabalho utilizou os pressupostos do modelo conceitual multinível estruturacionista que combina moldagem social da tecnologia e contextualismo, incorpora indissociáveis níveis de análise: individual, do grupo e da comunidade local, combinando quatro conceitos fundamentais: a tecnologia-na-prática, a negociação, os grupos sociais relevantes e frames tecnológicos.

La monnaie est au coeur des rapports de droit et d’obligation qui se créent dans les transactions des plus simples au plus complexes. Cette prépondérance de la monnaie trouve sa justification dans ses fonctions juridiques et économiques d’instrument de mesure, de réserve de la valeur de biens et services, et également de sa fonction de moyen de paiement. Les flux quotidiens de monnaie révèlent cette importance. Si ces rapports de droit doublés d’une dimension économique sont habituellement confinés dans un cadre géographique étatique, ils suivent aujourd’hui une tendance à l’internationalisation. La circulation de la monnaie suit la même tendance en dépassant le simple cadre des États. Pour assurer le transfert de la monnaie par-delà les frontières, diverses techniques ont pendant longtemps été utilisées. Les premières apparurent dans les foires du Moyen Âge avec l’utilisation des effets de commerce (lettre de change et billet à ordre) et plus tardivement du chèque. Ces premières techniques traditionnelles qui ont la particularité de reposer sur du support papier déclinent et cèdent la place à de nouvelles techniques (virement électronique, carte électronique, porte-monnaie électronique). L’exigence de célérité inhérente à l’activité commerciale a fait ressentir un besoin d’innovation qui s’est traduit par la création de nouvelles techniques de transfert de la monnaie voire d’une nouvelle forme de monnaie : la « monnaie électronique ». Une autre innovation majeure réside dans l’émergence grâce à l’informatique des « systèmes de paiement » qui constituent un nouveau cadre de réalisation des transferts de fonds.L’élément d’extranéité inhérent au caractère international de l’utilisation des nouvelles techniques de transfert de monnaie pose la récurrente problématique des conflits de lois. Si pour les techniques traditionnelles de transferts de fonds, des initiatives d’uniformisation (conventions de Genève relatives à la lettre de change et au chèque) ont permis de résoudre à certains égards cette difficulté, il n’existe pas pour l’heure un cadre légal spécifique régissant l’utilisation internationale des nouvelles techniques de transfert de fonds. Il n’existe non plus à l’échelle internationale, de texte législatif régissant les nouveaux systèmes de transferts de fonds. Face à ce vide législatif, ne convient-il pas de prendre en considération la nature contractuelle des relations qui se nouent grâce à l’informatique dans les systèmes de transferts de fonds et de déterminer une « loi contractuelle » qui aurait vocation à régir les nouvelles techniques de transferts de fonds présentant un caractère international ? Cette thèse se propose à cet effet de démontrer la nature contractuelle des divers rapports qui se nouent dans les systèmes des transferts internationaux de fonds. Une telle qualification contractuelle en amont permet de soutenir en aval l’idée d’une applicabilité d’un régime contractuel aux nouvelles techniques de transferts de fonds. / Legal relations are based essentially on the monetary obligations. The dominant role of money is explained by its legal and economic functions. The daily flow of money transfers attest this importance. If those legal and economic relations are usually located in a limited geographical area, they now follow a movement towards internationalization. The circulation of money also follows the same movement beyond the simple framework of a country. To ensure the funds transfer across borders, various techniques have long time allowed to make international money transfers. Early techniques appeared in fairs of the middle Ages, with the use of commercial paper (bill of exchange or promissory note) and later the check. These traditional instruments which have the characteristic of being based on the paper declined to give way to new techniques. The celerity required by business, has created a need of innovation. It explains the creation of new techniques of money transfer and a new form of currency: the "electronic money”. Another important innovation is the emergence through the computing, "systems" that are a new framework of funds transfers.The foreign element related to international nature of the new techniques of money transfer raises the legal problem of conflict of laws. If for traditional techniques of fund transfer, standardization initiatives (Geneva Conventions on bills of exchange and checks) seem to have solved this problem, there is not presently, any uniform law governing the international use of new techniques of funds transfer. So, is it necessary to consider the nature of contractual relationships which are formed thanks to computing in systems in order to determine a “contract law” able to govern the new techniques of international funds transfers.