Diss. Univ. Zürich. / Literaturverz.

This study investigates the dynamic and challenging affluent market of the South African banking sector. An evolution in client demands has created a need for a more exclusive banking solution known as private banking. The research project takes place in the ABSA Private Bank Gauteng Division, the population of which are private bankers and financial planners involved in the actual client facing engagements. Through a questionnaire sampling 40 client facing staff, responses were gathered followed by deeper investigation into the objectives through interviews of both the direct reporting lines in each of the suites in the province, including the provincial executive.

Officially and unofficially, Taiwan’s Global Private Banking business has established its significant market share in the region for around 20 years. It is no doubt that Taiwan is a very important market for international private banking industry. The rapid changing economical and political environments have spawned the demands of Taiwan rooted high net worth individuals for global financial solutions. The study focused on comparing the core marketing competencies of three European players ranging from big market dominator, emerging competitive player and a new entrant. The analysis framework is based on 4C model which is a core avenue to explore clients’ fears, needs, explicit and hidden expectations. 4C model sensitively unveils the tangible and intangible elements that hinder the efficiency of marketing success and provides direct and effective solutions to bankers to differentiate themselves in the fierce contention. The study raised the importance of priority for banks to the development of core competencies in increasing clients’ overt utility and abilities to hold-up clients. These are contemporary and trendy driving forces to PB bankers’ success. The study concluded with recommending the main differentiators from three perspectives – quality of marketers, innovative financial architectures and dynamic business models. The integration of well-established mechanisms from respective dimension will equip PB bankers’ distinguished competitiveness in managing ever-changing challenges and seizing the opportunities from this promising market.

This study investigates the dynamic and challenging affluent market of the South African banking sector. An evolution in client demands has created a need for a more exclusive banking solution known as private banking. The research project takes place in the ABSA Private Bank Gauteng Division, the population of which are private bankers and financial planners involved in the actual client facing engagements. Through a questionnaire sampling 40 client facing staff, responses were gathered followed by deeper investigation into the objectives through interviews of both the direct reporting lines in each of the suites in the province, including the provincial executive.

Problem: Hur skiljer sig Swedbanks Private Banking-tjänst ifrån dess Privatrådgivningstjänst i termer av kundkaraktäristika, relationsmässigt mervärde samt finansiell avkastning? Hur skiljer sig bankens fokusering ifrån kundens efterfrågan baserat på dessa variabler? Vad beror dessa eventuella skillnader på? Hur ser en modell som förklarar sambandet mellan avkastning och kontaktintensitet ut och är en exklusivare rådgivningstjänst så som PrivateBanking-tjänsten nödvändig att tillhandahålla för kundens räkning baserat på dessa variabler? Syfte: Definiera det mervärde Swedbanks AB:s PrivateBanking-tjänst medför i form av avkastning och relationsmässiga sådana, och vad som driver kunden att betala för denna tjänst jämfört med ordinär Privatrådgivning. Detta kommer generera en slutsats huruvida Private Banking-tjänsten medförnågon överavkastning, samtidigt som en modell kommer kunna skapas som visar ett eventuellt samband mellan avkastning och kontaktintensitet, vilket visar nödvändigheten med exklusivare sådana. Detta för att finna de eventuella gap som finns mellan kundens uppfattning och bankens tyngdpunkter. Metod: Vi har genomfört en kvalitativ undersökning i form av intervjuer med Private Banking- och Privatrådgivare på Swedbank AB. Därefter har en kvantitativ undersökning genomförts i form av enkäter till kunder som innehar Swedbanks rådgivningstjänster. Uppsatsen har en deduktiv utgångspunkt som därefter övergår till en något mer induktiv inriktning då teorier och en modell skall skapas. Resultat/slutsatser: Private Banking-tjänsten medför ett relationsmässigt och finansiellt mervärde för kunden, oavsett storlek på det placeringsbara kapitalet. Med en högre kontaktintensitet, en högre kundkännedom, bättre kunskap, finansiella instrument som passar riskprofilen samt skräddarsydda lösningar skapar denna tjänst en avkastning som vida överstiger den avkastning mer ordinära rådgivningstjänster medför. Vi har här funnit en tydlig korrelation mellan kontaktintensitet och finansiell avkastning, samt vissa skillnader mellan bankens inriktning och kundens uppfattning. Detta har även medfört skillnader mellan det empiriska materialet och befintliga teorier inom området, som banken kan ha användning av vid fokus av tjänsterna. Private Banking-tjänsten skapar med andra ord ett mervärde, som medför en win-win-situation för banken och dess kunder.

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<p>Introduction: Within the private economy individuals are today accepting an increased individual responsibility for retirement funds and other economic challenges. This is due to the decreased confidence in government programs and that the increased life expectancy raises the risk to outlive the own life savings. The shift from state run security systems to more private responsibility could be spotted in Sweden as well, where one important part of the private economy, the saving system for retirement, has been changed. The pension plan met critics when it was proposed and implemented, especially for the part where some of the responsibility relies on the individual. It was discussed that this huge responsibility might be larger then what many individuals would be able to handle. These factors have increased the importance of successes in the individuals own saving plans. To enhance the chances of a certain level of success, individuals turn to private bankers to plan their wealth and savings. The position of these private bankers and their performance has amplified more then ever before.</p><p>Purpose: The purpose of the thesis is to describe: if Swedish private bankers look on enough features of an investor to be able to prescribe the appropriate portfolio for the investor?</p><p>Methodology: A qualitative research has been used since the purpose and the information gathered demanded it. Cases where the authors created four fictitious investors was sent out by electronic mail and the private bankers where asked to construct suitable portfolios to each investor. The cases were sent out to ten different private bakers, however only two replied within the deadline. The authors have strived to keep high reliability and validity in the paper; however the small response rate lowers the reliability.</p><p>Conclusion: The qualitative research found that Swedish private bankers look on enough features on a client to be able to prescribe an appropriate portfolio for the investor. However the Private bankers’ main focus seems to be time horizon and risk profile of the investor.</p>

Zugl.: Vallendar, WHU - Otto Beisheim School of Management, Diss., 2009.

Zugl.: Zürich, Swiss Banking School, Diplomarbeit. / Literaturverz.

Master-Arbeit Univ. St. Gallen, 2006.