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From Cross-Sales to Cross-Defaults: Dealing with Multi-Account Credit Risk

Retail banks long have aspired to sell multiple products to each customer, hoping to boost relationship profitability and also strengthen ties with households. But many banks focused on the retailing aspects of cross-selling, including marketing, sales and product design. Meanwhile, individual product divisions tended to focus on asset growth within their own silos. Seldom did banks look at the big picture of managing composite household credit risk. Now this imbalance has come back to haunt ...

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