| Abstract: | After the execution of Company Law of Financial Holding Co., Ltd., Financial organizations become legally institutionalized. The law helps the supervisor to manage and govern the financial organizations, and the communication of all kind of information between the constituent corporations is able to be more effective.
The Financial Holding Co., Ltd. can provide customers ?one-stop shopping? financial services through the combination of all kind of derivative products, information communication, and cross selling. This truly enhances the Financial Holding Co., Ltd. to be more competitive. Therefore, the of Financial Holding Co., Ltd. generally operate cross-selling model to integrate its subsidiaries include bank, insurance company, securities firm, and other affiliated business corporations.
The study aimed to analyze the case of Cathay United Bank through in-depth interview and relative literature references. The research findings of cross selling in Financial Holding Co., Ltd. includes three dimensions and nine conceptions. The three dimensions are as follows: Corporation organization, corporation system, and personal ability. And, the nine conceptions include resources integration, multidimensional strategy, corporation cultural, on-the-job education, selling system, salary system, work experience, professional ability, and learning attitude. The result of this study comes to a conclusion:
1. All constituent corporations in Financial Holding Co. increases profit through cross selling.
2. The performance achievement system is more inspiring than bonus system for bank employees.
3. The more complete on-the-job education, the more effective cross selling performance.
4. The integrated resources can promote the effectiveness of cross selling. |
