Marketing Offshore Private Banking

Abstract

In the increasingly complex international private banking system, intermediaries are often used to connect client and service provider for investment and advisory services. In the creation of offshore trusts, for example, intermediaries are often used to identify and screen the foreign investment institution to be used for financial investment services and asset administration. Private bankers need to manage such intermediary channels strategically. Presents an in‐depth study of intermediaries responsible for the referral of affluent clients to private banks for offshore trust services. Describes their participation in referral networks which determine their private bank selection decision‐making processes and institutional loyalty patterns