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PayPal’s Big Bet

“They’re working hard at making that case, but it’s a difficult slog for them,” said Lee Kyriacou

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How Wells Fargo’s Aggressive Sales Culture Took Root

But by the mid-1990s, the industry was starting to change. Cross-selling was the new buzzword, and Kovacevich was its loudest champion. “He was thought of as a leader,” said Darryl Demos, an executive vice president at Novantas.


Can You Beat the Credit-Card Rewards Programs at Their Own Game?

Credit-card reward programs can look like ridiculously generous giveaways. But banks have sophisticated ways of ensuring that the programs ultimately make a profit. “They’re no dummies,” Edward Niestat, managing director at consulting firm Novantas, said of the analysts who design reward programs.

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