Prodaja kao strategija upravljanja djelomično naplativim i nenaplativim kreditima u Republici Hrvatskoj

master's thesis

• Title (english): Sales as a management strategy of partially collectible and uncollectible loans in the Republic of Croatia
• Author: Tomislav Miličić
• Mentor: Ana Ivanišević Hernaus (mentor)
• Committee member: Branka Tuškan Sjauš (član povjerenstva)
• Committee member: August Cesarec (član povjerenstva)
• Granter: University of Zagreb; Faculty of Economics and Business; (Department of Finance); Zagreb
• Defense date and country: 2024-09-27, Croatia
• Scientific / art field, discipline and subdiscipline: SOCIAL SCIENCES; Economics; Finance

Abstract

Tema diplomskog rada je prodaja kao strategija upravljanja djelomično naplativim i nenaplativim kreditima u Republici Hrvatskoj i usporedba agencija za naplatu potraživanja u Republici Hrvatskoj. Pitanje upravljanja djelomično naplativim i nenaplativim kreditima je posljednjih nekoliko godina često spominjano u stručnim i znanstvenim krugovima pa i široj javnosti, pri čemu se poseban naglasak stavlja na odnos prema klijentima, sustav zaštite osobnih podataka te strategije naplate koje su se pojavile kao odgovor na stanje u bankarstvu, odnosno gospodarstvu. Način rada banaka i pravila naplate potraživanja ovise o politici rada pravnih subjekata, zakonskoj regulativi i odredbama bankarskih institucija. Potraživanje banaka u Republici Hrvatskoj se može sagledavati iz različitih kuteva, što će se opisati u samom početku ovog diplomskog rada. Upravljanje nenaplativim kreditima je vrlo zahtjevan zadatak, a nerijetko nije moguće stvoriti zadovoljstvo svih strana u procesu, točnije vjerovnika, dužnika te posrednika. Kada je riječ o prodaji djelomično naplativih i nenaplativih kredita treba napomenuti kako postoji tržište nenaplativih kredita. Uz sve navedeno će se opisati kako djeluju agencije za naplatu potraživanja koje su taj dio posla preuzele od banaka.
Svrha rada je pokazati kako funkcionira prodaja kao strategija upravljanja djelomično naplativim i nenaplativim kreditima u Republici Hrvatskoj. Cilj rada je opisati poslovanje i karakteristike banaka po pitanju prodaje kao strategije upravljanja ovom sve češćom pojavom te naplatu potraživanju koju agencije preuzimaju od banaka. Tome je tako zbog toga što je upravljanje djelomično naplativim i nenaplativim kreditima postalo sve teže, ali i sve češće, pa se veći broj banaka odlučuje na taj potez. U istraživačkom dijelu rada će se provesti objašnjenje kako funkcioniraju agencije za naplatu potraživanja te će se usporediti njihov rad, odnosno istaknuti sličnosti i razlike koje karakteriziraju njihovo poslovanje.

Abstract (english)

The topic of this thesis is sales as a management strategy for partially collectible and uncollectible loans in the Republic of Croatia and a comparison of debt collection agencies in the Republic of Croatia. The issue of managing partially collectable and non-collectible loans has been frequently mentioned over the last few years in professional and scientific circles as well as the general public, with special emphasis being placed on the relationship with clients, personal data protection system, as well as debt collection strategies that have emerged as a response to the situation in banking sector and economies. The way banks work and the rules for collecting claims depend on the work policy of legal entities, legal regulations and provisions of banking institutions. Bank claims in the Republic of Croatia can be viewed from different angles, which will be described at the very beginning of this thesis. Managing non-performing loans is a very demanding task and often it is not possible to create satisfactory solutions for all parties in the process, more specifically creditors, debtors and intermediaries. When it comes to the sale of partially collectible and uncollectible loans, it should be noted that there is a market for uncollectible loans. In addition to all of the above, it will be described how the debt collection agencies, that took over that part of the work from the banks, operate.
The purpose of the paper is to show how sales work as a management strategy for partially collectible and uncollectible loans in the Republic of Croatia. The aim of the paper is to describe the operations and characteristics of banks in terms of sales as a management strategy for this increasingly common occurrence and collection of receivables that agencies take over from banks. This is because the management of partially collectable and non-collectible loans has become more and more difficult, but also frequent so a greater number of banks have decided on this move. In the research part of the work, an explanation of how debt collection agencies work will be carried out and their work will be compared and the similarities and differences that characterize will be highlighted.

• Keywords: prodaja; strategija; upravljanje; nenaplativi krediti; naplata potraživanja
• Keywords (english): sales; strategy; management; bad loan; debt collection
• Language: croatian
• URN:NBN: urn:nbn:hr:148:515793
• Study programme: Title: Business economics; Study programme type: university; Study level: graduate; Academic / professional title: magistar/magistra ekonomije (magistar/magistra ekonomije)
• Type of resource: Text
• File origin: Born digital
• Access conditions: Embargoed access; Embargo expiration date: 2025-03-27
• Created on: 2024-09-27 09:54:54