Trial testimony Wednesday in the Department of Justice's case against Visa and MasterCard provided a glimpse into a large bank's decision-making process on such issues as cross-selling and its relationship to the credit card associations.

James Tylenda, a senior vice president with FleetBoston Financial Corp., said the banking company has invested $10 million to $12 million to convince people who walk into its branches to open up a credit card account. The testimony was part of a government effort to prove that banks' branch networks are an essential part of their marketing efforts - an advantage the bank card industry has over nonbank competitors such as American Express Co.

Subscribe Now

Access to authoritative analysis and perspective and our data-driven report series.

14-Day Free Trial

No credit card required. Complete access to articles, breaking news and industry data.