Savings institutions are progressively improving their sales orientation and provide some encouragement that such institutions are making stronger commitments towards being competitive in the new deregulated environment. The findings of a questionnaire‐based study conducted by FIMA and Hubbard...

A bank's attitude towards export‐stimulating legislation is influenced by various stages of bank internationalisation and it can be concluded that internationalisation factors which have helped researchers explain export behaviour and attitudes among manufacturing firms have worked equally...

The International Banking Act (IBA) of 1978 sharply restricted the ability of foreign banks to establish offices in more than one state. Yet during the late 1970s and early 1980s barriers to interstate banking with regard to US financial institutions were beginning to fall. The most important...

Foreign commercial banks seeking to establish a multi‐state presence in the US have followed different approaches, including the use of loan production offices (LPOs) examined here. These are used primarily to facilitate off‐premise lending to borrowers outside the local service area, and...

Male/female differences in financial media use are discussed. Using proprietary and academic studies, current knowledge about print and electronic sources of information favoured by upscale and downscale segments is summarised. Consumer goods retailers now entering the banking market use...

In‐home computerised banking is at the early stage of market development in a number of countries. Despite similarities of in‐home services offered by the banks, market penetration of home banking technology varies by country of adoption. The diffusion of innovation theory is used to help...

In this article the author considers the role of information in the development of marketing programmes. He highlights how leading financial service organisations have achieved success in this area by focusing on seven vital areas: advertising, the customer, an early warning system, service...

A study of New York corporate banking is described. Twelve major marketing issues are identified and the role of marketing training in providing banks with the managerial proficiency for tackling them is assessed. Training is seen by banks to be of particular value in developing marketing plans...

The results of a survey of new product development practices and procedures in American financial institutions are described. It is revealed that most institutions do not have a formal, fully developed process for developing and managing new products. For those that do, new products committees...

A marketing programme for the financial services industry is presented and, specifically a model developed which could be used to market trust services in the banking industry. A trust referral programme provides financial institutions with the opportunity to direct personal selling efforts at...