Findings from a national survey in which senior marketing executives from over 700 American banks are reported and appraise the state of personal selling in their banks. They assess managerial interest in improving bank selling performance and managerial commitment to making it happen.

The introduction of NOW Accounts in the United States is considered. The author investigates the awareness, knowledge and use of such accounts among a sample of households in the state of Michigan.

The author considers how financial institution marketing has changed in the US, following recent deregulation legislation. He highlights the increasing need for market research, segmentation and positioning, product development and improved communications and promotion.

With the advent of numerous new types of savings accounts, the author conducted a study to determine the consumer usage of these new accounts and the relative ability of banks and savings and loans to retain their current savings account customers. He also investigated the financial asset...

A number of insights are provided into the characteristics and attitudinal orientations of American and Canadian credit card users with indications that in both countries further growth in the development of credit cards is expected throughout the 1980s.

On 1 January 1981, banks and savings and loans in the United States started to compete nationwide for chequing account deposits. Prior to this date, in areas outside the New England region, banks and credit unions were the only institutions allowed to offer transaction accounts. A study carried...

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...