Findings are presented from an empirical investigation among the youth market for financial services. Attention is focused on account ownership and use of services, together with attitudinal data pertaining to banks and building societies and the services they provide; of particular interest is...

A study of the characteristics of successful new consumer financial products is described. The first stage of the investigation involved the identification of financial product attributes possibly associated with success. A total of 43 were found. Information was then collected on these...

Using an index of English‐French Canadian ethnicity developed on the basis of language use in various social communication situations, this study investigates the relationship between ethnicity and use (ownership) of several financial services. A significant result is found in all cases even...

A report on the empirical findings of a research project examining the marketing practices, strategies and organisational characteristics of a sample of 23 banks and other companies in the UK retail financial services market. The better performing companies, which were identified by peer...

Describes the reasons for the increased importance of relevant marketing tools for banks. Deregulation, increased competition, and technological development in financial markets have contributed to the emergence of a new situation. In recent years the theory of bank marketing has seen the...

Companies cannot realize their growth and profit objectives if they fail to fine‐tune their offerings to the needs of neglected market segments. Because market penetration is the least expensive growth strategy, increased efforts directed towards existing customers are on target, but often key...

Investigates how large UK multinational firms evaluate individual and multiple banking relationships, and how they exercise control over their portfolios of banks. The identification and description of how firms do this is important for those banks marketing a wide range of financial services to...

To succeed in an industry an organization must select a mode of strategic behaviour which matches the levels of environmental turbulence, and develop a resource capability which complements the chosen mode. Investigates UK building societies and identifies three distinct modes of strategic...

Examines existing models of buyer behaviour and evaluates their relevance to financial services in the light of the specific characteristics of the sector and its products. Reviews empirical work relating to both personal and corporate buying behaviour and suggests the IMP framework as a basis...

Consumer protection was an important motivating factor behind the introduction of polarization in the Financial Services Act. Despite the potential benefits to the consumer of using independent financial advice as a source of information and a medium for the purchase of financial services, the...