The increase of competition in the banking industry has resulted in more attention to profitability and reduced interest in low‐income customers. Fulfilment of financial services needs of low‐income customers is perceived as either information lacking about financial products or providing...

Reviews the existing literature on the marketing of financial services to businesses. There are three principal aims: to anatomise differences within the literature in conclusion and methodology; to problematise these divisions; and to provide an approach which reconciles difference, rather than...

Through literature review and empirical research conducted with employees of a large retail bank, three different types of employee commitment (internalised commitment, identification commitment and compliance commitment) are defined and explored. It is argued that high levels of internalised...

Examines the nature of a relatively new financial service, electronic cash. A qualitative study of students’ use of a specific form of electronic cash, namely Mondex, was undertaken. Attitudes and opinions were sought and the results presented within a theoretical framework of likely adoption....

Follows the previous article by presenting results of empirical research using a sample of investment banks and their large corporate customers. Focuses on how the banks define their source of competitive advantage. Compares and contrasts the views of the banks with those of their customers...

Financial services companies are in a unique position to measure the performance of their marketing activities. Marketing is still relatively ew in this sector and marketers need to support their case with figures. A case study of how a Building Society sold an investment bond is given to...

The market for personal financial services within the UK has undergone significant change over the last decade. Forces for change which have influenced market evolution include the economic climate, rising asset values, increasing wealth, privatisation, deregulation and a range of Government...

Discusses database marketing, typically associated with direct mail activities, but can be seen to be only the first stage in its evolution for financial services organizations. Charts development of the Bristol & West database to highlight some issues, key decisions and benefits. Successful...

This study reports an empirical test of two involvement scales: Zaichkowsky’s personal involve‐ment inventory (PII) and Kapferer and Laurent’s consumer involve‐ment profile (CIP). The purpose of this study is to identify whether these two scales are applicable to financial services....