Banks and building societies are increasingly concerned to sell insurance and investment products within their branch networks. Reports on the different ways in which this process is managed within three major UK financial services institutions. Examines how the different forms of integration...

Traditionally, marketing in financial services had been a largely tactical activity, concerned primarily with the advertising and selling of existing products. With the growth in environmental turbulence which characterized the 1980s the notion of marketing as a strategic activity became...

Banks and other financial services providers are increasingly developing service quality initiatives. In this article some of the research literature on service quality is considered to include definitions, determinants and measurement of quality. Attention is also given to research applications...

The strategic importance of distribution for financial services was reflected in and reinforced by the provisions of the Financial Services Act. Through requirements relating to polarization, best advice and commission disclosure, the Financial Services Act sought to create a regulatory...

By the late 1980s, Japanese business corporations had achieved international competitive advantage in several industry sectors and the strategies of the Kaisha were frequently analysed as sources of good practice. In the financial services sector, such a strategy of international market...

With bank deregulation and more sophisticated customers, it has become very important that banks and other financial institutions determine the factors which are pertinent to the customer′s selection process. Through a survey of households, evaluates the relative importance attached to...

A fiercer level of competition is becoming the most influential factor in the structure and activities of the banking system around the globe. Banks are competing not only with themselves, but also with other financial institutions within the financial industry. In a plural society such as in...

In the increasingly complex international private banking system, intermediaries are often used to connect client and service provider for investment and advisory services. In the creation of offshore trusts, for example, intermediaries are often used to identify and screen the foreign...

Examines factors that predict the successful sale of financial services to affluent investors. Reports on a study in which data were collected using a new set of scales that measure traits, selling strategies, and compliance‐gaining tactics. Results suggest that these tactics, called...

Probes affluent investor mutual fund investment decisions. Develops several different investor profiles from data on approximately 300 affluent investors. These investor types differ in sources of information regarding mutual fund investments, particularly the use of financial advisers, and in...