Details how a leading financial institution in the UK developed a £15 million relational database from scratch. Roger Ivey, head of Direct Marketing at the Leeds Permanent Building Society, had the task of bringing together a dozen previously unconnected and non‐communicating customer...

In March 1994 British Gas began a major restructuring of its UK gas business. In place of the 12 regions there are now five business units – gas transport and storage, public gas supply, contract trading, servicing, installation and retailing. Addresses issues relating to the retailing...

Since Family Assurance started life in 1975 the society has grown to become the UK′s largest tax‐exempt friendly society. In 1994 the first phase of a new computer system – FACE, for Family Assurance Client Environment – will come on‐stream. Describes how the core of the new system,...

One‐to‐one marketing has received increased attention by academics and practitioners. In essence, one‐to‐one marketing reconfigures the familiar four Ps into one element: the relationship. It represents the ultimate expression of target marketing ‐ a market of one ‐ or at least one...