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Research papers

Managerial implications of relationship banking

Competitive pressures as well as the search for fee based incomes, mainly derived from cross-selling, have forced financial institutions to re-define their marketing strategies. Relationship banking has been perceived as a solution to these changes....

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Authors: Jean Perrien, Line Ricard
June 15, 1992
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Citation

Perrien and Ricard (1992a, June 15). Managerial implications of relationship banking. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/managerial-implications-of-relationship-banking


Research papers

Small business banking

The paper argues that the small business market is a key sector for banks, providing the future base for the important corporate middle market and that there are opportunities for hunks to increase their business profitability in this sector while at...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Mervyn Flack
June 15, 1992
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Citation

Flack, M. (1992a, June 15). Small business banking. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/small-business-banking


Research papers

Monitoring the customer base to achieve profitability

This paper deals with profitability enhancement in retail banking. More explicitly we will focus on how banks can gain understanding of customer bases in order to enhance profits. We will argue for proper segmentation approaches, where profitability...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Authors: Mikael Paltschik, Kaj Storbacka
June 15, 1992
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Citation

Paltschik and Storbacka (1992a, June 15). Monitoring the customer base to achieve profitability. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/monitoring-the-customer-base-to-achieve-profitability


Research papers

Customer satisfaction management in the banking sector

The purpose of this paper is to discuss the importance of the proper management of Customer Satisfaction, in a sector, such as banking, that has seen enormous development in competition over the past few years. The paper will initially examine one or...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Authors: Patrick G. M. Standen, Stefano M. Castellani
Company: Burke, Inc.
June 15, 1992
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Citation

Standen and Castellani (1992a, June 15). Customer satisfaction management in the banking sector. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/customer-satisfaction-management-in-the-banking-sector


Research papers

Optimization of distribution channels

The distribution is analysed traditionally by two types of modeIs. The first type is economic. The economists have tried to justify the agents ' presence in the distribution channels. Two functions are filled by the intermediaries for the exchange of...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Bertrand Venard
June 15, 1992
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Citation

Venard, B. (1992a, June 15). Optimization of distribution channels. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/optimization-of-distribution-channels


Research papers

From riches to rags

The significance of marketing and market research within financial institutions increased in the mid and late 1980s as a result of the increased competition brought about by de-regulation and growing financial sophistication on the part of the...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Frances Green
June 15, 1992
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Citation

Green, F. (1992a, June 15). From riches to rags. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/from-riches-to-rags


Research papers

Recession and the financial decisions of smaller businesses

This paper examines the effect that the recession has had on the financial behaviour of small businesses and their optimism about the future. The main finding is that the age of the business and the change in its turnover over the preceding year are...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Nick Watkins
June 15, 1992
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Citation

Watkins, N. (1992a, June 15). Recession and the financial decisions of smaller businesses. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/recession-and-the-financial-decisions-of-smaller-businesses


Research papers

Change will be standard

Financial Services Companies (FSC’s) are facing a decade in which change will be standard and business as usual the exception. To cope with that situation FSC’s must explore marketing and information technology in an explicitly different...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Joseph L. Nuissl
June 15, 1992
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Citation

Nuissl, J. L. (1992a, June 15). Change will be standard. ANA - ESOMAR. Retrieved April 27, 2024, from


https://ana.esomar.org/documents/change-will-be-standard