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Research papers

Market research for mergers and acquisitions

The number of M&A transactions involving German firms has risen sharply since the mid-1980s. An important influencing factor was the development of the internal market of the European Community. The demand for professional services in the area of...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Hans-Jürgen Kräh
June 15, 1992

Research papers

Through the eyes of the customer

In the UK, the re-design of bank and building society branches is currently in vogue. Many financial institutions are re-evaluating the role of their branches as a distribution channel and beginning to consider themselves as financial retailers with...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Authors: David Riley, Patricia A. Knott
June 15, 1992

Research papers

Direct sales in life assurance

This paper describes, from the German viewpoint, the practical and legal problems of direct selling and the opportunities for its increased use in view of changes in consumer behaviour. The first chapter gives an overview of the current situation...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Eckart von Uckermann
June 15, 1992

Research papers

Added value products

The Spanish Financial Sector is undergoing a big process of change and mergers and in the future far fewer financial entities will offer a far wider range of products. Customers are losing their loyalty to the financial institution and establishing...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Felix Serrano Alda
June 15, 1992

Research papers

Rethinking the distribution channels

In this paper, I shall examine the full spectrum of distribution channels for financial services. These changed comparatively little for at least 150 years, being based around branch banking and insurance brokers. Technology, combined with pressure...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Douglas Kerr
June 15, 1992

Research papers

Change for the future

In this paper we argue that market researchers face increasing pressure to deliver information that aids strategic decision-making within organisations. In particular, the creation of the Single European Market means that many companies now demand...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Authors: Eric Salama, Peter Mills
June 15, 1992

Research papers

The use of conjoint analysis in determining financial services pricing

Credit Communal de Belgique, like most of the Belgian banks has decided to rise the pricing of its transfering products through an appropriate pricing of its services to its retail customers. Before introducing this pricing, it was important to...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Author: Marc Vandercammen
June 15, 1992

Research papers

An integrated approach to customer care research in a multi-cultural environment

Providing superior customer service requires an accurate understanding of customer needs and perceptions. This paper looks at some of the problems of customer service measurement in the multi-cultural South African environment. Taking cognisance of...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Authors: Timothy D. Cooke, Martin Slack
June 15, 1992

Research papers

Home banking versus personal banking in the retail market

Technology is a key resource of profound importance for corporate profitability and growth. One specific form of technology in retailing is self-service technology. The services industry, however, could be viewed as different from the product...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Authors: Norman E. Marr, Gerard P. Prendergast
June 15, 1992