Ennew / Watkins / Wright Cases in Marketing Financial Services

1. Auflage 2014
ISBN: 978-1-4831-0577-2
Verlag: Elsevier Science & Techn.
Format: PDF
Kopierschutz: 1 - PDF Watermark

E-Book, Englisch, 296 Seiten, Web PDF

Cases in Marketing Financial Services presents several cases from different countries relating to the marketing of financial service. The book tackles both strategic and tactical marketing issues, and then covers a wide range of institutions and markets. The text will be of great use to professionals in the financial service industry.

Autoren/Hrsg.

Ennew, Christine

Watkins, Trevor

Wright, Mike

Inhaltsverzeichnis

1;Front Cover ;1
2;Cases in Marketing Financial Services;4
3;Copyright Page;5
4;Table of Contents;6
5;Preface;8
6;PART 1: Marketing Financial Services: An Overview;10
6.1;Introduction;10
6.2;Why services are different;11
6.3;Strategic marketing in financial services;13
6.4;The financial services marketing mix;17
6.5;Summary;23
7;PART 2: An Introduction to the Case Studies;24
7.1;Introduction;24
7.2;Case abstracts;24
7.3;A guide to case applications;31
7.4;The role of case studies;33
7.5;Using the case studies;34
8;PART 3: The Case Studies;36
9;Case 1. Allied Building Society;38
9.1;Introduction;38
9.2;Allied Building Society;39
9.3;Background information;44
9.4;Questions;52
9.5;Further reading;52
10;Case 2. Allied Irish Banks;53
10.1;Introduction;53
10.2;Company development;53
10.3;External change;54
10.4;Adapting to change: the Marketing Action Programme;54
10.5;Corporate identity;55
10.6;Questions;58
10.7;Further reading;58
11;Case 3. Banking in Italy;59
11.1;Introduction;59
11.2;The personal market;59
11.3;The corporate sector;59
11.4;Competition;61
11.5;Questions;64
11.6;Further reading;64
12;Case 4. Banking in Japan;65
12.1;Introduction;65
12.2;Preliminary analysis;65
12.3;Firm strategy, structure and rivalry;66
12.4;Demand conditions;69
12.5;Related and supporting industries;70
12.6;Factor conditions;70
12.7;Questions;72
12.8;Further reading;72
13;Case 5. Borders Investment Managers;73
13.1;Introduction;73
13.2;The investment trust industry;73
13.3;Borders Investment Managers;76
13.4;Questions;79
13.5;Further reading;80
14;Case 6. Citibank Japan;81
14.1;Introduction;81
14.2;The Citibank approach;81
14.3;Retail banking in Japan;82
14.4;Citibank Japan: Breaking the mould;82
14.5;Retail banking in Japan;83
14.6;Questions;84
14.7;Further reading;84
15;Case 7. Deutsche Bank and Morgan Grenfell: a cross-border acquisition;85
15.1;Introduction;85
15.2;Deutsche Bank's strategy;85
15.3;Morgan Grenfell;87
15.4;Questions;89
15.5;Further reading;90
16;Case 8. Distribution Bank PLC;91
16.1;Introduction;91
16.2;Evolution of the London Clearing Banks (LCBs)'s branch networks;92
16.3;Operating a comprehensive branch network: advantages and disadvantages;93
16.4;Recent developments in branch networks;93
16.5;Future threats;95
16.6;The strategic issues;95
16.7;Questions;96
16.8;Further reading;96
16.9;Appendices;97
16.9.1;Appendix 8.1 Staff profile in Distribution Bank as at 31 August Year;97
16.9.2;Appendix 8.2 Methods of settling customer transactions in the UK (%);97
16.9.3;Appendix 8.3 Distribution Bank's monthly remittances by areas;98
17;Case 9. The distribution of collective investments in France;99
17.1;Introduction;99
17.2;French market characteristics;99
17.3;Market structure;100
17.4;Questions;104
17.5;Further reading;104
18;Case 10. Distribution of life assurance, pensions and investment products;105
18.1;Introduction;105
18.2;The main players in the market;105
18.3;The product–market impact;105
18.4;The legislation;106
18.5;Reaction to the legislation;106
18.6;The structure of distribution;108
18.7;Market research - the reaction of the consumer;108
18.8;Summary;109
18.9;Questions;110
18.10;Further reading;110
19;Case 11. Dominion Insurance;111
19.1;Part A: Initiating change;111
19.1.1;Introduction;111
19.1.2;The company;112
19.1.3;Company organization;113
19.1.4;The planning process;115
19.1.5;The planning conference;119
19.1.6;After the conference;123
19.1.7;Questions: Part A;124
19.1.8;Further reading;124
19.1.9;Appendix 11.1 Summary of Davies's report on IT;124
19.2;PART B: Introducing a Planning Process (1 September 1990 to 31 March 1991);126
19.2.1;Questions: Part B;131
19.2.2;Further reading;131
19.3;PART C: Restructuring the Company (1 April 1991 to 15 April 1991);132
19.3.1;Step 1: analysis of future trends;132
19.3.2;Step 2: determination of strategic business areas (SBAs);134
19.3.3;Step 3: SWOT analysis;137
19.3.4;Step 4: determination of strategic business units (SBUs);137
19.3.5;Step 5: SBUs within the broader organizational structure;137
19.3.6;Questions: Part C;139
19.3.7;Further reading;139
20;Case 12. Empire Mutual;140
20.1;Introduction;140
20.2;The new product;140
20.3;Product specification;142
20.4;Commercialization;143
20.5;Product launch;144
20.6;Questions;145
20.7;Further reading;145
21;Case 13. Environmental change in the UK building society sector;146
21.1;Introduction;146
21.2;Historical background;147
21.3;Deregulation and environmental change;148
21.4;Strategic responses;150
21.5;Questions;154
21.6;Further reading;154
22;Case 14. Failed building society mergers;155
22.1;Introduction;155
22.2;Regulatory change and the building society sector;155
22.3;The market for corporate control in the building society industry;156
22.4;Merger trends in building societies;157
22.5;Case A Nationwide and Woolwich;157
22.6;Case B: Leeds Permanent and Town and Country;162
22.7;Questions;164
22.8;Further reading;164
23;Case 15. Halifax Building Society1;165
23.1;Introduction;165
23.2;Questions;166
23.3;Further reading;166
24;Case 16 Lloyds Bank and professional introducers;167
24.1;Introduction;167
24.2;Lloyds Private Banking;167
24.3;The product;168
24.4;The market;168
24.5;Marketing issues;169
24.6;Lloyds Private Banking marketing response;169
24.7;Conclusions;170
24.8;Questions;170
24.9;Further reading;170
25;Case 17. The London Potato Futures Market;171
25.1;Introduction;171
25.2;The London Potato Futures Market;171
25.3;Possible causes of decline in trade;172
25.4;Market research;174
25.5;Questions;179
26;Case 18. The mortgage market in the United Kingdom;180
26.1;The mortgage market during the 1980s;180
26.2;Factors influencing the mortgage market;181
26.3;Market segmentation;181
26.4;Mortgage market regulations;183
26.5;Questions;185
26.6;Further reading;185
27;Case 19. Munich Reinsurance;186
27.1;Introductions;186
27.2;Disability claims management;186
27.3;Market research;187
27.4;Questions;188
27.5;Further reading;188
28;Case 20. National Barmidwest Bank;189
28.1;Introduction;189
28.2;NBBVC and the venture capital market;189
28.3;NBBVC: market position;192
28.4;Questions;193
28.5;Further reading;193
29;Case 21. Preston and Lancaster Building Society;194
29.1;Introduction;194
29.2;The product and the strategy;194
29.3;The promotional activities;195
29.4;Outcomes;196
29.5;Questions;196
29.6;Further reading;196
30;Case 22. Pricing dread disease insurance;197
30.1;Introduction;197
30.2;What is dread disease insurance?;198
30.3;The market for dread disease cover;199
30.4;Insurance pricing principles;200
30.5;Problems and issues in pricing dread disease insurance;202
30.6;Questions;203
30.7;Further reading;204
31;Case 23. Prudential Property Services1;205
31.1;Introduction;205
31.2;The move into estate agency;205
31.3;Branding the service;206
31.4;Developments in the market;206
31.5;Questions;209
31.6;Further reading;209
32;Case 24. Royal Bristol Insurance Company;210
32.1;Introduction;210
32.2;The Legal Services Office;210
32.3;Problem areas;211
32.4;Questions;212
32.5;Further reading;213
33;Case 25. Regional Bank of Northern England;214
33.1;Introduction;214
33.2;Evolution of pricing policy in UK banking;216
33.3;Pricing issues;217
33.4;Questions;218
33.5;Further reading;219
34;Case 26. Teachers Assurance;220
34.1;Introduction;220
34.2;Recruitment, selection and training of area representatives;220
34.3;Monetary and non-monetary rewards;221
34.4;Turnover;222
34.5;General problems facing Teachers Assurance;222
34.6;What should Teachers Assurance do now?;230
34.7;Questions;231
34.8;Further reading;231
35;Case 27. Taiyo Kobe Mitsui Bank;232
35.1;Introduction;232
35.2;The banking sector in Japan;233
35.3;Trends in corporate banking;233
35.4;Current pressures on banking;235
35.5;Expansion abroad;236
35.6;Questions;238
35.7;Further reading;238
36;Case 28. TVG Bank;239
36.1;Introduction;239
36.2;TVG Bank;240
36.3;Market analysis;240
36.4;Excerpts from 'Prospects for the SME Market in the UK';241
36.5;Questions;248
36.6;Further reading;248
37;Case 29. Trailblazer Card;249
37.1;Introduction;249
37.2;The situation;250
37.3;The product;251
37.4;Questions;252
37.5;Further reading;252
38;Case 30. Webb Walker Bruce Accountants;253
38.1;Introduction;253
38.2;Webb Walker Bruce;253
38.3;Questions;254
38.4;Further reading;254
38.5;Appendices: Survey of users' and advisers' attitudes to accountancy firms, summary of main findings;255
38.5.1;Appendix 30.1 Awareness of accounting firms: response to question 'Which of these firms have you previously heard of?';255
38.5.2;Appendix 30.2 Usage rates (%);255
38.5.3;Appendix 30.3 Recall of accountancy firm advertising;256
38.5.4;Appendix 30.4 Perceived value of advertising: response to question 'Please rate out of 10, the value of the advertisements seen';256
38.5.5;Appendix 30.5 Advertising methods - business advisers: response to question 'Where did you see the advertising?';257
38.5.6;Appendix 30.6 Advertising methods - users: response to question 'Where did you see the advertising?';257
38.5.7;Appendix 30.7 The value of sources of information: response to question 'What source of information would you be likely to use if you were trying to find out about an accounting firm? 9;258
38.5.8;Appendix 30.8 Reason for auditor change;258
38.5.9;Appendix 30.9 Awareness of and usage of accountancy firms;258
38.5.10;Appendix 30.10 Factors influencing the choice of auditing firm among users of accountancy services;259
38.5.11;Appendix 30.11 Criteria used by advisers in recommending the services of a particular accountancy firm;259
38.5.12;Appendix 30.12 Perceived value of services - business advisers: response to question 'Please rate the following services in terms of perceived value in making recommendations to your clients';260
38.5.13;Appendix 30.13 Perceived value of services - users: response to question 'Please rate the following services in terms of perceived value to your company';260
39;Case 31. West of England Bank;261
39.1;Introduction;261
39.2;The business of WEB;261
39.3;The strategic options;263
39.4;Further reading;268
39.5;Appendices;268
39.6;Notes on accounts, year ended 31 December 1989;270
39.7;1 Operating expenses;270
39.8;2. Taxation;270
39.9;3. Liquid assets;270
39.10;4. Advances and other accounts;270
39.11;5. Fixed assets;271
39.12;6. Current, deposit and other accounts;271
39.13;7. Other liabilities;271
39.14;8. Deferred taxation;271
39.15;9. Loan capital;271
39.16;10. Share capital;271
39.17;11. Reserves;272
39.18;12. Summarized earnings record;272
39.19;13. Summarized balance sheets;272
39.20;14. Comparative performance measures;272
40;Case 32. Youth markets for financial services;273
40.1;Introduction;273
40.2;The youth market;273
40.3;Segmentation;274
40.4;The market research survey;274
40.5;Account ownership;275
40.6;Split banking;275
40.7;Opening the account;276
40.8;Hypothetical banks;276
40.9;Financial services used;277
40.10;Attitudes to borrowing;277
40.11;Perceptions of staff, service and image;278
40.12;Satisfactions and dissatisfactions;280
40.13;Question;282
40.14;Further reading;282
41;Glossary;283
42;References;289
43;Index;296