Collection communications: a problem child of management
Nelda Spinks
(The University of Southwestern Louisiana, Lafayette, Los Angeles, USA)
Barron Wells
(The University of Southwestern Louisiana, Lafayette, Los Angeles, USA)
619
Abstract
One category of persuasive communication directed towards customers, clients and other organizations is aimed at collecting overdue accounts. Examines the position of businesses which have overdue accounts and the position of persons holding these accounts. Then, presents guidelines for collection communications ranging from the gently persuasive “friendly reminder” to the strongly persuasive “threat of legal action”.
Keywords
Citation
Spinks, N. and Wells, B. (1997), "Collection communications: a problem child of management", Management Decision, Vol. 35 No. 2, pp. 106-109. https://doi.org/10.1108/00251749710160250
Publisher
:MCB UP Ltd
Copyright © 1997, MCB UP Limited