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Relationship intermediaries: business advisers in the small firm‐bank relationship

Patrick Butler (Lecturer in Business Studies, University of Dublin, Trinity College, Dublin, Ireland)
Mark Durkin (Lecturer in Marketing, University of Ulster at Jordanstown, Newtownabbey, Co. Antrim, Northern Ireland)
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International Journal of Bank Marketing

ISSN: 0265-2323

Article publication date: 1 February 1998

2239

Abstract

The role of the independent professional accountant as intermediary in the small business‐bank relationship is investigated by means of field interviews with bankers, entrepreneurs and business advisers. Research on expectations management in the area of small business‐bank interface underpins the emphasis on the intermediary here. A peculiar issue is identified and investigated: the accountant is found to serve its small business client by persuading it simply to meet the bank’s expectations; there is little evidence of the bank being persuaded to adapt its policies or procedures to account for the small firm’s circumstances. The role and contribution of the accountant are addressed at institutional, organisational and managerial levels, and at various stages in the relationship

Keywords

Citation

Butler, P. and Durkin, M. (1998), "Relationship intermediaries: business advisers in the small firm‐bank relationship", International Journal of Bank Marketing, Vol. 16 No. 1, pp. 32-38. https://doi.org/10.1108/02652329810197861

Publisher

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MCB UP Ltd

Copyright © 1998, MCB UP Limited

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