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Competitive Strategies in Banking Services – Implications of Segmentation Analysis of Consumers by Age Groups

International Journal of Service Industry Management

ISSN: 0956-4233

Article publication date: 1 August 1990

Abstract

A potential customer base of older, wealthier people derived from an ACORN sociodemographic sample of target sample household groups in Scotland was investigated using a postal survey. A significant proportion of younger respondents permitted valid comparisons between three age groups, i.e. under 35 years, 35 to 54 years, and 55 years and over. Discriminant analysis was used to determine the main predictor‐variable profiles of the groups. Groups were classified in terms of variables associated with house ownership, household size, bank service requirements, attitudes towards credit, investment, and travel. The findings show many differences in terms of customers and attitudes based on the age profiles.

Keywords

Citation

Clarkson, A.H., Stone, M.A. and Steele, M.J. (1990), "Competitive Strategies in Banking Services – Implications of Segmentation Analysis of Consumers by Age Groups", International Journal of Service Industry Management, Vol. 1 No. 2, pp. 67-77. https://doi.org/10.1108/EUM0000000002804

Publisher

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MCB UP Ltd

Copyright © 1990, MCB UP Limited