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A holistic empirical approach to marketing activities and performance interaction in banking industry: the mediating role of customer-based brand equity

Cagla Burcin Akdogan (Istanbul Technical University, Istanbul, Turkey)
Nimet Uray (Kadir Has University, Istanbul, Turkey)
Burc Ulengin (Istanbul Technical University, Istanbul, Turkey)
Meltem Kiygi-Calli (Kadir Has University, Istanbul, Turkey)

Business Process Management Journal

ISSN: 1463-7154

Article publication date: 13 September 2024

144

Abstract

Purpose

This paper aims to examine the direct impacts of marketing resources and marketing activities on several business performance indicators in the banking industry and the indirect effects through customer-based brand equity.

Design/methodology/approach

We use a holistic empirical approach based on resource-based view and marketing productivity chain. The main study consists of a secondary analysis using quarterly data of fourteen banks over four years. We analyze the data using fixed-effect panel data regression, namely seemingly unrelated regressions.

Findings

We find that customer-based brand equity is one of the most influential factors on business performance. Moreover, the indirect effect through customer-based brand equity should be considered in improving business performance. Marketing-related financial resources positively impact customer-based brand equity and business performance. Regarding marketing activities, pricing strategies affect the bank preferences of customers, which in turn affect the growth of deposit volumes and churn rates. Additionally, the number of bank branches positively impacts business performance. Advertising spending on different media has differentiated impacts on the performance indicators; thus, the allocation of advertising budget and advertising planning are critical.

Originality/value

This study examines the inter-relationships among marketing resources, marketing activities, consumer response through brand equity and marketing performance. This study contributes to the literature by integrating the resource-based view and the marketing productivity chain to analyze the inter-relationships using panel data and several sector-related metrics. This study provides valuable insights to decision-makers in the banking industry.

Keywords

Acknowledgements

We gratefully acknowledge the support of GfK Turkey, Nielsen Turkey, the Banks Association of Turkey, and the managers of various Turkish banks in this study. We also thank Maryam El Oraiby for her valuable assistance throughout this research.

Citation

Akdogan, C.B., Uray, N., Ulengin, B. and Kiygi-Calli, M. (2024), "A holistic empirical approach to marketing activities and performance interaction in banking industry: the mediating role of customer-based brand equity", Business Process Management Journal, Vol. ahead-of-print No. ahead-of-print. https://doi.org/10.1108/BPMJ-02-2024-0072

Publisher

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Emerald Publishing Limited

Copyright © 2024, Emerald Publishing Limited

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