International Journal of Bank Marketing: Volume 22 Issue 1

Critical success factors in the personal selling process: An empirical investigation of Ecuadorian salespeople in the banking industry

Fernando Jaramillo, Greg W. Marshall

This article identifies the selling techniques that are critical success factors (CSFs) for salespeople who sell banking products and services in Ecuador. The study examines the…

Modeling customer satisfaction in mortgage credit companies

Viggo Høst, Michael Knie‐Andersen

This paper presents an analysis of price and service quality effects through customer satisfaction on customer loyalty and recommendations in a business‐to‐business setting of…

Critical competitive methods, generic strategies, and firm performance

Thomas L. Powers, William Hahn

This paper reports research findings on the relationship between competitive methods, generic strategies, and firm performance. It was found that competitive methods in the…

Consumer loans with fixed monthly payments: Information problems and solutions based on some Swedish experiences

Stefan Yard

Consumers tend to have problems interpreting cost information, such as the annual percentage rate (APR), pertaining to loans. Students were used to test people's spontaneous…