International Journal of Bank Marketing: Volume 5 Issue 1

Are Non‐Banks Winning in Retail Financial Services?

Philip Middleton

Retail Bankers must redefine their business if they are to compete profitably against non‐bank financial institutions (NBFI) in the consumer market. Banks have hitherto been slow…

Marketing Bank Services to Corporate Customers: The Importance of Relationships

Peter W. Turnbull, Michael L. Gibbs

The key to successful performance in the market for corporate accounts lies in the management of customer relationships. Key existing and potential customers must be identified…

You Have to Twist the Kaleidoscope to See Things Clearly (Service Concepts and the Retail Banking Environment)

David Ballantyne

Marketing is in the throes of a methodological crisis which will eventually separate ideas and methods more appropriate to service marketing. A practical systems model to diagnose…

Innovation in Banking: The In‐Home Computerised Banking Example

Philip A. Dover

Banks have turned to technology in search of a competitive edge in a dynamic and sometimes hostile environment. Unfortunately, technical feasibility rather than market need has…

Foreign Banks and US Loan Production Offices

Charles W. Hultman

Foreign commercial banks seeking to establish a multi‐state presence in the US have followed different approaches, including the use of loan production offices (LPOs) examined…

In Search of a Competitive Edge in Banking: A Personnel Approach

John L. Tarver

Banks are increasingly trying to gain a competitive edge by means of technological, legal and geographical bases. Enterprise differentiation through personnel marketing may be now…