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Article
Publication date: 1 June 1993

Christine T. Ennew, Mike Wright and Des Thwaites

Traditionally, marketing in financial services had been a largelytactical activity, concerned primarily with the advertising and sellingof existing products. With the…

Abstract

Traditionally, marketing in financial services had been a largely tactical activity, concerned primarily with the advertising and selling of existing products. With the growth in environmental turbulence which characterized the 1980s the notion of marketing as a strategic activity became increasingly important. The 1980s were, in many senses, an era of expansion and diversification. However, many organizations over‐stretched themselves in this period and the 1990s has seen many organizations looking to refocus on core businesses.

Details

International Journal of Bank Marketing, vol. 11 no. 6
Type: Research Article
ISSN: 0265-2323

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Article
Publication date: 1 March 1992

Des Thwaites and Keith Glaister

To succeed in an industry an organization must select a mode ofstrategic behaviour which matches the levels of environmentalturbulence, and develop a resource capability…

Abstract

To succeed in an industry an organization must select a mode of strategic behaviour which matches the levels of environmental turbulence, and develop a resource capability which complements the chosen mode. Investigates UK building societies and identifies three distinct modes of strategic behaviour. One group of societies are reactive and driven by their environment. A second group are pre‐emptive and seek to anticipate future events and prepare for them while the third group exhibit the most aggressive stance; not only do they seek to identify future scenarios, they actually work to bring these about. The groups are compared across a range of marketing and strategy variables to establish the extent to which these approaches are supportive of the selected mode of behaviour. Clear differences are apparent between the reactive and proactive groups although, surprisingly, few differences of substance are evident between the two proactive groups.

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International Journal of Bank Marketing, vol. 10 no. 3
Type: Research Article
ISSN: 0265-2323

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Article
Publication date: 1 March 2006

Simon Chadwick and Des Thwaites

Sponsorship literature is deficient in terms of its failure to consider the process of managing sponsorship programmes, in particular the problem of commitment that has…

Abstract

Sponsorship literature is deficient in terms of its failure to consider the process of managing sponsorship programmes, in particular the problem of commitment that has been identified in many relationships. Employing football shirt sponsorship dyads (football clubs and shirt sponsors) as a focus, this paper sets out to investigate the determinants of sponsorship commitment. Using quantitative and qualitative techniques, three important determinants are identified: shared values, perceived benefits and opportunistic behaviour. Following validation of these findings, structured interviews revealed a distinction between short-term and long-term 'committers'. This paper therefore concludes by proposing a matrix of football shirt sponsorship commitment which explores the implications of engaging in a relationship with the different 'committer' types.

Details

International Journal of Sports Marketing and Sponsorship, vol. 7 no. 3
Type: Research Article
ISSN: 1464-6668

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Abstract

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International Journal of Sports Marketing and Sponsorship, vol. 1 no. 2
Type: Research Article
ISSN: 1464-6668

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Article
Publication date: 1 December 1990

Scott Edgett and Des Thwaites

The marketing environment for the financial services industry inthe UK is experiencing a period of rapid change. How building societiesare preparing to meet the demands of…

Abstract

The marketing environment for the financial services industry in the UK is experiencing a period of rapid change. How building societies are preparing to meet the demands of the 1990s is shown by examining the level to which the marketing concept has been adopted, and the extent to which various marketing techniques are being used. Based on empirical findings, it was determined that major differences exist among building societies in their approaches to marketing. This is particularly evident in comparisons between larger and smaller societies.

Details

European Journal of Marketing, vol. 24 no. 12
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 June 1991

Des Thwaites

The market for personal financial services within the UK hasundergone significant change over the last decade. Forces for changewhich have influenced market evolution…

Abstract

The market for personal financial services within the UK has undergone significant change over the last decade. Forces for change which have influenced market evolution include the economic climate, rising asset values, increasing wealth, privatisation, deregulation and a range of Government incentives. Appreciation of the organisation′s ability to cope in this new environment may be heightened by undertaking a systematic evaluation of resource strengths and weaknesses and relating these to the opportunities and threats posed by the environment. Financial institutions may be compared by preparing an individual SWOT analysis. The new decade will see winners and losers with the most successful organisations developing a clear business mission and a well articulated strategy which controls costs and provides competitive advantages. Winners will focus on customer needs and clearly differentiate their products through noticeably higher levels of service quality. Marketing will play an important part in their success.

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International Journal of Bank Marketing, vol. 9 no. 6
Type: Research Article
ISSN: 0265-2323

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Abstract

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International Journal of Sports Marketing and Sponsorship, vol. 1 no. 1
Type: Research Article
ISSN: 1464-6668

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Article
Publication date: 1 January 2014

Yue Meng-Lewis, Des Thwaites and Kishore Gopalakrishna Pillai

This study investigates Chinese consumers' responses to foreign and domestic sponsors engaged in the Beijing Olympic Games. It identifies direct causalrelationships…

Abstract

This study investigates Chinese consumers' responses to foreign and domestic sponsors engaged in the Beijing Olympic Games. It identifies direct causal relationships between consumer ethnocentrism, attitudes towards the sponsor and product judgement. Findings reveal that event involvement mediates the positive relationship between consumer ethnocentrism and attitudes towards the domestic sponsor. Attitudes towards foreign sponsors are found to be a significant mediator in the relationship between consumer ethnocentrism and judgements of the sponsors' products. Theoretical and managerial implications are discussed.

Details

International Journal of Sports Marketing and Sponsorship, vol. 15 no. 2
Type: Research Article
ISSN: 1464-6668

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Article
Publication date: 11 November 2013

Yue Meng-Lewis, Des Thwaites and Kishore Gopalakrishna Pillai

The study aims to explore the novel issue of how consumers perceive sponsorship initiatives by foreign companies and how the sponsors' country-of-origin (COO) cue may…

Abstract

Purpose

The study aims to explore the novel issue of how consumers perceive sponsorship initiatives by foreign companies and how the sponsors' country-of-origin (COO) cue may influence sponsorship outcomes.

Design/methodology/approach

The measurement model and proposed relationships were tested based on a sample of 811 Chinese consumers using confirmatory factor analysis and structural path analysis.

Findings

The results reveal that attitudes toward the sponsor completely mediate the effect of event involvement on willingness to buy from the sponsor (WBS). Attitudes toward the sponsor also partially mediate the relationship between economic animosity towards a specific sponsor's COO and WBS. Additionally, the level of a country's economic competitiveness found to moderate the negative relationship between economic animosity, attitudes toward the sponsor and WBS.

Research limitations/implications

The nature of the product type and the desire of the consumer to own such a product may have influenced the measurement of willingness to buy.

Practical implications

The research adds to the existing knowledge by identifying the opportunities and potential biases that a foreign company may encounter when considering sponsoring a mega sport event in a different cultural context. The study helps managers to understand how sports sponsorship could be used effectively in emerging markets.

Originality/value

The proposed conceptual model advances the application of classical conditioning theory, the consumer animosity model of foreign product purchase and the belief-attitude-intention hierarchy in the sponsorship arena. It is the first investigation of the role of event involvement and economic animosity in understanding sponsorship responses.

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Article
Publication date: 1 December 1999

Des Thwaites

Draws on the extant literature in the areas of services marketing, sport tourism and service quality to present a range of concepts and models that have utility in…

Abstract

Draws on the extant literature in the areas of services marketing, sport tourism and service quality to present a range of concepts and models that have utility in heightening management’s appreciation of the complexities of achieving service quality in a sport‐tourism context. Emphasis is placed on the multidimensional nature of the issues involved. Generic service and quality concepts and models are tailored to sport tourism through a range of examples. More in‐depth illustrations are provided by case material relating to Club La Santa, which is located on the northern coast of Lanzarote. Marketed as “the world’s leading sport and leisure resort”, La Santa offers all‐year‐round training and leisure facilities for national and international standard sportsmen and women, as well as less competitive visitors who merely seek exercise and relaxation. The managerial implications of the issues are discussed.

Details

Journal of Services Marketing, vol. 13 no. 6
Type: Research Article
ISSN: 0887-6045

Keywords

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