International Journal of Bank Marketing: Volume 14 Issue 2

Good and bad customers: the benefits of participating in the banking relationship

Christine T. Ennew

The development of effective customer relationships is widely advocated as a key element of marketing strategies in the service sector. The advantages associated with the…

Management’s search for venture capital in smaller buy‐outs: the role of intermediaries and industry marketing implications

Gordon Murray

Provides evidence on the capital search process by entrepreneurial managers, focusing on the means by which managers undertaking management buy‐outs and buy‐ins identify and…

Marketing and investment banking I: practical and theoretical challenges

Peter W. Turnbull, Theofanis Moustakatos

Examines the marketing of investment banking services and reviews critically the theoretical frameworks provided by the literature in the marketing of services field. Based on…

Marketing and investment banking II: relationships and competitive advantage

Peter W. Turnbull, Theofanis Moustakatos

Follows the previous article by presenting results of empirical research using a sample of investment banks and their large corporate customers. Focuses on how the banks define…

Exchange relationships in financial services: marketing equities to institutions

Katherine Tyler

London securities houses wish to improve equity securities marketing to institutional fund managers following major changes in the regulatory environments. There is a lacuna in…