International Journal of Bank Marketing: Volume 2 Issue 1

Marketing and Selling at Work: The IMCB/NatWest Management Development Programme

Gordon Wills, Abby Day

In this article the authors describe how the International Management Centre from Buckingham developed a unique marketing and selling training programme for the National…

The Personal Selling Orientation of Banks in the United States

Charles M. Futrell, Leonard L. Berry, Michael R. Bowers

Findings from a national survey in which senior marketing executives from over 700 American banks are reported and appraise the state of personal selling in their banks. They…

Some Current Issues in UK Bank Marketing

Ian J. Watson

In an earlier study the author examined the impact of marketing on the UK clearing banks, and the satisfaction of their senior management with the results. In this subsequent…

Optimising Bank Service Provision: A Simulation Approach

Trevor Watkins

A particular aspect of bank marketing is considered — that of service provision for customers. It is postulated that an investigation of ways of minimising the total cost of…

NOW Accounts: Awareness and Impact

Venkatakrishna V. Bellur

The introduction of NOW Accounts in the United States is considered. The author investigates the awareness, knowledge and use of such accounts among a sample of households in the…

Deregulation: Its Impact on Financial Institution Marketing

Robert W. Johnson

The author considers how financial institution marketing has changed in the US, following recent deregulation legislation. He highlights the increasing need for market research…