Hostname: page-component-cd9895bd7-mkpzs Total loading time: 0 Render date: 2024-12-29T13:34:30.165Z Has data issue: false hasContentIssue false
  • English
  • Français

Distribution of Financial Services

Published online by Cambridge University Press:  03 October 2014

A. K. Gupta  and
G. Westall
Get access

Abstract

The historic barriers between the different companies which comprise the financial services industry are breaking down. In order that organisations may prosper in the new environment the relationships between products, distribution and clients need to be understood. A theory is developed to explain the historic position and the dynamics of the current environment and indicate future trends. The conclusion is that successful organisations will be those which fully understand and specialise in a limited number of sectors, and those who start with a clientbase and a distribution system which will not inhibit the introduction of other distribution methods so that they can become multi-product and multi-distribution organisations. Finally, the paper explores the relationships between pricing policy and distribution by means of distribution chains to determine the point and degree of price sensitivity.

Keywords

MarketingDistributionPricingFinancial Services
Type
Research Article
Information
Transactions of the Faculty of Actuaries , Volume 44 , 1992 , pp. 24 - 63
Copyright
Copyright © Institute and Faculty of Actuaries 1992

Access options

Get access to the full version of this content by using one of the access options below. (Log in options will check for institutional or personal access. Content may require purchase if you do not have access.)

References

(1)Iqbal, M. (1988). Marketing of Retail Financial Services; J.I.A., 115, 405.Google Scholar
(2)Nystrom, P.H. (1978) Economics of Retailing. Ayer and Co. Publications.Google Scholar
(3)Moynahan, J.K. (1980) Designing an Effective Sales Compensation Program. AMACOM.Google Scholar
(4)Goford, J. (1985) The Control Cycle. J.S.S. 28, 99.Google Scholar
(5)Shuttleworth, D. (1988) Pricing for Reward and Risk. Institute of Actuaries of Australia.Google Scholar
(6)Chalke, S.A. (1991) Macro pricing, a comprehensive product development process. T.S.A. 43.Google Scholar
(7)Drucker, P.F. (1973) Management, Tasks, Responsibilities, Practices. Harper and Row.Google Scholar
(8)Kotler, P. (1988) Marketing Management, Analysis, Planning, Implementation and Control. 6th edition. Prentice Hall International.Google Scholar
(9)Westwood, J. (1992) The Marketing Plan. Kogan Page.Google Scholar
(10) The Mac Group Inc. (1985) Distribution, A Competitive Weapon.Google Scholar