File(s) not publicly available
The value of multi-channel distribution systems in the financial services sector
journal contribution
posted on 2023-06-08, 22:11 authored by Christopher Easingwood, Chris StoreyChris StoreyAn examination of the use of multiple distribution channels in the marketing of financial products in the UK is conducted. A cluster analysis of 153 new financial products shows that 85 per cent of the products belong in one of three multi-channel distribution channels: a ‘Balanced’ strategy draws on all the distribution routes; ‘Network’ strategies utilise a network of outlets; ‘Arm's Length’ strategies employ those channels such as direct mail, direct response advertising or intermediaries that do not involve direct contact between company staff and customers. Finally, an association between the use of multiple channels, especially if they are used intensively, and success is demonstrated. Success is estimated both on a single overall scale but also on a number of sub-dimensions.
History
Publication status
- Published
Journal
The Service Industries JournalISSN
0264-2069Publisher
Taylor & FrancisExternal DOI
Issue
2Volume
16Page range
223-241Department affiliated with
- Business and Management Publications
Full text available
- No
Peer reviewed?
- Yes
Legacy Posted Date
2015-08-21Usage metrics
Categories
No categories selectedKeywords
Licence
Exports
RefWorks
BibTeX
Ref. manager
Endnote
DataCite
NLM
DC