Financial Services Marketing - An International Guide ot Principles and Practice
Christine Ennew and Nigel Waite
Elsevier - Butterworth Heinemann Oxford, UK, 2007
This book is the latest on marketing for financial services. I recommend this as the text for my students.
Christine Ennew is professor of marketing and Dean of Faculty of Law and Social Sciences at the University of Nottingham.
Nigel Waite is the Director of Financial Sevices Research Forum. He is also CEO of the The Canford Centre for Customer Development.
Showing posts with label Books. Show all posts
Showing posts with label Books. Show all posts
Thursday, March 6, 2008
FSM Ch.2 Financial Services Market Place
Financial Services Market Place; Structures, Products, and Participants
2.5 Banking and money tramission
2.6 Lending and credit
2.7 Saving and investing
2.8 Life insurance
2.9 General insurance
2.5 Banking and money tramission
2.6 Lending and credit
2.7 Saving and investing
2.8 Life insurance
2.9 General insurance
FSM Ch.3 Introduction to Marketing
Introduction to Financial Services Marketing
Marketing focuses on improving business performance by satisfying customer needs.
Services are something that can be bought and sold but which you cannot drop on your foot.
Dinstinctive characteristics of financial services
Intangbility
Inseparability
perishability
Heterogeneity
Fiduciary responsibility
Contingent consumption
Duration of consumption
Marketing focuses on improving business performance by satisfying customer needs.
Services are something that can be bought and sold but which you cannot drop on your foot.
Dinstinctive characteristics of financial services
Intangbility
Inseparability
perishability
Heterogeneity
Fiduciary responsibility
Contingent consumption
Duration of consumption
FSM Ch.7 Understanding the Consumer
Understanding the Financial Services Consumer
Table 7.1 Research studies on personal financial services buying behaviour
Laroche et al. (1986) Factors influencing the choice of bank Canada
Ennew (1992) Consumer attitudes to independent advice UK
Table 7.1 Research studies on personal financial services buying behaviour
Laroche et al. (1986) Factors influencing the choice of bank Canada
Ennew (1992) Consumer attitudes to independent advice UK
Wednesday, March 5, 2008
Books - Financial Services Marketing
Financial Services Marketing: An international guide to principles and practice by Christine Ennew and Nigel Waite (Paperback - Nov 13, 2006)
Buy new: $51.95 $45.90
Marketing Financial Services by Hooman Estelami (Paperback - Jul 17, 2006)
Buy new: $48.95
Financial Services Marketing by Tina Harrison (Paperback - Sep 15, 2006)
Buy new: $95.00
The Financial Services Marketing Handbook: Tactics and Techniques that Produce Results by Evelyn Ehrlich and Duke Fanelli (Hardcover - Sep 22, 2004)
Buy new: $39.95 $29.16
Marketing Financial Services to Seniors by Larry Klein (Hardcover - Jan 1, 2001)
Buy new: $39.95
Seminar Selling: The Ultimate Resource Guide to Marketing Financial Services by Paul Karasik (Hardcover - Dec 1, 1994)
Buy new: $40.00 $33.30
Financial Services Marketing by Patsy Leeuwenburg (Hardcover - Nov 2004)
Marketing Retail Financial Services to the Hispanic Community (Marketing to the Hispanic Community) by Blaire Borthayre (Hardcover - Feb 25, 2008)
Pre-order: $39.95 $26.37
The Broker's Edge: How to Sell Securities in Any Market (Prentice-Hall Career & Personal Development) by Steven R. Drozdeck and Karl F. Gretz (Hardcover - Dec 12, 1994)
Art of Selling Intangibles by Le Roy Gross (Paperback - Mar 1, 1988)
Effort-Less Marketing for Financial Advisors by Steve Moeller (Paperback - Oct 8, 1999)
Buy new: $44.95
Guerrilla Marketing for Financial Advisors by Grant Hicks and Jay Conrad Levinson (Paperback - Jul 6, 2006)
Buy new: $34.97
The Promise of the Future: A Financial Advisor's Guide to Effective Marketing by Duncan Macpherson (Paperback - Feb 2000)
85 Million Dollar Tips for Financial Advisors by Maribeth Kuzmeski (Paperback - Jan 1, 2004)
Buy new: $12.95
Storyselling for Financial Advisors : How Top Producers Sell by Scott West and Mitch Anthony (Hardcover - Jan 12, 2000)
Buy new: $30.00 $19.80
Getting Clients, Keeping Clients: The Essential Guide for Tomorrow's Financial Adviser (Wiley Financial Advisor) by Dan Richards and Marketplace Books (Hardcover - April 2000)
The Brand Called You for Financial Advisors by Tim Vandehey and Peter Montoya (Hardcover - Oct 1, 1999)
The Financial Professional's Guide to Persuading 1 or 1,000 by Gary Demoss and Mitch Anthony (Hardcover - Dec 15, 2001)
Marketing Planning For Financial Services (Hardcover)
by Roy Stephenson
List Price: $144.95
Hardcover: 183 pages
Publisher: Gower Technical Press (February 28, 2005)
Buy new: $51.95 $45.90
Marketing Financial Services by Hooman Estelami (Paperback - Jul 17, 2006)
Buy new: $48.95
Financial Services Marketing by Tina Harrison (Paperback - Sep 15, 2006)
Buy new: $95.00
The Financial Services Marketing Handbook: Tactics and Techniques that Produce Results by Evelyn Ehrlich and Duke Fanelli (Hardcover - Sep 22, 2004)
Buy new: $39.95 $29.16
Marketing Financial Services to Seniors by Larry Klein (Hardcover - Jan 1, 2001)
Buy new: $39.95
Seminar Selling: The Ultimate Resource Guide to Marketing Financial Services by Paul Karasik (Hardcover - Dec 1, 1994)
Buy new: $40.00 $33.30
Financial Services Marketing by Patsy Leeuwenburg (Hardcover - Nov 2004)
Marketing Retail Financial Services to the Hispanic Community (Marketing to the Hispanic Community) by Blaire Borthayre (Hardcover - Feb 25, 2008)
Pre-order: $39.95 $26.37
The Broker's Edge: How to Sell Securities in Any Market (Prentice-Hall Career & Personal Development) by Steven R. Drozdeck and Karl F. Gretz (Hardcover - Dec 12, 1994)
Art of Selling Intangibles by Le Roy Gross (Paperback - Mar 1, 1988)
Effort-Less Marketing for Financial Advisors by Steve Moeller (Paperback - Oct 8, 1999)
Buy new: $44.95
Guerrilla Marketing for Financial Advisors by Grant Hicks and Jay Conrad Levinson (Paperback - Jul 6, 2006)
Buy new: $34.97
The Promise of the Future: A Financial Advisor's Guide to Effective Marketing by Duncan Macpherson (Paperback - Feb 2000)
85 Million Dollar Tips for Financial Advisors by Maribeth Kuzmeski (Paperback - Jan 1, 2004)
Buy new: $12.95
Storyselling for Financial Advisors : How Top Producers Sell by Scott West and Mitch Anthony (Hardcover - Jan 12, 2000)
Buy new: $30.00 $19.80
Getting Clients, Keeping Clients: The Essential Guide for Tomorrow's Financial Adviser (Wiley Financial Advisor) by Dan Richards and Marketplace Books (Hardcover - April 2000)
The Brand Called You for Financial Advisors by Tim Vandehey and Peter Montoya (Hardcover - Oct 1, 1999)
The Financial Professional's Guide to Persuading 1 or 1,000 by Gary Demoss and Mitch Anthony (Hardcover - Dec 15, 2001)
Marketing Planning For Financial Services (Hardcover)
by Roy Stephenson
List Price: $144.95
Hardcover: 183 pages
Publisher: Gower Technical Press (February 28, 2005)
Wednesday, January 9, 2008
Marketing Financial Services Books
Marketing Financial Services By Hooman Estelami, 2007, Dog Ear Publishing
Big Book of Bank and Financial Services Advertising
From the editors of Financial Advertising Review, the Big Book of Bank and Financial Services Advertising allows you to look under the hood of some of the most influential and creative banking and financial services advertising from 2003 and 2004. See and understand the trends in advertising that are shaping the finance industry today.
245 fully illustrated pages
Over 90 leading campaigns from across the United States
Includes advertising from banks, credit unions and savings & loans
Advertising includes newspaper, magazine, television, radio, outdoor, point of purchase, statement stuffers, and direct mail campaigns
Oversize format: 8–1/2” x 13”
Perfect Bound Soft Cover
Price: $89.95 + postage and handling From the editors of Financial Advertising Review, the Big Book of Bank and Financial Services Advertising allows you to look under the hood of some of the most influential and creative banking and financial services advertising from 2003 and 2004. See and understand the trends in advertising that are shaping the finance industry today.
245 fully illustrated pages
Over 90 leading campaigns from across the United States
Includes advertising from banks, credit unions and savings & loans
Advertising includes newspaper, magazine, television, radio, outdoor, point of purchase, statement stuffers, and direct mail campaigns
Oversize format: 8–1/2” x 13”
Perfect Bound Soft Cover
Price: $89.95 + postage and handling
Looking at the best ads frombanks and credit unions
The Banking and Financial Services Big Book of Advertising is a sampling of exemplary bank and credit union marketing materials from 2003 and 2004. The editors culled the best of the materials published in the past two years of Financial Advertising Review, which is published by The Business Word. These marketing pieces employ a rich variety of imagery and style and make use of all available media, with a strong emphasis on television.
The subject matter of the Big Book provides a perspective on changes in the banking industry. Today, new electronic products are promoted instead of yesterday's ATMs, supermarket branches and telephone banking. Given the sweeping changes in the banking industry, it's natural more than one hundred pages of the Big Book feature branding, image and relationship campaigns. Their emphasis ranges from the organization's versatility and experience to its attitude and its employees.
The book's introduction includes an interview with Chip Culpepper, a principal with Mangan Holcomb Rainwater Culpepper, Little Rock, Ark., who forsees more branding in the future, accompanied by smart brand positioning. The book's section on branding shows some entertaining ad series featuring celebrities, which in Culpepper's opinion has the potential of backfiring, depending on the popularity of the celeb.
Most of the image marketing campaigns shown in the Big Book are employed by small banks reminding customers of their advantages over the Goliaths. Like the challenger, David, they use highly targeted ammunition, such as: "We're unlike any other bank. Thank Goodness." and "What's your bank's name this week?"
Rick Jacobs, a principal at Monigle Associates, Denver, is also quoted in the introduction. He observes that small regional and community banks are in the best position to employ emotive banking because of their "thicker corporate culture." He observes the importance of employees in making the brand promise come true.
Employees and bank executives are often seen in banks' television ads, which show them in humorous situations. Some are seen visiting customers at their work places, while others emulate Olympic heroes on skates and skis. One bank used customers' children on its television commercials, which parody a popular dot-com commercial.
The Big Book shows novel advertising for typical banking products such as checking, savings and loans—both commercial and personal. Some of the more esoteric campaigns include anniversaries, grand openings, children's banking and special promotions. All are clearly identified in the Table of Contents. An index at the back of the book directs the reader to the right page for ads from specific agencies, banks and credit unions.
Like any good retrospective, The Big Book invites readers to anticipate coming trends. Lori Danielson, corporate marketing director for Old National, Terre Haute, Ind., is quoted in the introduction predicting her bank will double its budget for television advertising in 2003. She finds television a better medium than print for depicting service and quality, but acknowledges that TV needs to work alongside other media. You'll find them all in the Big Book, so you can judge for yourself.
By Judith D. Botvin, Co-Editor, Banking and Financial Services Big Book of Advertising and reporter, Financial Advertising Review, publications of The Business Word.
http://www.businessword.com/index.php/weblog/publications/content/12/
245 fully illustrated pages
Over 90 leading campaigns from across the United States
Includes advertising from banks, credit unions and savings & loans
Advertising includes newspaper, magazine, television, radio, outdoor, point of purchase, statement stuffers, and direct mail campaigns
Oversize format: 8–1/2” x 13”
Perfect Bound Soft Cover
Price: $89.95 + postage and handling From the editors of Financial Advertising Review, the Big Book of Bank and Financial Services Advertising allows you to look under the hood of some of the most influential and creative banking and financial services advertising from 2003 and 2004. See and understand the trends in advertising that are shaping the finance industry today.
245 fully illustrated pages
Over 90 leading campaigns from across the United States
Includes advertising from banks, credit unions and savings & loans
Advertising includes newspaper, magazine, television, radio, outdoor, point of purchase, statement stuffers, and direct mail campaigns
Oversize format: 8–1/2” x 13”
Perfect Bound Soft Cover
Price: $89.95 + postage and handling
Looking at the best ads frombanks and credit unions
The Banking and Financial Services Big Book of Advertising is a sampling of exemplary bank and credit union marketing materials from 2003 and 2004. The editors culled the best of the materials published in the past two years of Financial Advertising Review, which is published by The Business Word. These marketing pieces employ a rich variety of imagery and style and make use of all available media, with a strong emphasis on television.
The subject matter of the Big Book provides a perspective on changes in the banking industry. Today, new electronic products are promoted instead of yesterday's ATMs, supermarket branches and telephone banking. Given the sweeping changes in the banking industry, it's natural more than one hundred pages of the Big Book feature branding, image and relationship campaigns. Their emphasis ranges from the organization's versatility and experience to its attitude and its employees.
The book's introduction includes an interview with Chip Culpepper, a principal with Mangan Holcomb Rainwater Culpepper, Little Rock, Ark., who forsees more branding in the future, accompanied by smart brand positioning. The book's section on branding shows some entertaining ad series featuring celebrities, which in Culpepper's opinion has the potential of backfiring, depending on the popularity of the celeb.
Most of the image marketing campaigns shown in the Big Book are employed by small banks reminding customers of their advantages over the Goliaths. Like the challenger, David, they use highly targeted ammunition, such as: "We're unlike any other bank. Thank Goodness." and "What's your bank's name this week?"
Rick Jacobs, a principal at Monigle Associates, Denver, is also quoted in the introduction. He observes that small regional and community banks are in the best position to employ emotive banking because of their "thicker corporate culture." He observes the importance of employees in making the brand promise come true.
Employees and bank executives are often seen in banks' television ads, which show them in humorous situations. Some are seen visiting customers at their work places, while others emulate Olympic heroes on skates and skis. One bank used customers' children on its television commercials, which parody a popular dot-com commercial.
The Big Book shows novel advertising for typical banking products such as checking, savings and loans—both commercial and personal. Some of the more esoteric campaigns include anniversaries, grand openings, children's banking and special promotions. All are clearly identified in the Table of Contents. An index at the back of the book directs the reader to the right page for ads from specific agencies, banks and credit unions.
Like any good retrospective, The Big Book invites readers to anticipate coming trends. Lori Danielson, corporate marketing director for Old National, Terre Haute, Ind., is quoted in the introduction predicting her bank will double its budget for television advertising in 2003. She finds television a better medium than print for depicting service and quality, but acknowledges that TV needs to work alongside other media. You'll find them all in the Big Book, so you can judge for yourself.
By Judith D. Botvin, Co-Editor, Banking and Financial Services Big Book of Advertising and reporter, Financial Advertising Review, publications of The Business Word.
http://www.businessword.com/index.php/weblog/publications/content/12/
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