The marketing of financial services to independent distributors

Angus Laing

doi:10.1108/08876049510094469

The marketing of financial services to independent distributors

Angus Laing^*

^*Corresponding author for this work

School of Social Sciences

Research output: Contribution to journal › Article › peer-review

5 Citations (Scopus)

Abstract

Explores the purchasing behaviour of independent financial advisors (IFAs) within the context of the UK financial sector. Reports on empirical work in which attitudes of such independent distributors toward identified supplier selection criteria were assessed. Set within the context of relationship marketing theory, seeks to employ findings to develop a generic conceptual basis for approaching the marketing of services to independent intermediaries.

Original language	English
Pages (from-to)	6-18
Number of pages	13
Journal	Journal of Services Marketing
Volume	9
Issue number	4
DOIs	https://doi.org/10.1108/08876049510094469
Publication status	Published - 1 Oct 1995

Keywords

Distribution channels
Financial Services
Marketing
Relationship marketing
Service Industries
United Kingdom

ASJC Scopus subject areas

Marketing

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10.1108/08876049510094469

Cite this

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title = "The marketing of financial services to independent distributors",

abstract = "Explores the purchasing behaviour of independent financial advisors (IFAs) within the context of the UK financial sector. Reports on empirical work in which attitudes of such independent distributors toward identified supplier selection criteria were assessed. Set within the context of relationship marketing theory, seeks to employ findings to develop a generic conceptual basis for approaching the marketing of services to independent intermediaries.",

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The marketing of financial services to independent distributors

Abstract

Keywords

ASJC Scopus subject areas

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