New Strategies for Financial Services Firms The Life-Cycle-Solution Approach
题名:
New Strategies for Financial Services Firms The Life-Cycle-Solution Approach
ISBN:
9783642574122
版:
1st ed. 2003.
PRODUCTION_INFO:
Heidelberg : Physica-Verlag HD : Imprint: Physica, 2003.
物理描述:
XIV, 206 p. 20 illus. online resource.
系列:
Information Age Economy
内容:
1 Introduction -- 1.1 Motivation -- 1.2 Problem Statement -- 1.3 Delimitation -- 1.4 Outline -- 2 Definitions -- 2.1 Financial Services and Financial Products -- 2.2 Financial Services Providers, Markets and Organizations -- 2.3 Financial Problem, Individualization, and Customer Relationship Management -- 3 Mega Trends in the Financial Services Industry -- 3.1 Regulation -- 3.2 Society Changes -- 3.3 Working Life Conditions -- 3.4 New Quality in Communication -- 3.5 Summary -- 4 Strategic Options -- 4.1 Cost Leadership: Mergers and Acquisitions -- 4.2 Differentiation: Life-Cycle Solution Provision -- 5 Life-Cycle Solution Provision -- 5.1 Vision -- 5.2 Strategy -- 5.3 Summary -- 6 Concepts for Life-Cycle Solution Provision -- 6.1 Research Framework -- 6.2 Content Model -- 6.3 Product Model -- 6.4 Summary -- 7 Outlook: The Importance of Trust -- 7.1 Introduction -- 7.2 CRM Strategies and Underlying Assumptions -- 7.3 Trust as a Vital Component of Switching Costs -- 7.4 Special Characteristics of Financial Services -- 7.5 Effects on CRM Strategies for Financial Services Providers -- 7.6 Summary -- 8 Summary and Outlook -- 8.1 Conclusion -- 8.2 Prospects for Further Research -- List of Abbreviations -- List of Figures -- List of Tables -- References.
摘要:
The German financial services market is in deep crisis. Deregulation and the new means of communication have fostered competition and made the market a transparent level playing field. Moreover, customers increasingly demand individualized solutions to their financial problems. Many financial services providers reacted by merging to realize scale effects and adapted "me-too-strategies" that will not provide for a competitive advantage. In this book, the life-cycle-solution approach is presented. This anti-cyclical strategy puts the customer and his life-cycle in the center of interest, in order to service him according to his latent needs - wherever it is economically sound to do so. However, this book does not stop at the strategic level, but presents two concepts that help to better utilize customer relationships. Using IT as an enabler, the quality of financial advice can be improved and at the same time cost can be lowered due to streamlined consultation processes.
附加团体著者:
语言:
英文