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ISBN: 3527500642Издательство: John Wiley & Sons
Год издания: 2003
Book DescriptionIn today's retail banking industry in Europe, the current situation is unsatisfactory: new technology standards have lowered the entry barriers and increased the reach of the various players within the industry. Market players face increased competition, margin pressure and low or even negative profitability. Banks face structural challenges (overbanked and a fragmented market, dominated by non-quoted banking institutions) as well as weak levels of customer loyalty putting pressure on banks to find winning strategies. Looking at the successes of "near- and non-bank" entrants, we start with the hypothesis that a superior sales capability lies at the root of increasing success and market penetration. Consequently, both production and infrastructure might become commodities, which the successful sales-focused players may want to outsource in the future. The consequence will be an increased technology-enabled specialization within the industry. ...