Loading...
|
Please use this identifier to cite or link to this item:
https://nccur.lib.nccu.edu.tw/handle/140.119/31288
|
| Title: | The Comparative Competitiveness Analysis of Global Private Banking Industry in Taiwan – Based on 4C Model |
| Authors: | 黃皪月
Huang, Lih-Yueh |
| Contributors: | 邱志聖
Chiou, Jyh-Shen
黃皪月
Huang, Lih-Yueh |
| Keywords: | 4C
global private banking
hold-up |
| Date: | 2005 |
| Issue Date: | 2009-09-14 09:44:12 (UTC+8) |
| Abstract: | Officially and unofficially, Taiwan’s Global Private Banking business has established its significant market share in the region for around 20 years. It is no doubt that Taiwan is a very important market for international private banking industry. The rapid changing economical and political environments have spawned the demands of Taiwan rooted high net worth individuals for global financial solutions.
The study focused on comparing the core marketing competencies of three European players ranging from big market dominator, emerging competitive player and a new entrant. The analysis framework is based on 4C model which is a core avenue to explore clients’ fears, needs, explicit and hidden expectations. 4C model sensitively unveils the tangible and intangible elements that hinder the efficiency of marketing success and provides direct and effective solutions to bankers to differentiate themselves in the fierce contention. The study raised the importance of priority for banks to the development of core competencies in increasing clients’ overt utility and abilities to hold-up clients. These are contemporary and trendy driving forces to PB bankers’ success.
The study concluded with recommending the main differentiators from three perspectives – quality of marketers, innovative financial architectures and dynamic business models. The integration of well-established mechanisms from respective dimension will equip PB bankers’ distinguished competitiveness in managing ever-changing challenges and seizing the opportunities from this promising market.
CHAPTER 1 MOTIVES AND PURPOSES
CHAPTER 2 LITERATURE REVIEW AND METHODOLOGY
1. LITERATURE REVIEW
(1) The foundation of the theory applied in this study
(2) 4C model observes full landscape of marketing issues
2. METHODOLOGY
(1) The methodology of the analysis
(2) Scope and Constraint in this study
CHAPTER 3 THE BACKGROUND OF PRIVATE BANKING INDUSTRY
1. GLOBAL PRIVATE BANKING BUSINESS
(1) Introduction of Private Banking
(2) The history of Private Banking
2. ANALYSIS ON DEMAND SIDE IN PRIVATE BANKING INDUSTRY
(1) Dynamic changing of client’s profiles
(2) The changing of market demands
3. ANALYSIS ON SUPPLY SIDE IN PRIVATE BANKING INDUSTRY
(1) Private Banking history and transformation of business model in Taiwan
(2) Analysis of Private Banking market
(3) The background and business models of A. B. C. Banks in this study
CHAPTER 4 OVERT COST PER UTILITY
1. DEFINITION OF OVERT COST PER UTILITY
(1) Motives to bank with a new bank
(2) Concessive pricing to solicit clients – to maximize client’s benefits over cost
(3) Core competencies in cost-efficiency – to lower down the bank’s cost per unit
(4) Client-friendly and flexible procedures to enhance transaction efficiency – to increase client’s benefit
(5) Innovation provides niche values to clients
2. COMPARISON OF THE ADVANTAGES OF BANK A, B, AND C IN THE MANAGEMENT OF BENEFITS OVERT COST PER UNIT
CHAPTER 5 BUYER COST OF INFORMATION SEARCHING
1. DEFINITION OF BUYER COST OF INFORMATION SEARCHING
(1) The efficiency of new technology
(2) Strategic alliance to leverage effect of image spill over
(3) Differentiation and niches produces market attention
(4) Advertisement and marketing events
(5) Referrals from existing clients
2. COMPARISON OF THE ADVANTAGES OF BANK A, B, AND C IN THE MANAGEMENT OF BUYERS’ COST OF INFORMATION SEARCHING
CHAPTER 6 BUYER COST OF MORAL HAZARD
1. DEFINITION OF BUYER COST OF MORAL HAZARD
(1) Bank’s image, size and ranking
(2) Bank’s professional rating and deposit insurance
(3) Track record and transparency of products
(4) Adequate management of relationship with authorities
(5) CRMs’ professionalism and stability
2. COMPARISON OF THE ADVANTAGES OF BANK A, B, AND C IN THE MANAGEMENT OF BUYER’S COST OF MORAL HAZARD
CHAPTER 7 BUYER COST OF HOLD UP
1. DEFINITION OF COST OF BUYER HOLD-UP
(1) Client’s royalty to corporate images, client’s hold up from CRMs to banks
(2) Capabilities in differentiation and value added financial services to reach client satisfaction
(3) Acquire teams of competitors’ CRMs
(4) Partnering with clients
(5) Hold up of CRMs is hold up of clients
2. COMPARATIVE COMPETENCIES IN HOLD-UP FOR CLIENTS AND CLIENT RELATIONSHIP MANAGERS
CHAPTER 8 IMPLICATIONS AND RECOMMENDATIONS
1. NEW CHALLENGES AND OPPORTUNITIES FROM 4C PERSPECTIVES
(1) Overt Cost per Utility
(2) Buyer Cost of Information Searching
(3) Buyer Cost of Moral Hazard
(4) Buyer Cost of Hold Up
2. RECOMMENDATIONS
(1) Quality of CRMs
(2) Innovative products and specialized financial architecture
(3) Dynamic business models
REFERENCE |
| Reference: | Anderson, Eugene W. and Mary W. Sullivan. 1993. The Antecedents and Consequences of Customer Satisfaction for Firms. Marketing Science 12 (Spring): pp.125-143.
Bolton, Ruth N. 1998. A Dynamic Model of the Duration of the Customer’s Relationship with a Continuous Service Provider: The Role. Marketing Science 17 (1): pp. 45-65.
---------------------, P.K. Kannan, and Matthew D. Bramlett. 2000. Implications of Loyalty Program Membership and Service Experiences for Customer Retention and Value. Journal of Academy of Marketing Science 28 (Winter): pp. 95-108.
---------------------, Katherine N. Lemon. 1999. A Dynamic Model of Customers’ Usage of Services: Usage as an Antecedent and Consequence of Satisfaction. Journal of Marketing Research 36 (May), pp.171-186.
---------------------, ---------------------, and Peter C. Verhoef. 2004. The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research. Journal of the Academy of Marketing Science 32 (Summer), pp. 271-292.
Burnham, Thomas A., Judy K. Frels, and Vijay Mahajan. 2003. Consumer Switching Costs: A Typology, Antecedents, and Consequences. Journal of the Academy of Marketing Science 31 (Spring): pp.109-126.
Cronin, J. Jeshph Jr. and Steven A. Taylor. 1992. Measuring Service Quality: A Reexamination and Extension. Journal of Marketing 56 (July): pp. 55-67
Chiou, Jyh-Shen, and Droge, Cornelia. 2006. Service Quality, Trust, Specific Asset Investment, and Expertise: Direct and Indirect Effects in a Satisfaction-Loyalty Framework. Journal of the Academy of Marketing Science, pp.1-15.
Delfeld, Carl. 2006. Think Big and Small. Forbes Asia, June 19, 2006.
Dick, Alan S. and Kunal Basu. 1994. Customer Loyalty: Toward an Integrated Conceptual Framework. Journal of Academy of Marketing Science 22 (Summer), pp.99-113.
Genesan, Shankar. 1994. Determinants of Long-Term Orientation in Buyer-Seller Relationship. Journal of Marketing 58 (April), pp.1-19.
Geiger, Hans and H□rzeler, Harry. 2003. The Transformation of Swiss Private Banking Market. Journal of Financial Transformation, pp.93-103.
Gwinner, Kevin, Dwayne Gremler, and Mary Jo Bitner. 1998. Relational Benefits in Service Industries: The Customer’s Perspective. Journal of the Academy of Marketing Science 26 (Spring), pp.101-114.
Hauser, J. R., D. I. Simester, and B. Wernerfelt. 1994. Customer Satisfaction Incentives. Marketing Science 13 (4), pp. 327-350.
Heide, Jane B. and George John. 1998. The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channel. Journal of Marketing 52 (January), pp. 20-35.
Hennig-Thurau, Thorsten, Kevin P. Gwinner and Dwayne D. Gremler. 2002. Understanding Relationship Benefits and Relationship Quality. Journal of Service Research 4 (3), pp. 230-247.
Jones, Michael A., David L. Mothersbaugh, and Sharon E. Beatty. 2000. Switching Barriers and Repurchase Intentions in Services. Journal of Retailing 76 (2), pp.259-274.
Joshi. Ashwin W. and Rodney L. Stump. 1999. The Contingent Effect of Specific Asset Investment on Joint Action in Manufacturing –Supplier Relationships: An Empirical Test of Moderating Role of Reciprocal Asset Investment, Uncertainty, and Trust. Journal of the Academy of Marketing Science 27 (Summer), pp.291-305.
Lee, Johathan, Jangyuk Lee, and Lawrence Feick. 2001. The Impact of Switching Costs on the Customer Satisfaction-Loyalty Link: Mobile Phone Service in France. Journal of Service Marketing 15 (January), pp.35-48.
Robinson, Greg, Watson, Ian and Latimore, Dan. 2002. Matching Customers with Capabilities: Three Wealth Management Strategies, IBM Institute for Business Value 2002, pp. 1-13
Reicheld Frederick. 1996. The Loyalty Effect. Boston, MA: Harvard Business School Press.
-----------------------. 2001. Lead for Loyalty, Harvard Business Review, Volume (July – August): pp. 76-84.
Singh, Jagdip and Deepak Sirdeshmukh. 2000. Agency and Trust Mechanisms in Customer Satisfaction and Loyalty Judgments. Journal of the Academy of Marketing Science 28 (Winter): pp 150-167.
Stauss, Rernd, Klaus Chojnacki, Alexander Decker, and Frank Hoffmann. 2001. Retention Effects of a Customer Club. International Journal of Service Industry Management 12 (November), pp. 7-19.
Williamson, Oliver E. 1985. The Economic Institutions of Capitalism: Firms, Markets, Relational Contracting. New York: Free Press.
-----------------------. 1991. Strategizing, Economizing, and Economic Organization. Strategic Management Journal 12 (Special Issue), pp 75-94.
Zeithaml, Valerie A., Leonard L. Berry, and A. Parasuranman. 1996. The Behavior Consequences of Service Quality. Journal of Marketing 60 (April), pp. 31-46.
Global Private Banking / Wealth Management Survey 2005, PricewaterhouseCoopers, 2005
Searching for Profitable Growth, Global Wealth 2005, The Boston Consulting Group(BCG), 2005.
Ian, Kennedy and Bayce Courtenay. 1995. The Power of One to One. Sydney, Margaret Gee Publishing.
Larry Wilson with Hersch Wilson. 1994. Stop Selling – Start Partnering. Vermont. Oliver Wight Publication, Inc.
Jack Welch with Suzy Welch. 2005. Winning. New York. HaperCollins Publishers, Inc.
邱志聖，2006年。策略行銷分析─架構與實務應用，台北：智勝文化公司(第二版)。 |
| Description: | 碩士
國立政治大學
國際經營管理碩士班(IMBA)
90932105
94 |
| Source URI: | http://thesis.lib.nccu.edu.tw/record/#G0090932105 |
| Data Type: | thesis |
| Appears in Collections: | [國際經營管理英語碩士學程IMBA] 學位論文
|
Files in This Item:
| File |
Size | Format | |
|---|
| index.html | 0Kb | HTML2 | 1277 | View/Open |
|
All items in 政大典藏 are protected by copyright, with all rights reserved.
|
