The marketing of financial services to independent distributors

Laing, A. (1995) The marketing of financial services to independent distributors. Journal of Financial Services Marketing, 9 (4). pp. 6-18. ISSN 1363-0539

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.