New Strategies for Financial Services Firms

The theme of this book "New strategies for financial services providers" is an equally relevant and important topic in science and practice. In the (post) informa tion age economy, the German financial services market and many big financial services providers are in a deep crisis. Increasing competition due to deregulation and improved transparency through new means of communication on the one hand, and empowered customers demanding individualized solutions for their fi nancial problems e. g. because of new working circumstances, increase the pres sure on the market participants to alter their strategies according to these new challenges. Many firms have reacted defensively either by merging in the hopes of realizing scale effects - a high-risk venture considering the last few years - or by adapting "me-too-strategies" (also known as "lemming-banking") that do not provide for a sustainable competitive advantage. Based on a profound analysis of developing mega-trends in the years ahead, es pecially in information and IT-intense market, Dr. Kundisch develops a new anti cyclical strategy that aims at using IT as an enabler to strengthen customer rela tionships and focus on individualized solutions wherever it seems economically sound to do so. However, he does not stop after the development of the strategy, but provides two important concepts that may help turn this vision and strategy into reality. Thus, he favorably and refreshingly differentiates against many contributions that stop at the fairly abstract strategic level.

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The theme of this book "New strategies for financial services providers" is an equally relevant and important topic in science and practice. In the (post) informa­ tion age economy, the German financial services market and many big financial services providers are in a deep crisis. Increasing competition due to deregulation and improved transparency through new means of communication on the one hand, and empowered customers demanding individualized solutions for their fi­ nancial problems e. g. because of new working circumstances, increase the pres­ sure on the market participants to alter their strategies according to these new challenges. Many firms have reacted defensively either by merging in the hopes of realizing scale effects - a high-risk venture considering the last few years - or by adapting "me-too-strategies" (also known as "lemming-banking") that do not provide for a sustainable competitive advantage. Based on a profound analysis of developing mega-trends in the years ahead, es­ pecially in information and IT-intense market, Dr. Kundisch develops a new anti­ cyclical strategy that aims at using IT as an enabler to strengthen customer rela­ tionships and focus on individualized solutions wherever it seems economically sound to do so. However, he does not stop after the development of the strategy, but provides two important concepts that may help turn this vision and strategy into reality. Thus, he favorably and refreshingly differentiates against many contributions that stop at the fairly abstract strategic level.

Contenu
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.