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01-03-2016 | Empirical article

From customer motivation to corporate performance. The role of strategic factors and distribution channels of financial service firms

Authors: J. Augusto Felício, Carlos Robalo Freire

Published in: Service Business | Issue 1/2016

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Abstract

This research analyzes the relationship between strategic factors and distribution channels and the performance of financial service firms, based on the theory of distribution channels and the resource-based view. Using structural equation modeling, the study examines a sample of 252 insurance firms operating in the Iberian Peninsula. The empirical analysis provides conclusive evidence that strategic factors have an influence on the firm’s distribution channels and performance. It also confirms that internal and external determinant factors as well as customer motivation have an influence on strategic factors.

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Title: From customer motivation to corporate performance. The role of strategic factors and distribution channels of financial service firms
Authors: J. Augusto Felício
Carlos Robalo Freire
Publication date: 01-03-2016
Publisher: Springer Berlin Heidelberg
Published in: Service Business / Issue 1/2016
Print ISSN: 1862-8516
Electronic ISSN: 1862-8508
DOI: https://doi.org/10.1007/s11628-014-0260-z

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