{"id":"https://openalex.org/W2004873322","doi":"https://doi.org/10.1108/02652329110140789","title":"Success in Selling \u2013 The Current Challenge in Banking","display_name":"Success in Selling \u2013 The Current Challenge in Banking","publication_year":1991,"publication_date":"1991-02-01","ids":{"openalex":"https://openalex.org/W2004873322","doi":"https://doi.org/10.1108/02652329110140789","mag":"2004873322"},"language":"en","primary_location":{"id":"doi:10.1108/02652329110140789","doi":"https://doi.org/10.1108/02652329110140789","is_oa":false,"landing_page_url":"https://doi.org/10.1108/02652329110140789","pdf_url":null,"source":{"id":"https://openalex.org/S170810187","display_name":"International Journal of Bank Marketing","issn_l":"0265-2323","issn":["0265-2323","1758-5937"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"International Journal of Bank Marketing","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5050699212","display_name":"Bill Stephenson","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Bill Stephenson","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":"https://openalex.org/A5060968980","display_name":"Julia Kiely","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Julia Kiely","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":11.0873,"has_fulltext":false,"cited_by_count":15,"citation_normalized_percentile":{"value":0.97479865,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":94},"biblio":{"volume":"9","issue":"2","first_page":"30","last_page":"38"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T14183","display_name":"Banking Sector Performance and Management","score":0.8310999870300293,"subfield":{"id":"https://openalex.org/subfields/1402","display_name":"Accounting"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T14183","display_name":"Banking Sector Performance and Management","score":0.8310999870300293,"subfield":{"id":"https://openalex.org/subfields/1402","display_name":"Accounting"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.042100001126527786,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14419","display_name":"Banking Systems and Strategies","score":0.034699998795986176,"subfield":{"id":"https://openalex.org/subfields/1402","display_name":"Accounting"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/retail-banking","display_name":"retail banking","score":0.8960000276565552},{"id":"https://openalex.org/keywords/sales-culture","display_name":"sales culture","score":0.9629999995231628},{"id":"https://openalex.org/keywords/organizational-change","display_name":"organizational change","score":0.8130000233650208},{"id":"https://openalex.org/keywords/management-style","display_name":"management style","score":0.7680000066757202},{"id":"https://openalex.org/keywords/sales-training","display_name":"sales training","score":0.5019999742507935},{"id":"https://openalex.org/keywords/employee-motivation","display_name":"employee motivation","score":0.7670000195503235},{"id":"https://openalex.org/keywords/market-orientation","display_name":"market orientation","score":0.8320000171661377},{"id":"https://openalex.org/keywords/midland-bank","display_name":"Midland Bank","score":0.7879999876022339},{"id":"https://openalex.org/keywords/building-societies","display_name":"building societies","score":0.6729999780654907}],"concepts":[{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.750573992729187},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.7381018400192261},{"id":"https://openalex.org/C182306322","wikidata":"https://www.wikidata.org/wiki/Q1779371","display_name":"Order (exchange)","level":2,"score":0.66275954246521},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.6293758153915405},{"id":"https://openalex.org/C195969713","wikidata":"https://www.wikidata.org/wiki/Q1481177","display_name":"Management styles","level":2,"score":0.600322425365448},{"id":"https://openalex.org/C67674302","wikidata":"https://www.wikidata.org/wiki/Q730573","display_name":"Organizational culture","level":2,"score":0.5300267338752747},{"id":"https://openalex.org/C2991860356","wikidata":"https://www.wikidata.org/wiki/Q126793","display_name":"Retail sales","level":2,"score":0.45091021060943604},{"id":"https://openalex.org/C156152238","wikidata":"https://www.wikidata.org/wiki/Q1548025","display_name":"Retail banking","level":2,"score":0.44974568486213684},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.31325870752334595},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.147594153881073},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1108/02652329110140789","doi":"https://doi.org/10.1108/02652329110140789","is_oa":false,"landing_page_url":"https://doi.org/10.1108/02652329110140789","pdf_url":null,"source":{"id":"https://openalex.org/S170810187","display_name":"International Journal of Bank Marketing","issn_l":"0265-2323","issn":["0265-2323","1758-5937"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"International Journal of Bank Marketing","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":8,"referenced_works":["https://openalex.org/W1567853885","https://openalex.org/W1996433633","https://openalex.org/W2032668304","https://openalex.org/W2060363828","https://openalex.org/W2139582937","https://openalex.org/W2796575992","https://openalex.org/W3020926449","https://openalex.org/W4297081765"],"related_works":["https://openalex.org/W1986664100","https://openalex.org/W1979676300","https://openalex.org/W1964203142","https://openalex.org/W172116847","https://openalex.org/W1520046352","https://openalex.org/W7008916614","https://openalex.org/W1591792325","https://openalex.org/W1970258974","https://openalex.org/W2038118766","https://openalex.org/W298266228"],"abstract_inverted_index":{"Some":[0],"of":[1,35,46,55,82],"the":[2,8,20,60,73,83,92,111],"key":[3],"issues":[4,25,43],"facing":[5],"banks":[6,75],"in":[7,12,19,41,48,72,90,116,152,158],"UK":[9],"are":[10,44],"examined":[11],"order":[13],"to":[14,125,134],"become":[15],"better":[16],"at":[17],"selling":[18],"personal":[21],"banking":[22],"market.":[23],"These":[24],"concern":[26],"attitudes":[27],"towards":[28,102],"organisational":[29],"changes":[30,47],"for":[31,115,149],"sales":[32,57,68,105,120,163],"including":[33],"those":[34],"personnel":[36,58],"and":[37,53,59,76,128,130,161],"physical":[38],"organisation.":[39],"Implicit":[40],"these":[42],"matters":[45],"management":[49,126],"style,":[50],"training,":[51],"motivation":[52],"recognition":[54],"branch":[56],"direct":[61,162],"salesforce.":[62],"Interviews":[63],"were":[64],"held":[65],"with":[66],"senior":[67],"and/or":[69],"marketing":[70],"executives":[71],"leading":[74],"a":[77,104,118],"building":[78],"society.":[79],"While":[80],"each":[81],"organisations":[84],"interviewed":[85],"has":[86],"made":[87],"considerable":[88],"advances":[89],"achieving":[91],"required":[93],"cultural":[94],"change,":[95],"Midland":[96],"Bank":[97],"is":[98,131,165],"well":[99],"under":[100],"way":[101],"accomplishing":[103],"culture.":[106],"The":[107,147],"results":[108],"indicate":[109],"that":[110],"radical":[112],"change":[113],"called":[114],"developing":[117,153],"true":[119],"culture":[121],"requires":[122],"major":[123],"alterations":[124],"structure":[127],"style":[129],"most":[132],"likely":[133],"be":[135],"successfully":[136],"achieved":[137],"by":[138],"\u201ctop\u2010down\u201d":[139],"target":[140],"setting":[141],"based":[142],"on":[143],"corporate":[144],"business":[145],"objectives.":[146],"need":[148],"different":[150],"approaches":[151],"an":[154],"appropriate":[155],"sales\u2010and":[156],"market\u2010orientation":[157],"counter":[159],"staff":[160,164],"discussed.":[166]},"counts_by_year":[{"year":2015,"cited_by_count":1},{"year":2014,"cited_by_count":1}],"updated_date":"2026-05-21T06:26:12.895304","created_date":"2016-06-24T00:00:00"}