E-analytics: science & art

Article Abstract:

Most large financial organizations have acknowledged their need to embrace the Internet and eventually engage in electronic commerce. This reality has raised the issues of the amount of money these financial firms will spend on electronic commerce and where they will specifically channel their e-commerce investments. Critical strategic investment decision making among financial organizations such as banks all too frequently rely on traditional, rigorous, precision-data oriented, business case methods, however. Further, managers fail to appreciate various approaches required in strategic versus operational investment decisions. Threshold investment analysis is a concept which can help financial firms define the minimum effort and resources required to make an e-commerce project successful.

Telegraph & other communications, Specialized Telecom Services, Wired Telecommunications Carriers, Evaluation, Finance, Internet, Internet services, Investments, Science and technology policy, Electronic commerce, E-commerce, Financial institutions, Electronic marketing

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Making the most of Citigroup

Article Abstract:

The merger between Citigroup and Travelers Group was fueled by their desire to cross-sell their financial services to each other's customers. However, prospects for cross-selling remain uncertain given consumers' long-standing habit of acquiring their insurance, credit, banking and investment services from different providers. Aggravating the situation is financial services providers' product-centered approach to marketing when surveys show that consumers are seeking advice on financial services. This situation creates a promising business opportunity for companies that can respond to this need. Companies must also realize that cross-selling is not the only key to success and should redefine their business models based on the needs of specific customer segments.

Marketing

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Shifting gears

Article Abstract:

Goldman, Sachs & Co.'s J. Christopher Flowers thinks that the absence of major merger deals in the banking industry can be attributed to the bullish performance of bank stocks. Bank executives believe that shareholder wealth can be maximized without resorting to buyouts or takeovers. Flowers predict that the industry will be experiencing two major issues: the formation of real coast-to-coast bank branch networks and the continuation of bank/securities combinations. In addition, the industry may face other problems such as sustainability of bank stock buyback programs and the continued increase in consumer delinquencies. Merger activities in Asia and Latin America are projected to intensify compared with the US market.

Officials and employees, Goldman Sachs and Co., Interview, Flowers, J. Christopher

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