Driving Mobile Accounts Sales: Strategic Imperative for Telenor Pakistan

2019 ◽  
Vol 16 (2) ◽  
pp. 240-260
Author(s):  
Muhammad Luqman Awan ◽  
Muhammad Usman Awan ◽  
Omer Naseer ◽  
Usman Mumtaz Khan
Keyword(s):  
Financial Services ◽  
Contact Point ◽  
Brand Awareness ◽  
Focal Contact ◽  
Brand Name ◽  
Great Opportunity ◽  
Market Strategy ◽  
The Future ◽  
Strategic Imperative ◽  
Selling Process

In October 2013, Mahboob Ali Shah Manager Financial Services Planning Telenor Pakistan (TP) needed to make decisions on the future of Mobile Accounts Sales officers (MASOs). TP had two businesses, i.e., GSM (96 per cent revenue contribution in TP 2012 sales) and financial services offering (4 per cent revenue contribution in TP 2012 sales) under the brand name of EasyPaisa. TP launched EasyPaisa in 2009 with a view to reach out to the unbanked segment (60 million people). By 2012, EasyPaisa had a brand awareness of 80 per cent with the largest footprint of 36,000 EasyPaisa shops. Mobile accounts (MAs) were introduced in 2010 which could be operated only by Telenor sim and; hence, offered a great opportunity for TP to attract and retain customers for continual usage of its complete offerings. TP developed an elaborate go to market strategy (direct as well as indirect) to reach its customers effectively. Territory Sales Supervisors (TSS) has been the focal contact point between TP and their franchises since the launch of GSM services in 2005; however, as TP increased their offerings in the realm of financial services and offered diverse services such as MAs it became difficult for TSS to focus on MA and other financial services products whereas ironically MA contributed only (5 per cent) in KPI of TSS. At the same time, selling of MAs required different selling process as opposed to selling GSM services to franchisees and subsequently to retailers. Due to this change in the selling process, highly successful TSS had not been able to achieve sales targets for MA. In order to achieve corporate objectives for MA sales, Mahboob needed to make a choice from among different possible options for MASO’s expansion to achieve this year’s target of 350,000 MA, out of which until now he could achieve only 224,000.

scholarly journals Financial technology and the future of banking

2021 ◽  
Vol 7 (1) ◽  
Author(s):  
Daniel Broby
Keyword(s):  
Financial Services ◽  
Empirical Investigation ◽  
Analytical Framework ◽  
Shadow Banking ◽  
Customer Acquisition ◽  
Market Participants ◽  
Digital World ◽  
The Future ◽  
Technology Applications ◽  
Financial Technology

AbstractThis paper presents an analytical framework that describes the business model of banks. It draws on the classical theory of banking and the literature on digital transformation. It provides an explanation for existing trends and, by extending the theory of the banking firm, it illustrates how financial intermediation will be impacted by innovative financial technology applications. It further reviews the options that established banks will have to consider in order to mitigate the threat to their profitability. Deposit taking and lending are considered in the context of the challenge made from shadow banking and the all-digital banks. The paper contributes to an understanding of the future of banking, providing a framework for scholarly empirical investigation. In the discussion, four possible strategies are proposed for market participants, (1) customer retention, (2) customer acquisition, (3) banking as a service and (4) social media payment platforms. It is concluded that, in an increasingly digital world, trust will remain at the core of banking. That said, liquidity transformation will still have an important role to play. The nature of banking and financial services, however, will change dramatically.

scholarly journals Moving Away from Category Exclusivity Deals to Sponsorship Activation Platforms: The Case of the Ryder Cup

2021 ◽  
Vol 13 (3) ◽  
pp. 1151
Author(s):  
Yunchao Bai ◽  
Brian H. Yim ◽  
John Breedlove ◽  
James J. Zhang
Keyword(s):  
United States ◽  
Social Media ◽  
Financial Services ◽  
Case Analysis ◽  
The United States ◽  
Brand Awareness ◽  
Inquiry Process ◽  
Standard Life ◽  
The Uk ◽  
Collaborative Efforts

As a biennial event, the Ryder Cup is a men’s golf competition between teams from Europe and the United States. Ernst & Young (EY) and Standard Life Investments (SLI), who are in same business category (i.e., financial services), have served as official partners of the event in recent years. While the two firms are willing to move away from the traditional sponsorship practices of category exclusivity deals, both have been able to achieve significant success through their collaborative efforts in activating their sponsorships. This is a new, fascinating phenomenon in both sponsorship concept and practice. Through an exploratory inductive inquiry process, in this study we conduct a case analysis by examining the sponsorship activations of EY and SLI at the 2014 Ryder Cup event held in the UK. The findings demonstrate that social media plays an impactful role in the companies’ ability to engage target audiences. EY used the Ryder Cup captain as a brand ambassador, who embodied its sponsorship theme of leadership and teamwork. SLI focused on running advertising campaigns to build company image and increase brand awareness.

Audit firms and industry specialization in an emerging economy

2018 ◽  
Vol 14 (3) ◽  
pp. 338-362
Author(s):  
Karim Hegazy ◽  
Mohamed Hegazy
Keyword(s):  
Financial Services ◽  
Capital Investment ◽  
Emerging Economy ◽  
Annual Reports ◽  
Brand Name ◽  
Industry Specialization ◽  
Content Type ◽  
Audit Firm ◽  
Big 4 ◽  
Audit Firms

PurposeThis study aims to investigate the implications of audit industry specialization on auditor’s retention and growth within an emerging economy. Factors such as whether the firm is a Big 4, a firm with international affiliation, a local firm and the type of industry were studied to analyse the reasons behind audit firm retention and growth.Design/methodology/approachThis research is based on a field study related to audit firms providing services to listed companies in an emerging economy. The sample includes the top 100 publicly held companies’ in the Egyptian stock market during 2006-2011 for which their annual reports are analysed to determine the audit firms’ retention and growth. An assessment of the continuity of the auditors and the increase in the number of audit clients were also measured.FindingsThe results confirm that industry specialization has an important effect on the auditor’s retention, especially for industries where capital investment is significant such as buildings, construction, financial services, housing and real estate. Big 4 audit firms retained their clients because of their industry specialization and brand name. Evidence was found that good knowledge of accounting and auditing standards resulted in audit firms with international affiliation competing with the Big 4 for clients’ retention and growth.Originality/valueThis study contributes to the existing literature, as it is among the first to provide empirical evidence on auditor retention, growth and auditor’s dominance in an emerging economy such as Egypt.

scholarly journals Challenges For Tourism: A Changing Paradigm

2012 ◽  
Vol 11 (13) ◽  
pp. 1483
Author(s):  
Maria Cordente-Rodriguez ◽  
Juan-Antonio Mondejar-Jimenez ◽  
Agueda Esteba Talayan
Keyword(s):  
Economic Situation ◽  
Competitive Environment ◽  
Value For Money ◽  
Tourist Destination ◽  
Market Strategy ◽  
The Real ◽  
Tourism Product ◽  
The Future ◽  
Tourism Activity ◽  
The Town

The present environment is characterized for the uncertainty and crisis, and the existence of threats and dangers in the society and in the tourist sector for the survival of companies in the market. In addition, apart from changes in the economic situation, changes in demand occur in terms of new wants and needs, obliging suppliers to adapt to them in order to survive in times of a highly competitive environment and a difficult economic situation, when the key is not just attracting visitors, but also satisfying them in order to gain their loyalty. So the real threat is the lack of response to changing situations. The Spanish tourist sector is pressured by various threats such as the need to improve the competitiveness of destinations and products, make the industry more professional, encourage new forms of marketing and promotion, or change the sales model. Therefore, businesses must adapt to these changes and respond to them, strengthen the confidence of customers, who seek to obtain the optimum value for money. The objective of this paper is to evaluate the tourism activity in the town of Cuenca in the period 2005 to 2009, focusing the analysis on how supply changed to adapt to the requirements of demand. The aim being to evaluate their and correct errors, and design the actions of the future. That is to say, create an appropriate market strategy to promote the tourism product and ensure the idea of a consolidated tourist destination.

scholarly journals Presentation a Conceptual Model to Explain Determinants of Breakthrough the Islamic Banking Marketing: A Managerial Perspective

2014 ◽  
Vol 39 ◽  
pp. 58-66
Author(s):  
Seyed Reza Seyed-Javadin ◽  
Reza Raei ◽  
Mohammad Javad Iravani ◽  
Mohammad Safari
Keyword(s):  
Conceptual Model ◽  
Financial Services ◽  
Islamic Banking ◽  
Marketing Capabilities ◽  
Great Opportunity ◽  
The Past ◽  
Proposed Model ◽  
Determining Factors ◽  
Descriptive Method ◽  
Managerial Perspective

Taking advantage of applications of marketing in the Islamic banking is a great opportunity for this area to gain competitive advantage in the today’s turbulent business and market. Specialized field of Islamic banking marketing is a subset of marketing management has received less attention and consideration. Islamic banking (IB) is one of the growing fields in the today's economy. To achieve more advancement in the IB it is necessary that recent findings of the other research and practical areas to be used and implemented. Scholars and experts believe that the market for Islamic banking has grown rapidly over the past few years, and this robust growth is expected to continue for the foreseeable future. In many markets, Islamic banking has evolved from being a niche offering into being part of the mainstream financial services landscape. Marketing capabilities can provide the convenient and required ground for the continued growth of Islamic banking. This study aimed at present a conceptual model to explain the determining factors to achieve the IB marketing from managerial perspective. Using a descriptive method this study tried to identify and present the main factors from managerial perspective that affected on the IB marketing. Proposed model and appropriated explanations have been provided in the paper.

Fintech growth outpaces regulation in Indonesia

2021 ◽  
Keyword(s):  
Data Sharing ◽  
Financial Services ◽  
Public Confidence ◽  
Tier 2 ◽  
Content Type ◽  
Cross Border ◽  
The Future ◽  
Future Growth

Significance E-payment transaction volumes have risen dramatically as more people shop online and embrace non-cash payments. Moreover, fintechs are expanding into new segments of the financial services market such as crowdfunding and insurance. The future growth and resilience of this ecosystem depend on updating the regulatory and data protections framework, which is underway. Impacts Legislation on cross-institution and cross-border data sharing would be crucial to boost public confidence in fintechs. Continued growth of fintechs will increase the demand for cybersecurity services. Tier 2 cities will become increasingly important digital markets.

NUSANTARA PRA ISLAM: Prediksi Masa Depan Islam di Indonesia

2021 ◽  
Vol 2 (01) ◽  
pp. 87-108
Author(s):  
Santosa Santosa
Keyword(s):  
Early Stage ◽  
Economics Education ◽  
Future Prospects ◽  
Great Opportunity ◽  
The World ◽  
The Future ◽  
History Of ◽  
To Come ◽  
Political Economic ◽  
Historical Flow

Looking at the historical flow of Islamic development in Indonesia as such, the author took an analysis that the future prospects of Islam in Indonesia have a great opportunity to continue to develop, be it in the fields of politics, economics, education, social, and culture. This can be seen from the history of Islam in Indonesia that continues to develop until now, this is the early stage of the emergence of awareness of the Indonesian nation of the importance of planting religious values in Indonesian society so that the Indonesian nation can meet the future not only with science and technology but also in the balance by IMTAQ.  The era of globalization in the 21st century that has begun at this time, Islam in Indonesia has apparently exerted a huge influence on the advancement of Islam in the world. Although the existence of Islam today is really faced with a fairly severe challenge that requires the involvement of various parties concerned. With regard to this, strategic efforts need to be made, among others: by providing knowledge, skills, and piety in all fields (religious, political, economic, social, cultural, educational) so as to give birth to creative, innovative, independent and productive people considering the world to come is a competitive world. Keywords: Islam, The Future, Indonesia

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