by Ho Yiu Hung, Ronald. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1989. / Bibliography: leaf 77.

by Chan Bo Ching. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1995. / Includes bibliographical references (leaves 65). / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iii / LIST OF ILLUSTRATIONS --- p.v / LIST OF TABLES --- p.vi / Chapter / Chapter I. --- INTRODUCTION --- p.1 / Chapter 1. --- Basic Functions of credit card --- p.1 / Chapter 2. --- Significance and objectives of the study --- p.1 / Chapter 3. --- History of credit card --- p.3 / Chapter 4. --- Operations of credit card --- p.6 / Chapter II. --- METHODOLOGY AND LITERATURE REVIEW --- p.10 / Chapter III. --- THE DEVELOPMENT OF CREDIT CARD MARKET IN HONG KONG --- p.13 / Chapter IV. --- ANALYSIS OF STRATEGIES OF CREDIT CARD BUSINESS --- p.21 / Chapter 1. --- Macroenvironmental Analysis --- p.21 / Chapter 2. --- SWOT Analysis for Hong Kong Credit Card Market --- p.24 / Chapter 3. --- Analysis of Competitive Strategy by Michael Porter's Model --- p.27 / Chapter 4. --- Overall Strategies of Hong Kong Credit Card Operations --- p.36 / Chapter V. --- EMPIRICAL STUDY --- p.44 / Chapter 1. --- Market Leader --- p.44 / Chapter 2. --- Market Challengers --- p.46 / Chapter 3. --- Market Followers --- p.48 / Chapter 4. --- Market New Comers --- p.49 / Chapter 5. --- Withdrawer from International Card Market --- p.49 / Chapter VI. --- CONCLUSION --- p.51 / APPENDIX --- p.55 / Chapter 1. --- International Card Issuing Organizations in Hong Kong --- p.55 / Chapter 2. --- Hong Kong Market Share Analysis --- p.56 / Chapter 3. --- Development of Card Business (Credit and Charge Card) In Hong Kong (Major Milestones) --- p.58 / Chapter 4. --- Table of Dates of Establishing Credit Card Services --- p.62 / Chapter 5. --- Demographic Characteristics of Hong Kong --- p.63 / Chapter 6. --- Competitive Analysis - Hong Kong Market --- p.64 / BIBLIOGRAPHY --- p.65

Thesis (M.B.A.)--University of Hong Kong, 1996. / Includes bibliographical references.

published_or_final_version / Business Administration / Master / Master of Business Administration

published_or_final_version / Business Administration / Master / Master of Business Administration

<p>I study local shocks to consumer credit supply arising from the opening</p><p>of bank-related retail stores. Bank-related store openings coincide with</p><p>sharp increases in credit card placements in the neighborhood of the</p><p>store, in the months surrounding the store opening, and with the bank</p><p>that owns the store. I exploit this relationship to instrument for new</p><p>credit cards at the individual level, and find that obtaining a new</p><p>credit card sharply increases total borrowing as well as default risk,</p><p>particularly for risky and opaque borrowers. In line with theories of</p><p>default externality, I observe that existing lenders react to the</p><p>increased consumer borrowing and associated riskiness by contracting</p><p>their own supply. In particular, in the year following the issuance of a</p><p>new credit card, banks without links to stores reduce credit card limits</p><p>by 24-51%, offsetting most of the initial increase in total credit</p><p>limits.</p> / Dissertation

O marketing de relacionamento surge na década de 1980, estimulado pela crescente concorrência, estagnação do crescimento dos mercados e desenvolvimento tecnológico. As ações de marketing de relacionamento visam estreitar a ligação entre empresa e cliente, estimulando a fidelidade do cliente e buscando a rentabilidade a partir de uma série de negociações com o mesmo cliente ao longo de tempo. Os investimentos em marketing de relacionamento só podem ser justificados caso a empresa conquiste seus objetivos e se aproprie de benefícios que essas ações podem trazer. A avaliação de resultados é, portanto, ferramenta fundamental, mas não existe hoje, um método consolidado de avaliação de resultados de ações do marketing de relacionamento. Nesse contexto, este estudo enfoca a avaliação de resultado do marketing de relacionamento, voltando-se para o relacionamento das empresas com o cliente final. O tema é tratado com base em uma revisão teórica que trabalha três principais blocos: i) valor percebido e vantagem competitiva; ii) marketing de relacionamento, seu conceito, benefícios esperados de ações de relacionamento e as práticas trabalhadas; iii) avaliação de resultados e controle. É desenvolvida uma pesquisa de campo, de natureza qualitativa e caráter exploratório, utilizando o método de estudo de casos múltiplos. São trabalhadas três principais empresas de um mesmo segmento. O segmento escolhido foi o de cartões de crédito, por apresentar grande prática na aplicação do marketing de relacionamento. O trabalho é finalizado com a análise das ações do marketing de relacionamento desenvolvidas e dos métodos de avaliação de resultados aplicados. Observou-se que as ações do marketing de relacionamento desenvolvidas pelas duas empresas que possuem contato direto com o cliente final muito se assemelham e apresentam grande coincidência com o que é apontado pela literatura. Uma das bandeiras, porém, não tem contato direto com o cliente final e apresenta diferenças significativas nas ações desenvolvidas. Os métodos de avaliação de resultado nas empresas pesquisadas são bastante similares ao proposto pela teoria estudada. Os principais objetivos apontados são: a fidelização do cliente, o entendimento das necessidades dos clientes e a maior lucratividade. Já as variáveis analisadas como indicadores de resultados são: grupo de controle, fidelidade do cliente, avaliação financeira, entendimento das necessidades dos clientes, satisfação do cliente, qualidade do produto, conhecimento e imagem de marca, inconveniência de o cliente mudar de fornecedor, retenção de clientes/churn, recompra, quantidade/volume vendido, custo de aquisição de clientes, aquisição de cliente e valor vitalício do cliente. / The relationship marketing begins on 1980?, stimulated by the spreading concurrency, market growing stagnation and technological development. The relationship marketing actions have the purpose of narrowing the contact between company and client, stimulating the client fidelity and looking for rentability from a series of negotiations with the same client over time. The marketing relationship investments can only be justified if the company achieves its objectives and handle the benefits which these actions can bring. The results evaluation is, therefore, a fundamental tool, but there?s not a consolidated results evaluation method in marketing relationship actions nowadays. In this context, this study focuses in marketing relationship results evaluation, turning the attention to the relationship between company and the ultimate client. The theme is treated from a theoretical review based on three principal sections: i) customer value and competitive advantage; ii) relationship marketing, its concept, the expected benefits from relationship marketing actions, and the adopted practices; iii) result evaluations and control. A research in this field was developed from a qualitative perspective and adopting an exploring character, by using the multiple case study method. Three principal companies that are part of the same segment are analyzed. The chosen segment was the credit cards one, because of its well-known practice on relationship marketing application characteristic. The job ends with the analysis on both the developed relationship marketing actions and on the applied results evaluation methods. It was noticed that the relationship marketing actions developed by the two companies which have direct contact to the ultimate client are really similar and are coincident in terms of what is pointed by the literature. One of the companies, however, doesn?t have this direct contact to the ultimate client and its actions contain significant differences. The results evaluation methods placed at the companies involved on this research are really similar to the indicated on the commented theory. The principal viewed objectives are: the client fidelity, the understanding on client needs and the major profitability. On the other hand, the variants analyzed as result indicators are: controlling group, client fidelity, financial evaluation, understanding on client needs, client satisfaction, products quality, brand image and knowledge, clients supplier changing inconvenience, keeping clients/churn, repurchase, sold volumes and quantity, clients acquisition cost, client acquisition and customer lifetime value.

The purpose of this study was to determine the degree of relationship between selected socio-economic factors and the average monthly unpaid credit card balance subject to a finance charge. The socio-economic factors chosen were: 1) family and per capita income; 2) education of husband; 3) education of wife; 4) gainful employment of wife; 5) amount of savings; and 6) number of children. The sample consisted of 80 couples, married in the year 1971, currently residing in the Logan, Utah, area. A questionnaire was used to measure the six variables. The statistical tests used were the chi square and the gamma analysis. It was found that the six variables tested had no significant relationship upon the amount of the average monthly unpaid credit card balance.

Attitudes of husband and wife regarding the use of the bank credit card were compared and related to the couple's marital happiness rating. The sample consisted of 40 young married couples residing in campus married student housing at Utah State University during Fall Quarter 1970. Subjects had at least one child and we r e U. S. born citizens between the ages of 20 and 35. The instruments used we r e: (1) a background questionnaire, (2) a marital happiness rating scale, and (3) a series of eight case study situations . The statistical tests us ed were the paired-comparison t-test and the Pearson r. No significant difference was found between attitudes of husband and wife regarding the use of the bank credit card. There was no significant relationship between attitudes of husband and wife regarding the use of the bank credit card and couples expressing a "Very Happy" marital happiness rating or couples expressing other than a "Very Happy" marital happiness rating.

This thesis stems from my research into the broad area of (credit) scoring and the predicting, understanding and explaining of consumer behaviour. This research started at the Univers1ty of Edinburgh on an ESRC funded project in 1988. This work, which is being submitted as the partial fulfilment of the requirements for the award of Doctor of Philosophy of Loughborough Unvers1ty, consists of an introductory chapter and a selection of papers published 1991 - 2001 (inclusive). The papers address some of the key issues and areas of interest and concern arising from the rapidly evolving and expanding credit (card) market and the highly competitive nature of the credit industry. These features were particularly evident during the late 1980's and throughout the 90's Chapter One provides a general background to the research and outlines some of the key (practical) issues involved in building a (credit) scorecard Additionally, it provides a brief summary of each of the research papers appearing in full in Chapters 2- 9 (inclusive) and ends with some general limitations and conclusions. The research papers appearing in Chapters 2-9 inclusive) are all concerned with predicting, understanding and explaining different types of consumer behaviour in relation to the use of credit cards. For example discriminating between 'GOOD' and 'BAD' repayers of credit card debt on the basis of different definitions of good and bad, the identification of 'slow payers' using different statistical methods; examining the characteristics of credit card users and non-users, and identifying the characteristics of credit card holders most likely to return their credit card.