| Автор | Magliozzi, Thomas L. |
| Дата выпуска | 1993 |
| dc.description | Suppliers of financial planning services are chal- lenged by the problems of understanding the needs of the market- place and tailoring their products and marketing efforts to fit the segments they have identified and targeted. This paper presents the results of a study which probed the attitudes and purchase behavior of one segment of the market for professional Iinancial planning, the Very Affluent. A needs-driven motivational schema is proposed which suggests significant differences among sub-segmnts of the Very Affluent market both in terms of their perceptions of the need for financial planning assistance and their degree of "yielding" to sales efforts. |
| Формат | application.pdf |
| Издатель | Taylor & Francis Group |
| Копирайт | Copyright Taylor and Francis Group, LLC |
| Название | Motivation and Susceptibility |
| Тип | research-article |
| DOI | 10.1300/J090v09n02_02 |
| Print ISSN | 0748-4623 |
| Журнал | Journal of Professional Services Marketing |
| Том | 9 |
| Первая страница | 5 |
| Последняя страница | 16 |
| Выпуск | 2 |
