Treasury management buying behaviours of small to mid-sized companies

Steve Ledford, Don Raftery and John Wheelock
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Steve Ledford: Product Executive, The RTP® Network, The Clearing House, USA

Journal of Payments Strategy & Systems, 2012, vol. 6, issue 4, 368-376

Abstract: Based on a survey of 294 treasury management (TM) buyers at US companies, the authors believe banks have an opportunity to adapt sales models more closely to their clients’ buying behaviours. Buyers want their primary bankers — typically relationship managers — and not just TM specialists to make recommendations based on a direct knowledge of their business. Bankers can, however, make much greater use of telephone and e-mail throughout the sales process.

Keywords: treasury management; cash management; market research; commercial customer buying behaviour (search for similar items in EconPapers)
JEL-codes: E5 G2 (search for similar items in EconPapers)
Date: 2012
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