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Bringing the Consumer In: Sales Networks in Retail Banking in New Zealand

In: Financial Institutions and Social Transformations

Author

Listed:
  • Terry Austrin

Abstract

Sociological literature has generally treated the career hierarchies which constitute banking as a site to construct general discourses of class and class consciousness (Lockwood, 1958, 1990; Crompton and Jones, 1984) or, more recently, as a site from which to make statements about general trends in deskilling and gender (Smith and Wield, 1988; Crompton, 1989; Smith, 1990; O’Reilly, 1992). A different approach deployed by Eccles and Crane (1987) focused upon the organisational practices of firms operating in the financial services market. In Eccles and Crane’s (1987) account the emphasis is upon the continuous construction, deconstruction and management of the ‘firm internal’ and ‘client external’ networks of relations. Their specific example is that of investment banking operating in an uncertain environment. In this chapter I will develop a similar argument to that of Eccles and Crane (1987), concerning the construction of internal and external networks in retail banking.

Suggested Citation

  • Terry Austrin, 1997. "Bringing the Consumer In: Sales Networks in Retail Banking in New Zealand," Palgrave Macmillan Books, in: David Knights & Tony Tinker (ed.), Financial Institutions and Social Transformations, chapter 5, pages 92-116, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-349-25953-3_5
    DOI: 10.1007/978-1-349-25953-3_5
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