Abstract
ABSTRACT This paper addresses the identification of segment predictors in the persona! financial services sector. Preliminary qualitative research hypothesised the existence of four segments with distinct financial services consumption patterns, based on several variables: perceived knowledge of financial services; level of involvement (interest); attitudes towards financial products and financial institutions. This paper reports the results of a quantitative study based on a sample of 1,398 customers of a large UK bank. Cluster and discriminant analysis enabled both the replication and validation of the four segments as distinct and statistically different entities and identified 4 segment predictors from a set of 8 variables which predict segment membership with a 95% degree of accuracy.
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