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The IUP Journal of Business Strategy
ISSN: 0972-9259
A ‘peer reviewed’ journal indexed on Cabell’s Directory,
and also distributed by EBSCO and Proquest Database


Previous Issues

The IUP Journal of Business Strategy is a quarterly journal that focuses on business models, entrepreneurship, creativity and innovation, change management, operational excellence, leadership, turnaround strategies and mergers & acquisitions.

Privileged access to Online edition for Subscribers.
Editorial Board
Information to Authors
  • Business Models
  • Entrepreneurship
  • Creativity and Innovation
  • Change Management
  • Operational Excellence
  • Leadership in Turnaround
  • Mergers & Acquisitions
Digital Payment Sector: The Sunrise Industry in India: A Review
How Can Banks Enhance International Connectivity with Business Customers?: A Study of Hsbc
Six Sigma Deployment in Sales and Marketing: Enhancing Competitive Advantages
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Digital Payment Sector: The Sunrise Industry in India: A Review

--Hyma Goparaju

Digital payments are the next-gen systems that are slated to take over the global commerce landscape in the same manner in which the internet and mobile telephony have dominated the traditional communication domains. The deployment of digital payments across the globe has not been uniform due to varied adoption and acceptance levels and different business models to tailor fit the economic and societal background of a country. In India, the digital payment sector holds tremendous promise in the backdrop of increasing internet and mobile penetration. This paper reviews the broad body of knowledge on digital payments with special focus on mobile commerce, both from literature and business applications and highlights the way forward for developing countries like India that are on the cusp of a revolutionary transformation of ushering an era of cashless economy.

Article Price : Rs.50

How Can Banks Enhance International Connectivity with Business Customers?: A Study of Hsbc

--Christofer Trudeau and Carolan McLarney

Business customers represent a key source of HSBC’s revenue. In 2014, of HSBCs $18.9 bn reported profit before tax, $8 bn or 42.3% was driven by their commercial banking arm. HSBC is at risk of losing business customers because of the challenges facing its international network. For over 150 years, HSBC’s brick and mortar branches were gateways to international markets. Operating in all time zones, HSBC’s global network was a key differentiator among its competitors and the primary lure for business customers. However, the banking sector is experiencing a paradigm shift, and HSBC needs to recalibrate its global network in order to stay relevant in a fast-changing industry. Given the backdrop, HSBC must execute a multi-pronged approach to enhancing international connectivity for its business customers. Distinct elements such as technology, partnerships, and emerging markets make up the challenge for HSBC’s network and each must be addressed using unique strategies. The analysis of HSBC’s network through different perspectives helps to isolate key gaps to be addressed. This paper has reviewed HSBC’s current international network, what it means for business customers, and suggests various strategies to secure its relationships with business customers.

Article Price : Rs.50

Six Sigma Deployment in Sales and Marketing: Enhancing Competitive Advantages

--Pankaj M Madhani

Six Sigma deployment can bring a valuable process discipline and emphasis on performance measurement to sales and marketing activities. Six Sigma approach adds measurable value to sales and marketing performance and helps in increasing market share and top line revenue in targeted product/markets. These are external objectives as opposed to the internal objectives of defect reduction and cost cutting for Six Sigma deployment in production and operations. For successful deployment of Six Sigma in sales and marketing, there is a need for removing departmental silos; developing a passion for measuring company performance; investment in training at all levels; and active role of senior management. The benefit of Six Sigma deployment in sales and marketing includes better information sharing to make improved decisions and ultimately sustain the growth as it reduces the uncertainty inherent in sales and marketing. This paper emphasizes importance of Six Sigma deployment in sales and marketing and provides various tools and frameworks for its successful deployment.

Article Price : Rs.50



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Automated Teller Machines (ATMs): The Changing Face of Banking in India

Bank Management
Information and communication technology has changed the way in which banks provide services to its customers. These days the customers are able to perform their routine banking transactions without even entering the bank premises. ATM is one such development in recent years, which provides remote banking services all over the world, including India. This paper analyzes the development of this self-service banking in India based on the secondary data.

The Information and Communication Technology (ICT) is playing a very important role in the progress and advancement in almost all walks of life. The deregulated environment has provided an opportunity to restructure the means and methods of delivery of services in many areas, including the banking sector. The ICT has been a focused issue in the past two decades in Indian banking. In fact, ICTs are enabling the banks to change the way in which they are functioning. Improved customer service has become very important for the very survival and growth of banking sector in the reforms era. The technological advancements, deregulations, and intense competition due to the entry of private sector and foreign banks have altered the face of banking from one of mere intermediation to one of provider of quick, efficient and customer-friendly services. With the introduction and adoption of ICT in the banking sector, the customers are fast moving away from the traditional branch banking system to the convenient and comfort of virtual banking. The most important virtual banking services are phone banking, mobile banking, Internet banking and ATM banking. These electronic channels have enhanced the delivery of banking services accurately and efficiently to the customers. The ATMs are an important part of a bank’s alternative channel to reach the customers, to showcase products and services and to create brand awareness. This is reflected in the increase in the number of ATMs all over the world. ATM is one of the most widely used remote banking services all over the world, including India. This paper analyzes the growth of ATMs of different bank groups in India.
International Scenario

If ATMs are largely available over geographically dispersed areas, the benefit from using an ATM will increase as customers will be able to access their bank accounts from any geographic location. This would imply that the value of an ATM network increases with the number of available ATM locations, and the value of a bank network to a customer will be determined in part by the final network size of the banking system. The statistical information on the growth of branches and ATM network in select countries.

Indian Scenario

The financial services industry in India has witnessed a phenomenal growth, diversification and specialization since the initiation of financial sector reforms in 1991. Greater customer orientation is the only way to retain customer loyalty and withstand competition in the liberalized world. In a market-driven strategy of development, customer preference is of paramount importance in any economy. Gone are the days when customers used to come to the doorsteps of banks. Now the banks are required to chase the customers; only those banks which are customercentric and extremely focused on the needs of their clients can succeed in their business today.