Determinants of the speed of elimination decision making in financial services

Abstract

Abstract Purpose – Drawing upon theory on organizational decision speed, this study aims to take a first step toward an understanding of the temporal aspect of the elimination decision‐making process in financial services (i.e. the process of withdrawing an item from the product line) and in particular of the organizational, product‐specific and environmental determinants of the speed of the elimination decision‐reaching and the elimination implementation processes. Design/methodology/approach – Data were collected through a mail survey to a stratified random sample of 500 UK financial institutions, yielding 167 returns. Findings – The paper finds first, the speed of elimination decision‐reaching is shaped by product line length, market orientation, formalization, technological change, and the austerity of the regulatory context. Second, the speed of the elimination implementation process is influenced by whether the item that is considered for elimination is a typical bank, insurance, or mortgage product, by its delivery method, and by whether it is for the retail or the corporate market. Practical implications – By responding to an array of issues highlighted as important research directions by previous studies on organizational decision‐speed, this study has useful theoretical implications. The findings also provide practitioners with a first picture of how the pace of their line rationalization plans may be impeded or accelerated by a set of contextual factors. Originality/value – The study represents the first attempt to examine the service elimination process (i.e. a marketing decision area) in relation to decision speed (i.e. a central aspect of organizational decision making). As such, it makes a clear inter‐disciplinary contribution.

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