From customer motivation to corporate performance. The role of strategic factors and distribution channels of financial service firms

This research analyzes the relationship between strategic factors and distribution channels and the performance of financial service firms, based on the theory of distribution channels and the resource-based view. Using structural equation modeling, the study examines a sample of 252 insurance firms operating in the Iberian Peninsula. The empirical analysis provides conclusive evidence that strategic factors have an influence on the firm's distribution channels and performance. It also confirms that internal and external determinant factors as well as customer motivation have an influence on strategic factors.