1. Introduction
In a turbulent environment such as the one where the Spanish banking sector operates, the achievement of higher levels of performance requires the detection and interpretation of ambiguous environmental signals in order for appropriate actions to be taken (Day, 1994; Day & Schoemaker, 2006). Adopting this perspective, if we consider the universe of customers, typically they may be categorised into three different groups namely: valuable, current and potential customers. From the point of view of a company, focal vision allows managers to focus on identifying the needs and wants of valuable customers (Sard, 2000). Thus, well-developed focal vision provides managers with focus and direction for setting operational goals. In addition, knowing specifically what profitable customers want enables managers to build and deliver precise solutions to meet profitable customers’ needs (Sherden, 1994). Good focal vision also guides managers in making decisions and establishing what the organisation does best (Sard, 2000).