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Sales Management Control Strategies in Banking

Strategic Fit and Performance Impact

Florian Mueller (Autor)

Buch | Softcover

XXII, 398 Seiten

2011
Betriebswirtschaftlicher Verlag Gabler
9783834926531 (ISBN)

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Not only have the global financial crisis, a changing regulatory environment, increasing competitive pressure, and changes in customer behavior created an overall difficult environment for banking institutions, but they have also increased the pressure on their sales performance. Based on the results of 300 interviews with sales executives of banks in Germany, Florian Mueller empirically investigates how retail, private, and corporate banking institutions need to set up their sales management control strategy in accordance to their specific environment, business strategy, and organizational characteristics in order to increase performance.

Dr. Florian Mueller conducted his doctoral studies under the supervision of Prof. Dr. Andreas Hackethal at the European Business School, Oestrich-Winkel. He works for an international management consultancy in Munich.

Aus dem Inhalt:
Banking in Germany; Strategy and Strategic Management; Sales Management Control; Internal and External Influencing Variables; Assessment of the Environmental Influence on Configurations; Investigation of the Performance of Configurations

Erscheint lt. Verlag	24.2.2011
Reihe/Serie	Gabler Research
Zusatzinfo	XXII, 398 p.
Verlagsort	Wiesbaden
Sprache	englisch
Maße	148 x 210 mm
Gewicht	535 g
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Finanzierung
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
Schlagworte	Bank • Banken • Compensation Control • Controlling; Einzelne Wirtschaftszweige/Branchen • Sales Management Control • Strategisches Management • Verkaufsmanagement • Vertriebssteuerung
ISBN-13	9783834926531 / 9783834926531
Zustand	Neuware