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Sales Management Control Strategies in Banking : Strategic Fit and Performance Impact

Author: Florian Mueller
Publisher: Wiesbaden : Gabler Verlag / Springer Fachmedien Wiesbaden, Wiesbaden, 2011.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
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,  Read more...
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Details

Additional Physical Format: Printed edition:
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Florian Mueller
ISBN: 9783834962096 3834962090 9783834926531 3834926531
OCLC Number: 767754047
Description: 1 online resource
Contents: 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
Responsibility: by Florian Mueller.

Abstract:

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.

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