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

Front Cover
Springer Science & Business Media, Feb 7, 2011 - Business & Economics - 398 pages
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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Contents

1 Introduction
1
2 Banking in Germany
11
3 Terminological Conceptual and Theoretical Basics
39
4 Theoretical Framework and Hypotheses
120
5 Empirical Data
165
6 Empirical Analysis of the Theoretical Model
201
7 Conclusion
264
Bibliography
275
Appendices
337
Index
379
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About the author (2011)

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.

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