Sales Management Control Strategies in Banking

Strategic Fit and Performance Impact

  • Authors
  • Florian Mueller

Table of contents

  1. Front Matter
    Pages I-XXII
  2. Florian Mueller
    Pages 1-10
  3. Florian Mueller
    Pages 11-38
  4. Florian Mueller
    Pages 121-163
  5. Florian Mueller
    Pages 165-200
  6. Florian Mueller
    Pages 201-263
  7. Florian Mueller
    Pages 265-274
  8. Back Matter
    Pages 275-398

About this book


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.


Banken Compensation Control Sales Management Control Strategisches Management Vertriebssteuerung

Bibliographic information

  • DOI
  • Copyright Information Gabler Verlag | Springer Fachmedien Wiesbaden GmbH, Wiesbaden 2011
  • Publisher Name Gabler
  • eBook Packages Business and Economics
  • Print ISBN 978-3-8349-2653-1
  • Online ISBN 978-3-8349-6209-6
  • Buy this book on publisher's site
Industry Sectors
Chemical Manufacturing
Finance, Business & Banking
Consumer Packaged Goods