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Sales Management Control Strategies in Banking

Strategic Fit and Performance Impact

  • Book
  • © 2011

Overview

Authors:
  1. Florian Mueller
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Table of contents (7 chapters)

  1. Front Matter

    Pages I-XXII
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  2. Introduction

    • Florian Mueller
    Pages 1-10

  3. Banking in Germany

    • Florian Mueller
    Pages 11-38

  4. Terminological, Conceptual, and Theoretical Basics

    • Florian Mueller
    Pages 39-119

  5. Theoretical Framework and Hypotheses

    • Florian Mueller
    Pages 121-163

  6. Empirical Data

    • Florian Mueller
    Pages 165-200

  7. Empirical Analysis of the Theoretical Model

    • Florian Mueller
    Pages 201-263

  8. Conclusion

    • Florian Mueller
    Pages 265-274

  9. Back Matter

    Pages 275-398
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Keywords

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.

About the author

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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