Sales Management Control Strategies in Banking

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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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

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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