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

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. Front Matter....Pages I-XXII Introduction....Pages 1-10 Banking in Germany....Pages 11-38 Terminological, Conceptual, and Theoretical Basics....Pages 39-119 Theoretical Framework and Hypotheses....Pages 121-163 Empirical Data....Pages 165-200 Empirical Analysis of the Theoretical Model....Pages 201-263 Conclusion....Pages 265-274 Back Matter....Pages 275-398