000			02106nam a22004575i 4500
001			978-3-8349-6209-6
003			DE-He213
005			20140220083820.0
007			cr nn 008mamaa
008			110205s2011 gw | s |||| 0|eng d
020			_a9783834962096 _9978-3-8349-6209-6
024	7		_a10.1007/978-3-8349-6209-6 _2doi
050		4	_aHG1-9999
050		4	_aHG4501-6051
050		4	_aHG1501-HG3550
072		7	_aKFF _2bicssc
072		7	_aKFFK _2bicssc
072		7	_aBUS027000 _2bisacsh
072		7	_aBUS004000 _2bisacsh
082	0	4	_a657.8333 _223
082	0	4	_a658.152 _223
100	1		_aMueller, Florian. _eauthor.
245	1	0	_aSales Management Control Strategies in Banking _h[electronic resource] : _bStrategic Fit and Performance Impact / _cby Florian Mueller.
264		1	_aWiesbaden : _bGabler, _c2011.
300			_aXXII, 398p. 50 illus. _bonline resource.
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
347			_atext file _bPDF _2rda
520			_aNot 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.
650		0	_aEconomics.
650		0	_aBanks and banking.
650	1	4	_aEconomics/Management Science.
650	2	4	_aFinance /Banking.
710	2		_aSpringerLink (Online service)
773	0		_tSpringer eBooks
776	0	8	_iPrinted edition: _z9783834926531
856	4	0	_uhttp://dx.doi.org/10.1007/978-3-8349-6209-6
912			_aZDB-2-SBE
999			_c108754 _d108754