Sales Management Control Strategies in Banking Strategic Fit and Per
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
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GABLER RESEARCH
Florian Mueller
Sales Management Control Strategies in Banking Strategic Fit and Performance Impact
RESEARCH
Bibliographic information published by the Deutsche Nationalbibliothek The Deutsche Nationalbibliothek lists this publication in the Deutsche Nationalbibliografie; detailed bibliographic data are available in the Internet at http://dnb.d-nb.de.
Dissertation EBS Universität für Wirtschaft und Recht i. Gr. | EBS Business School | Wiesbaden, 2010 D 1540
1st Edition 2011 All rights reserved © Gabler Verlag | Springer Fachmedien Wiesbaden GmbH 2011 Editorial Office: Stefanie Brich | Anita Wilke Gabler Verlag is a brand of Springer Fachmedien. Springer Fachmedien is part of Springer Science+Business Media. www.gabler.de No part of this publication may be reproduced, stored in a retrieval system or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the copyright holder. Registered and/or industrial names, trade names, trade descriptions etc. cited in this publication are part of the law for trade-mark protection and may not be used free in any form or by any means even if this is not specifically marked. Cover design: KünkelLopka Medienentwicklung, Heidelberg Printed on acid-free paper Printed in Germany ISBN 978-3-8349-2653-1
Dedicated to my parents and Lisa
Acknowledgements I would like to express my sincere gratitude to my doctoral supervisor Prof. Dr. Andreas Hackethal for his academic guidance and support throughout my three and a half years as a doctoral candidate at the European Business School (ebs), International University Schloss Reichartshausen. He gave me the decisive, intellectual impulses and freedom for the successful completion of this work. Without his profound advice, encouragement, and trust this dissertation would not have been possible. I am deeply grateful to him. Furthermore, I would like to sincerely thank Prof. Dr. Utz Schäffer for agreeing to provide the second opinion on my dissertation as well as his time and interest in my research. His thought-provoking, scientific counsel significantly improved this thesis. I am also profoundly thankful to the European Business School, a truly distinct academic institution, its excellent professorate, and the entire ebs community. They have laid the foundation for my academic development and created a highly supportive and inspiring research environment. Especially, I would like to thank all the members of the HCI Endowed Chair of Financial Services and its sponsors who have contributed to my work in many ways. My further appreciation belongs to Dr. Tobias Weigl and Henning Syllwasschy for countless hours of constructive discussions as well as their honest and thoughtful feedback. Their intellectual sparring and advice was inestimable for the development and refinement of this work. Moreover, I would like to thank my employer Bain & Company for the support during my leave of absence and especially the financial services partner group
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