Sales management control strategies in banking: strategic fit and performance impact
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Abschlussarbeit Buch |
| Sprache: | English |
| Veröffentlicht: |
Wiesbaden
Gabler
2011
|
| Ausgabe: | 1. ed. |
| Schriftenreihe: | Gabler research
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXII, 398 S. graph. Darst. |
| ISBN: | 9783834926531 |
Internformat
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Datensatz im Suchindex
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| adam_text | IMAGE 1
TABLE OF CONTENTS
LIST OF FIGURES XIII
LIST OF TABLES XVII
LIST OF EQUATIONS XIX
LIST OF ABBREVIATIONS AND SYMBOLS XXI
1 INTRODUCTION 1
1.1 PROBLEM DEFINITION 1
1.2 RESEARCH OBJECTIVES AND CONTRIBUTION TO LITERATURE 4
1.3 STRUCTURE OF ANALYSIS 7
2 BANKING IN GERMANY 11
2.1 OVERVIEW OF THE GERMAN BANKING MARKET 11
2.2 THE THREE PILLARS OF THE GERMAN BANKING SYSTEM 15
2.2.1 PRIVATE COMMERCIAL BANKS 16
2.2.2 SAVINGS BANK GROUP 17
2.2.3 COOPERATIVE BANKING GROUP 19
2.3 SEGMENTATION OF THE BANKING INDUSTRY 21
2.3.1 RETAIL BANKING 21
2.3.2 PRIVATE BANKING 23
2.3.3 CORPORATE BANKING 25
2.4 CURRENT DEVELOPMENT 27
2.5 SUMMARY 35
3 TERMINOLOGICAL, CONCEPTUAL, AND THEORETICAL BASICS 39
3.1 STRATEGY AND STRATEGIC MANAGEMENT 39
3.1.1 CONCEPT OF STRATEGY 40
3.1.1.1 EVOLUTION AND DEFINITION 40
3.1.1.2 LEVELS OF STRATEGY 45
3.1.1.3 BANKING BUSINESS STRATEGY 47
3.1.2 STRATEGIC MANAGEMENT 50
3.1.2.1 EVOLUTION AND DEFINITION 50
BIBLIOGRAFISCHE INFORMATIONEN HTTP://D-NB.INFO/1006095934
DIGITALISIERT DURCH
IMAGE 2
TABLE OF CONTENTS
3.1.2.2 CONFIGURATIONAL SCHOOL 60
3.1.2.2.1 FIT CONCEPT 60
3.1.2.2.2 DEVELOPMENT OF CONFIGURATIONS . .. 65 3.2 SALES MANAGEMENT
CONTROL 66
3.2.1 EVOLUTION AND DEFINITION 66
3.2.2 FORMAL MANAGEMENT CONTROLS 70
3.2.2.1 BEHAVIOR CONTROL 71
3.2.2.2 COMPENSATION CONTROL 74
3.2.3 INFORMAL MANAGEMENT CONTROLS 78
3.2.3.1 SELF CONTROL 78
3.2.3.2 PROFESSIONAL CONTROL 79
3.2.3.3 CULTURAL CONTROL 81
3.2.4 UNDERLYING THEORIES 82
3.2.4.1 APPLICABILITY OF THEORIES . 82
3.2.4.2 TRANSACTION COST ANALYSIS 83
3.2.4.3 AGENCY THEORY 87
3.2.4.3.1 EVOLUTION AND DEFINITION 87
3.2.4.3.2 POSITIVIST AGENCY THEORY 90
3.2.4.3.3 PRINCIPAL-AGENT THEORY 91
3.2.4.4 ORGANIZATIONAL CONTROL THEORY 95
3.3 INTERNAL AND EXTERNAL INFLUENCING VARIABLES 101
3.3.1 ORGANIZATIONAL STRUCTURE AND CHARACTERISTICS 101
3.3.1.1 ORGANIZATIONAL CULTURE 101
3.3.1.2 ORGANIZATIONAL CENTRALIZATION 104
3.3.1.3 INFORMATION TECHNOLOGY 106
3.3.2 ENVIRONMENTAL PARAMETERS 107
3.3.2.1 DYNAMISM 108
3.3.2.2 PREDICTABILITY 109
3.3.2.3 COMPETITION 109
3.4 PERFORMANCE I LL
3.4.1 SALES ORGANIZATION OUTCOMES 112
3.4.2 SALESPERSON BEHAVIORAL PERFORMANCE 113
IMAGE 3
TABLE OF CONTENTS XI
3.4.3 SALESPERSON OUTCOME PERFORMANCE 113
3.5 SUMMARY 115
4 THEORETICAL FRAMEWORK AND HYPOTHESES 121
4.1 THEORETICAL FRAMEWORK 121
4.2 THEORETICAL HYPOTHESES 126
4.2.1 STRATEGY CONTROL FIT 126
4.2.2 ORGANIZATION CONTROL FIT 131
4.2.3 INFLUENCE OF THE ENVIRONMENT ON CONFIGURATIONS 144
4.2.4 PERFORMANCE OF CONFIGURATIONS 148
4.3 MODEL SUMMARY 158
5 EMPIRICAL DATA 165
5.1 DATA GATHERING 165
5.2 SAMPLE DESCRIPTION 169
5.3 OPERATIONALIZATION OF THE CONSTRUCTS 176
5.3.1 OVERVIEW OF THE OPERATIONALIZATION APPROACH 176
5.3.2 SALES MANAGEMENT CONTROL STRATEGY 183
5.3.3 BANK STRATEGY 188
5.3.4 ORGANIZATION-SPECIFIC CHARACTERISTICS 191
5.3.5 ENVIRONMENTAL PARAMETERS 195
5.3.6 PERFORMANCE 198
6 EMPIRICAL ANALYSIS OF THE THEORETICAL MODEL 201
6.1 ANALYSIS OF THE RELATIONSHIPS IN THE THEORETICAL MODEL 201
6.1.1 CRITERIA FOR THE EVALUATION OF PLS MODELS 201
6.1.2 GENERAL EVALUATION OF THE THEORETICAL MODEL 204
6.1.3 STRATEGY CONTROL FIT 206
6.1.3.1 ASSESSMENT OF PREDICTABILITY 206
6.1.3.2 TESTING OF RESEARCH HYPOTHESES 208
6.1.4 ORGANIZATION CONTROL FIT 213
6.1.4.1 ASSESSMENT OF PREDICTABILITY 213
6.1.4.2 TESTING OF RESEARCH HYPOTHESES 216
IMAGE 4
XII TABLE OF CONTENTS
6.1.5 ENVIRONMENTAL INFLUENCE ON CONFIGURATIONS 225 6.1.5.1 ASSESSMENT
OF PREDICTABILITY 225
6.1.5.2 TESTING OF RESEARCH HYPOTHESES 227
6.2 ANALYSIS OF THE PERFORMANCE OF CONFIGURATIONS 233
6.2.1 IDENTIFICATION OF IDEAL EMPIRICAL PROFILES 233
6.2.2 PERFORMANCE IMPACT OF ADHERENCE TO IDEAL EMPIRICAL PRO- FILES 237
6.2.3 CONGRUENCE OF IDEAL EMPIRICAL PROFILES WITH THEORETICAL RE-
LATIONSHIPS 240
6.2.3.1 STRATEGY CONTROL FIT 240
6.2.3.2 ORGANIZATION CONTROL FIT 247
6.2.3.3 ENVIRONMENTAL INFLUENCE ON CONFIGURATIONS . . . 255 6.3
DISCUSSION OF THE RESULTS 260
7 CONCLUSION 265
7.1 FINAL COMMENTS AND RECOMMENDATIONS 265
7.2 IMPLICATIONS FOR FUTURE RESEARCH 272
BIBLIOGRAPHY 275
APPENDICES 337
|
| any_adam_object | 1 |
| author | Mueller, Florian |
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| author_facet | Mueller, Florian |
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| building | Verbundindex |
| bvnumber | BV037264642 |
| classification_rvk | QK 320 |
| ctrlnum | (OCoLC)711845439 (DE-599)DNB1006095934 |
| dewey-full | 658.4012 332.1 |
| dewey-hundreds | 600 - Technology (Applied sciences) 300 - Social sciences |
| dewey-ones | 658 - General management 332 - Financial economics |
| dewey-raw | 658.4012 332.1 |
| dewey-search | 658.4012 332.1 |
| dewey-sort | 3658.4012 |
| dewey-tens | 650 - Management and auxiliary services 330 - Economics |
| discipline | Wirtschaftswissenschaften |
| edition | 1. ed. |
| format | Thesis Book |
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| spelling | Mueller, Florian Verfasser (DE-588)143660519 aut Sales management control strategies in banking strategic fit and performance impact Florian Mueller 1. ed. Wiesbaden Gabler 2011 XXII, 398 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Gabler research Wiesbaden, EBS Univ. für Wirtschaft und Recht i. Gr. / EBS Business School, Diss., 2010 Kundengeschäft (DE-588)4114332-2 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Strategisches Management (DE-588)4124261-0 gnd rswk-swf Controlling (DE-588)4070102-5 gnd rswk-swf Bank (DE-588)4004436-1 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Bank (DE-588)4004436-1 s Strategisches Management (DE-588)4124261-0 s Kundengeschäft (DE-588)4114332-2 s Verkauf (DE-588)4117346-6 s Controlling (DE-588)4070102-5 s DE-604 DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=021177710&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Mueller, Florian Sales management control strategies in banking strategic fit and performance impact Kundengeschäft (DE-588)4114332-2 gnd Verkauf (DE-588)4117346-6 gnd Strategisches Management (DE-588)4124261-0 gnd Controlling (DE-588)4070102-5 gnd Bank (DE-588)4004436-1 gnd |
| subject_GND | (DE-588)4114332-2 (DE-588)4117346-6 (DE-588)4124261-0 (DE-588)4070102-5 (DE-588)4004436-1 (DE-588)4113937-9 |
| title | Sales management control strategies in banking strategic fit and performance impact |
| title_auth | Sales management control strategies in banking strategic fit and performance impact |
| title_exact_search | Sales management control strategies in banking strategic fit and performance impact |
| title_full | Sales management control strategies in banking strategic fit and performance impact Florian Mueller |
| title_fullStr | Sales management control strategies in banking strategic fit and performance impact Florian Mueller |
| title_full_unstemmed | Sales management control strategies in banking strategic fit and performance impact Florian Mueller |
| title_short | Sales management control strategies in banking |
| title_sort | sales management control strategies in banking strategic fit and performance impact |
| title_sub | strategic fit and performance impact |
| topic | Kundengeschäft (DE-588)4114332-2 gnd Verkauf (DE-588)4117346-6 gnd Strategisches Management (DE-588)4124261-0 gnd Controlling (DE-588)4070102-5 gnd Bank (DE-588)4004436-1 gnd |
| topic_facet | Kundengeschäft Verkauf Strategisches Management Controlling Bank Hochschulschrift |
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