Customer lifetime value-based sales force control in the financial services industry : an incentive-compatible remuneration model
Julia Heidemann; Marcus Kaiser; Mathias Klier; Florian Probst
| Year of publication: |
2012
|
|---|---|
| Authors: | Heidemann, Julia ; Kaiser, Marcus ; Klier, Mathias ; Probst, Florian |
| Published in: |
Journal of management control : Zeitschrift für Planung & Unternehmenssteuerung. - Berlin : Springer, ISSN 2191-4761, ZDB-ID 2602184-5. - Vol. 23.2012, 1, p. 27-51
|
| Subject: | Kundenwert | Customer value | Finanzdienstleistung | Financial services | Anreizregulierung | Incentive regulation | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10009631626