Vertriebssteuerung auf Basis des Customer Lifetime Value am Beispiel der Finanzdienstleistungsbranche

The goal of this study is to develop a recommendation for an incentive-compatible commission-system that rewards the value-based performance of the sales force in the financial services industry. The commission-system should ensure that every decision on customer-actions made by the sales force should be consistent with the key figure customer lifetime value (CLV) and thus with shareholder value. This study shows that both, the wide-spread and commonly used acquisition commission and the product- and time-specific participation commission can destroy value for the company and therefore can not be incentive-compatible. This study shows how well-known monetary incentive-systems from corporate planning and sales have to be combined in an innovative way with a CLV-oriented view to develop an appropriate, optimal commission-system.