This contribution focuses on the so far sparsely addressed issue of structuring mortgage lending for private clients based on differing nominal interest rates, which can be observed in the market. Hitherto ignored optimization potentials are identified and thus, systematically wrong financial...

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...