Die Integration des Kunden in Geschäftsprozesse gewinnt seiteinigen Jahren zunehmend an Bedeutung. Unternehmenversprechen sich dadurch nicht nur Kosteneinsparungen, sondernauch eine höhere Kundenbindung. Welche ökonomischenAuswirkungen durch die Kundenintegration für Unternehmentatsächlich...

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...

In science as well as in practice customer relationships are among the most significant drivers of a company’s success and are considered one of the most important intangible assets of a company. Communicating this valuable information to the capital market requires a strong focus on the...

Given the increasing relevance of Customer Relationship Management, the strategic management and control of customer-centric investments is key success factor. For this reason investments in customer relationships have to be managed like any other investments of the company. The following...

In the financial services industry, a shift from product- to customer-oriented business models can be observed since several years. To ensure that independent sales representatives act in accordance with the long-term oriented business objectives, financial services providers need appropriate...

Social networks are currently gaining increasing impact in the light of the ongoing growth of web-based services like facebook.com. One major challenge for the economically successful implementation of selected management activities such as viral marketing is the identification of key persons...

Die steigende Bedeutung von Kundenbeziehungen f?r Unternehmen spiegelt sich nicht nur in aktuellen Gesch?ftsberichten und Pressemitteilungen zahlreicher Unternehmen wider. Vielmehr verdeutlicht eine ganze Reihe unternehmensweiter Projekte, dass Unternehmen eine strategische Neuausrichtung auf...

Social networks are currently gaining increasing impact especially in the light of theongoing growth of web-based services like facebook.com. A central challenge for the socialnetwork analysis is the identification of key persons within a social network. In this context,the article aims at...

Die Integration von Kunden in Geschäftsprozesse gewinnt in jüngster Zeit auch bei Finanzdienstleistungsunternehmen insbesondere aufgrund des veränderten Kundenverhaltens und des verstärkten Einsatzes neuer Technologien zunehmend an Bedeutung. Für viele Unternehmen bleibt jedoch oftmals...