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Customer lifetime value-based sales force control in the financial services industry - an incentive-compatible remuneration model

Heidemann, Julia, Kaiser, Marcus, Klier, Mathias and Probst, Florian (2012) Customer lifetime value-based sales force control in the financial services industry - an incentive-compatible remuneration model. Journal of Management Control 1/23, pp. 27-51.

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Other URL: http://link.springer.com/static-content/0.5284/pdf/505/art%253A10.1007%252Fs00187-012-0152-0.pdf?token=1347882642009--a846fb735db4fce5c527e45bd5dd81238d1574461ccdcd072e673f1e2e080fc5b2437cc7251566d873a7f25ede468bef8a289bd99f00a132e8d905eaaa4d43fa&doi=10.1


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Item type:Article
Date:2012
Institutions:Business, Economics and Information Systems > Institut für Wirtschaftsinformatik > Alumni or Retired Professors > Professur für Wirtschaftsinformatik - Qualitätsmanagement und Qualitätssicherung (Prof. Dr. Mathias Klier)
Identification Number:
ValueType
10.1007/s00187-012-0152-0DOI
Keywords:financial services industry, sales force control, remuneration model
Dewey Decimal Classification:300 Social sciences > 330 Economics
Status:Published
Refereed:Yes, this version has been refereed
Created at the University of Regensburg:Unknown
Item ID:25896
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