Bankspezifische Vertriebspotenzialrechnung (bVr) als Grundlage barwertorientierter Vertriebssteuerung

Geißdörfer Thomas
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Geißdörfer Thomas: ist Mitglied des Vorstands der Raiffeisen Spar + Kreditbank eG in Lauf a.d. Pegnitz.

Zeitschrift für das gesamte Genossenschaftswesen, 2012, vol. 62, issue Supplement, 3-18

Abstract: The bank-specific evaluation of distribution potentials is a benchmark-oriented method to determine potential yields of a credit union. We propose a method which is based on a dual segmentation of customers with regard to economic as well as life-cycle characte­ristics. Our model has been recently implemented in order to improve distribution planning.

Date: 2012
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DOI: 10.1515/zfgg-2012-s102

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