Hans Ulrich Buhl, Jochen Dzienziol, Julia Heidemann
{"title":"Vertriebssteuerung auf Basis des Customer Lifetime Value am Beispiel der Finanzdienstleistungsbranche","authors":"Hans Ulrich Buhl, Jochen Dzienziol, Julia Heidemann","doi":"10.3790/KUK.43.4.501","DOIUrl":"https://doi.org/10.3790/KUK.43.4.501","url":null,"abstract":"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.","PeriodicalId":280048,"journal":{"name":"Kredit Und Kapital","volume":"2 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129234139","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Central Bank Money and Interest Rates: Independent Monetary Policy Tools?","authors":"Heinz-Peter Spahn","doi":"10.3790/KUK.43.4.475","DOIUrl":"https://doi.org/10.3790/KUK.43.4.475","url":null,"abstract":"Central banks can control the macro economy by means of interest rate policies also in a cashless economy. In a monetary economy with a positive demand for base money, the quantity of money represents an additional policy tool, independent from interest rate management. This hypothesis is examined by analyzing various institutional set-ups of the money market. It is found that the two-instruments hypothesis is valid in a floor, but not in a corridor system (used by Fed and ECB). Here, central banks are led to supply base money on demand, in order to keep effective the chosen policy target rate. If strict stabilization is needed, also in an asset price bubble, monetary policy should consider a “scissors strategy” (sometimes pursued by the Bundesbank) of simultaneously increasing short-term interest rates and permitting temporarily a quantitative shortage of liquidity.","PeriodicalId":280048,"journal":{"name":"Kredit Und Kapital","volume":"30 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122203664","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Methoden der Karteninhaber-Echtheitserkennung bei Finanztransaktionen","authors":"Ewald Judt, Monika Koller","doi":"10.3790/KUK.43.4.587","DOIUrl":"https://doi.org/10.3790/KUK.43.4.587","url":null,"abstract":"Cards are currently used by billions of customers worldwide for cashless payment transactions and for cash withdrawals and are therefore of great national economic importance. Since cardholder confidence in an orderly and proper handling of financial transactions is of utmost significance, great importance has always been attached to security when card-based payment transaction systems were designed and developed. One aspect in this regard concerns methods for verifying card-holder authenticity. Especially two methods, i. e. cardholder signature and the personal identification number (PIN), have turned out to be practicable solutions so far, although their application has not been without weaknesses. Against this background, initiatives have been under way for quite some time designed to develop alternative possibilities for verifying the authenticity of cardholders, e.g. biometrical procedures. Within the framework of the present study, the procedures currently applied such as signature and, more importantly, the PIN, as well as future alternatives such as iris recognition, finger print and face recognition, have been evaluated in terms of their acceptability for customers. Based on the results so obtained, implications have been deduced for possible development scenarios as well as for consumer-side marketing methods.","PeriodicalId":280048,"journal":{"name":"Kredit Und Kapital","volume":"9 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121429095","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Coping with the Financial Crisis – FZSE-Workshop am 24./25. Juni 2010 in Potsdam","authors":"Patrick Brämer, Anna Kryvko, Toni Richter","doi":"10.3790/KUK.43.4.615","DOIUrl":"https://doi.org/10.3790/KUK.43.4.615","url":null,"abstract":"","PeriodicalId":280048,"journal":{"name":"Kredit Und Kapital","volume":"16 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131156649","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"The Liquidity Regulation and Savings Banks' Liquid Assets","authors":"D. holl, A. Schertler","doi":"10.3790/KUK.43.4.533","DOIUrl":"https://doi.org/10.3790/KUK.43.4.533","url":null,"abstract":"For their short-term payment obligations, savings banks hold substantially more liquid assets than the liquidity regulation requires. This paper investigates whether sight deposits, an important funding source for savings banks, help in explaining liquid asset holdings in excess of regulatory requirements. We analyze whether savings banks transform sight deposits in illiquid assets less intensively than is permitted because (i) the liquidity regulation underestimates actual withdrawal rates (underestimation effect) and/or (ii) savings banks are subject to limits in their lending to non-banks that they do not offset by, for instance, mediumterm interbank lending or fixed asset holdings (lending effect). In our sample, we do not find the underestimation effect to be applicable as actual deposit withdrawal rates are in most cases lower than the regulatorily specified rate. However, we find the lending effect to be at work: Savings banks with low shares of loans to non-banks do not transform sight deposits into illiquid assets as intensively as savings banks with high shares of non-bank loans. Our analysis does not only show that liquid assets positively depend on sight deposits, but also shines a light on how bank size and the individual bank’s position in the interbank market affect liquid assets.","PeriodicalId":280048,"journal":{"name":"Kredit Und Kapital","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129479450","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Risk-Taking and Solvency Regulation in Banking – A Note –","authors":"Franz R. Hahn","doi":"10.3790/KUK.43.3.339","DOIUrl":"https://doi.org/10.3790/KUK.43.3.339","url":null,"abstract":"In a dynamic setting intertemporal effects can arise that render capital rules in banking as advocated by the Basel Committee of Banking Supervision counterproductive. It is quite possible that the banks' desire for excessive risk-taking is being reinforced by a binding capital rule such as the Basel risk-based capital requirement. In this paper an attempt is made to explore the impact of the so-called precommitment approach, proposed as an alternative to risk-based minimum capital rules, on the risk-taking behavior of banks. According to this proposal banks are free to self-assess their maximum possible losses, but make a commitment to the regulator to hold at least as much capital as is needed to cover these losses. It turns out that in a standard dynamic setting the precommitment approach is superior to the prevailing minimum capital rule in that the risk-neutral bank which maximizes its expected value of equity subject to a precommitted liquidity constraint chooses a risk-level which is socially optimal.","PeriodicalId":280048,"journal":{"name":"Kredit Und Kapital","volume":"56 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130936238","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Produktentwicklungsoptionen im Islamic Banking: Lösungsansätze, Probleme und Missverständnisse","authors":"V. Nienhaus, F. Thießen, Nicole Thurner","doi":"10.3790/KUK.43.3.437","DOIUrl":"https://doi.org/10.3790/KUK.43.3.437","url":null,"abstract":"Summary/Zusammenfassung Product Development Options in Islamic Banking: Approaches, Problems and Misunderstandings Ever more banks offer Shari'a-conform products, world-wide. When developing such products, it is necessary to take into account factors relating to form and to demand as well as to banking techniques. Factors of form relate to the underlying Islamic contract constructions. Factors pertaining to demand concern the need of products with a religious content including their potential conflicts with economic efficiency. In this context, there is also a question relating to benchmarking yardsticks regarding the quality of Islamic products. Finally, banking technique factors concern civil-law, tax-law, balance-sheet law and supervisory-law aspects. In all of the aforementioned areas exist – not least because of the continuing strong dynamism of product development – unclear problems as well as tensions between religious content and economic efficiency. The Islamic financial system is at crossroads a...","PeriodicalId":280048,"journal":{"name":"Kredit Und Kapital","volume":"43 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129432124","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Financial Acceleration of Booms and Busts","authors":"J. Kakes, C. Ullersma","doi":"10.3790/KUK.43.3.321","DOIUrl":"https://doi.org/10.3790/KUK.43.3.321","url":null,"abstract":"For a panel of 20 industrialized countries from 1970 through 2002,we analyze the role of financial variables in economic cycles. We focus on equity busts, which are considered a proxy for downward revisions of economic prospects. Our empirical findings provide support for financial accelerator effects around asset price busts. The financial accelerator mechanism appears to have become stronger over time. The typical bust is followed by a reduction in nominal policy interest rates, sometimes to levels close to the zero lower bound.","PeriodicalId":280048,"journal":{"name":"Kredit Und Kapital","volume":"27 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122372021","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Stabilität versus Aktualität – Wann sind stabile Agency-Ratings marktbasierten Bewertungen vorzuziehen?","authors":"Christina E. Bannier","doi":"10.3790/KUK.43.3.349","DOIUrl":"https://doi.org/10.3790/KUK.43.3.349","url":null,"abstract":"This article analyses in theoretical terms on the basis of strategic portfolio decisions the pros and cons of an information basis that is stable in the long term versus one that is topical, but more volatile. The effects of an evaluation method depend on the characteristics of the assets evaluated, notably their specificity and lifetime. Stable agency ratings mitigate the volatility of unspecific asset prices. On the other hand, the trade in short-term assets is more efficient when marked-based ratings are applied. For long-term assets, the degree of specificity, the upside/ downside risk and the rating level are decisive. For specific assets, in particular, agency ratings are dominant where rating levels are sufficiently high and where transaction costs are low. Downgrading of ratings may result in trading inefficiencies increasing by leaps and bounds.","PeriodicalId":280048,"journal":{"name":"Kredit Und Kapital","volume":"11 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131500725","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Eine integrative Analyse der Treiber der Kundenbindung bei Banken – Systematisierung und empirische Befunde","authors":"M. Bruhn, Dominik Georgi","doi":"10.3790/KUK.43.3.407","DOIUrl":"https://doi.org/10.3790/KUK.43.3.407","url":null,"abstract":"The aims of this article are systematization and empirical analysis of customer relationship drivers in banking. On the basis of an intensive literature analysis, customer relationship drivers have been structured by way of categorization according to value, relationship, and brand as well as according to the effectiveness levels of “perception characteristics” (Merkmalswahrnehmung) and “global perception”. The model, based on the PLS approach, has been empirically verified on the basis of data obtained from private banking customers. In this way, the relevance of the individual measuring models as well as of the overall structure of customer relationship drivers has been confirmed. More specifically, the effects of global perception ascertained for the categories of perceived value and relationship quality are more or less equal, though substantially stronger than the effects of brand image on customer relations. The perception characteristics examined, i. e. perceived product supply, perceived pricing, perceived relationship marketing as well as perceived brand communications have – except for perceived service – implications for the corresponding global perception of the relevant parameters (perceived value, relationship quality, brand image).","PeriodicalId":280048,"journal":{"name":"Kredit Und Kapital","volume":"63 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130920909","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}