Agency theory and supply chain management: a structured literature review
Purpose–The paper aims to explain how agency theory can be used to inform our
understanding of the dynamics surrounding supply chain behaviours and relationships …
understanding of the dynamics surrounding supply chain behaviours and relationships …
The role of marketing in digital business platforms
A Rangaswamy, N Moch, C Felten… - Journal of …, 2020 - journals.sagepub.com
Digital business platforms (DBPs) such as eBay, Google, and Uber Technologies have seen
enormous growth; this paper explores their salient characteristics, the role of marketing in …
enormous growth; this paper explores their salient characteristics, the role of marketing in …
Sales force modeling: State of the field and research agenda
Abstract Inspired by Erin Anderson's contributions to sales force research, this paper focuses
on research that utilizes quantitative models to investigate important questions in sales force …
on research that utilizes quantitative models to investigate important questions in sales force …
Exploring the relationship among servant leadership, intrinsic motivation and performance in an industrial sales setting
B Bande, P Fernández-Ferrín… - Journal of Business & …, 2016 - emerald.com
Purpose–Although servant leadership (SL) improves the overall effectiveness of individuals
and teams, it remains understudied. The aim of this paper is to provide insight into the …
and teams, it remains understudied. The aim of this paper is to provide insight into the …
The interactive effects of sales control systems on salesperson performance: A job demands–resources perspective
CF Miao, KR Evans - Journal of the Academy of Marketing Science, 2013 - Springer
Sales control systems represent an important managerial tool in directing the sales force for
desired organizational objectives. However, the majority of prior sales control research has …
desired organizational objectives. However, the majority of prior sales control research has …
An empirical investigation of the antecedents of sales force control systems
M Krafft - Journal of Marketing, 1999 - journals.sagepub.com
The author summarizes 11 hypotheses from agency theory, transaction cost analysis, and
Ouchi's theoretical approach about the impact of environmental, company, and salesperson …
Ouchi's theoretical approach about the impact of environmental, company, and salesperson …
[BOOK][B] Sales excellence: Systematic sales management
C Homburg, H Schäfer, J Schneider - 2012 - books.google.com
This book presents a very novel and strategic approach to Sales Management, an area that
has suffered from a lack of sophistication in practice. This content-rich and thought …
has suffered from a lack of sophistication in practice. This content-rich and thought …
Transaction cost theory and international business
JF Hennart - Journal of Retailing, 2010 - Elsevier
I discuss the cross-fertilization between transaction cost theory (TCT) and international
business (IB), showing how TCT provides a powerful lens to study the institutions that …
business (IB), showing how TCT provides a powerful lens to study the institutions that …
Motivating sales reps for innovation selling in different cultures
Innovation commercialization, an important managerial challenge, depends heavily on the
sales force for its success. However, little empirical research has examined how firms should …
sales force for its success. However, little empirical research has examined how firms should …
Logistic regression and discriminant analysis
Questions like whether a customer is going to buy a product (purchase vs. non-purchase) or
whether a borrower is creditworthy (pay off debt vs. credit default) are typical in business …
whether a borrower is creditworthy (pay off debt vs. credit default) are typical in business …