OUTSOURCING

SALES FUNCTION
REAL COST OF FIELD SALES

Erin Anderson
Trinkle

THOIVISON

Australia Canada Mexico Singapore Spain United ingdom United States

2006

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Lodish, Leonard (1980), " User-Oriented Mode\ for Sales Force Size, Product,
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: - 1 , - 4 , - 2 , - 6 , - , - 1 ,
- , 3 - 6 , 20 1155.
. ,
.

20 .

2.

3. , 7% . 7,7% (0,7X1,1),
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, Peter (2000), " Market-Driven
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,
- . - ,
. , ,
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.

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and Validity of Informant Data from Dyadic Relationships

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, , ,

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York: Oxford University Press.

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5. Weiss, lI ., Erin Anderson, and Deborah J.Maclnnis (1999),

"Reputation Management as Motive for 5ales 5tructure Decisions,"
]ora/ of Marketig, 6, , 74-89.

, Jeffrey ., and Wujin Chu (2003), "The Role of Trustworthiness in Reducing Transaction Costs and Improving Perfor: Empirical Evidence from the United 5tates, Japan, and
," Orgaizatio Sciece, 14 (1), 57-68.

6. Jap, 5andy ., and Erin Anderson (2003), "5afeguarding Interorganizational Performance and Continuity Under Post Opportunism,"
Maageet Sciece, 49, , 1684-1701.

, Jeffery ., and 5ingh (1998), "The Relational View:

Cooperative 5trategy and 50urces of Interorganizational
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Heide, Jan ., and 5. Miner (1992), "The 5hadow ofthe Future:

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3 Adler, ! 5., and 5eik-Woo Kwon (2002), "50cial Capital: Prospects
for New Concept," Acadey of Maageet Review, 27 (1), 17-40.

11. Fein, Adam J., and Erin Anderson (1997), "Patterns ofCredible Commitments: Territory and Category 5electivity in Industrial Distribution
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12. Heide, Jan ., and George John (1988), "The Role of Dependence
Balancing in 5afeguarding Transaction-5pecific
Assets in Conventional Channels," ]ora/ of Marketig, 52 (1), 20-35.

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Journal

01 Marketing
Research; Management Science; Marketing Science; Rand Journal 01
Economics; Journal 01 Economic Behavior and Organization; Journal
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International Business Sloan Management Review.

, Journal 01 Marketing; Journal 01Marketing Research Journal 01

, ,
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INSEAD
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Research in Marketing.

,

:
Coughlan. ., Erin Anderson. Louis W.Stern. and Adell. EI-Ansary
(2001), Marketig Chae/s. 6th edition. Englewood Cliffs, NJ: Prentice, Website: http://www.mc6e.com.


(lSBN 85-7307-974-6)
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