A descriptive study explores the reasons for integration of the personal selling function. A hypothesized model is developed based on both transaction cost analysis and sales force management literature. The principal finding is that the greater the difficultyof evaluating a salesperson's performance, the more likely the firm to substitute surveillance for commission.
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Título original
ANDERSON E. (1985)the Salesperson as Outside Agent or Employee a Transaction Cost
A descriptive study explores the reasons for integration of the personal selling function. A hypothesized model is developed based on both transaction cost analysis and sales force management literature. The principal finding is that the greater the difficultyof evaluating a salesperson's performance, the more likely the firm to substitute surveillance for commission.
Direitos autorais:
Attribution Non-Commercial (BY-NC)
Formatos disponíveis
Baixe no formato PDF, TXT ou leia online no Scribd
A descriptive study explores the reasons for integration of the personal selling function. A hypothesized model is developed based on both transaction cost analysis and sales force management literature. The principal finding is that the greater the difficultyof evaluating a salesperson's performance, the more likely the firm to substitute surveillance for commission.
Direitos autorais:
Attribution Non-Commercial (BY-NC)
Formatos disponíveis
Baixe no formato PDF, TXT ou leia online no Scribd