Mallin, Michael L.; Asree, Susita; Koh, Anthony C.; Hu, … - In: International Business Review 19 (2010) 3, pp. 292-305
This study proposes and empirically tests an integrated framework investigating the antecedents to managerial trust and sales control in Malaysian salesforce. The theoretical framework of transaction cost analysis (TCA) serves as the main paradigm for suggesting that uncertainty is the basis for...