Thon, Max; Gürtler, Oliver; Heinz, Matthias; Schäfer, Kai - 2024
company, we run a field experiment with more than 1, 200 independently owned intermediaries that sell our study firm's own … products as well as products from competitors to end customers. The intermediaries employ sales agents responsible for customer … intermediaries (i) generally increase sales, and are more effective when targeting (ii) sales agents rather than owners of the …