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Extending views of rewards and salesperson outcomes : exploration of the moderating role of task programmability

Lambe, C. Jay; Ishida, Chiharu; Sandvik, Kåre - In: Delivering value in turbulent times : AMA Summer …, (pp. 281-290). 2012

Persistent link: https://www.econbiz.de/10010191488

Self-managing selling teams and team performance : the complementary roles of empowerment and control

Lambe, C. Jay; Webb, Kevin L.; Ishida, Chiharu - In: Industrial marketing management : the international … 38 (2009) 1, pp. 5-16

Persistent link: https://www.econbiz.de/10003810410

Self-managing selling teams and team performance: The complementary roles of empowerment and control

Lambe, C. Jay; Webb, Kevin L.; Ishida, Chiharu - In: Industrial marketing management : the international … 38 (2009) 1, pp. 5-17

Persistent link: https://www.econbiz.de/10008879164

Self-managing selling teams and team performance: The complementary roles of empowerment and control

Lambe, C. Jay; Webb, Kevin L.; Ishida, Chiharu - In: Industrial marketing management : the international … 38 (2009) 1, pp. 5-17

Persistent link: https://www.econbiz.de/10008446497

Bad Apples, Bad Barrels, and the Structure of Marketing Channel Relationships: Analyses of the Propensity for Opportunism and Opportunistic Behaviors

Ishida, Chiharu - 2007

The theoretical frameworks of transaction cost economics and agency theory are widely used to design appropriate governance structure for constraining opportunism within marketing channels. These approaches generally assume that marketing channel managers are opportunistic, and only economic...

Persistent link: https://www.econbiz.de/10009433989