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Sales force modeling: State of the field and research agenda

Mantrala, Murali; Albers, Sönke; Caldieraro, Fabio; … - In: Marketing Letters 21 (2010) 3, pp. 255-272

Persistent link: https://www.econbiz.de/10008526561

Price Delegation in Sales Organizations: An Empirical Investigation

Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - 2008

The allocation of decision rights is an integral component of designing organizational architecture. Economists have long understood the importance of co-locating decision rights with the knowledge that is valuable to those decisions. Following this prescription, marketing scholars have...

Persistent link: https://www.econbiz.de/10009447450

Price Delegation in Sales Organizations: An Empirical Investigation

Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - In: BuR - Business Research 1 (2008) 1, pp. 94-104

The allocation of decision rights is an integral component of designing organizational architecture. Economists have long understood the importance of co-locating decision rights with the knowledge that is valuable to those decisions. Following this prescription, marketing scholars have...

Persistent link: https://www.econbiz.de/10010421326

Price deregulation in sales organizations : an empirical investigation

Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - In: Business research 1 (2008) 1, pp. 94-104

The allocation of decision rights is an integral component of designing organizational architecture. Economists have long understood the importance of co-locating decision rights with the knowledge that is valuable to those decisions. Following this prescription, marketing scholars have...

Persistent link: https://www.econbiz.de/10003716159

Delegating pricing authority to the sales force: why less may be more

Joseph, Kissan; Krafft, Manfred - 2002

Persistent link: https://www.econbiz.de/10001668586

Price Delegation in Sales Organizations : An Empirical Investigation

Hansen, Ann-Kristin - 2009

The allocation of decision rights is an integral component of designing organizational architecture. Economists have long understood the importance of co-locating decision rights with the knowledge that is valuable to those decisions. Following this prescription, marketing scholars have...

Persistent link: https://www.econbiz.de/10012765281

Delegating pricing authority to the sales force: why less may be more

Joseph, Kissan; Krafft, Manfred - 2002

Persistent link: https://www.econbiz.de/10004728891

Price deregulation in sales organizations : an empirical investigation

Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - In: Business research : BuR ; official open access journal … 1 (2008) 1, pp. 94-104

The allocation of decision rights is an integral component of designing organizational architecture. Economists have long understood the importance of co-locating decision rights with the knowledge that is valuable to those decisions. Following this prescription, marketing scholars have...

Persistent link: https://www.econbiz.de/10009958969

Price Delegation in Sales Organizations: An Empirical Investigation

Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - In: BuR - Business Research 1 (2008) 1, pp. 94-104

The allocation of decision rights is an integral component of designing organizational architecture. Economists have long understood the importance of co-locating decision rights with the knowledge that is valuable to those decisions. Following this prescription, marketing scholars have...

Persistent link: https://www.econbiz.de/10010615505

Sales force modeling : state of the field and research agenda

Mantrala, Murali K.; Albers, Sönke; Caldieraro, Fabio; … - In: Marketing letters : a journal of research in marketing 21 (2010) 3, pp. 255-272

Persistent link: https://www.econbiz.de/10008648801

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