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How Potential Conflict Drives Channel Structure: Concurrent (Direct and Indirect) Channels
Vinhas, Alberto Sa; Anderson, Erin - In: Journal of marketing research : JMR 42 (2005) 4, pp. 507-515
Persistent link: https://www.econbiz.de/10006642895
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Consistency Judgments, Embeddedness, and Relationship Outcomes in Interorganizational Networks
Sa Vinhas, Alberto; Heide, Jan B.; Jap, Sandy D. - In: Management science : journal of the Institute for … 58 (2012) 5, pp. 996-1012
Persistent link: https://www.econbiz.de/10009973260
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Enterprise Computing: Economies and Diseconomies of Scale in Server Price-Performance Relationships
Anderson, E.; Grimaila, M.R.; Richmond, W. - In: IEEE transactions on engineering management : EM 52 (2005) 3, pp. 329-335
Persistent link: https://www.econbiz.de/10005921019
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How Right Should the Customer Be? If your salespeople aren't quite sure who their boss is -- The regional manager? the district manager? the customer? -- It could be a sign that yo...
Anderson, Erin; Onyemah, Vincent - In: Harvard business review : HBR (2006), pp. 58-67
Persistent link: https://www.econbiz.de/10007275692
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Commitment and Its Consequences in the American Agency System of Selling Insurance
Anderson, Erin; Ross Jr, William T.; Weitz, Barton - In: The journal of risk and insurance : the journal of the … 65 (1998) 4, pp. 637-670
Persistent link: https://www.econbiz.de/10007346053
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Reputation Management as a Motivation for Sales Structure Decisions
Weiss, Allen M.; Anderson, Erin; MacInnis, Deborah J. - In: Journal of marketing 63 (1999) 4, pp. 74-89
Persistent link: https://www.econbiz.de/10005964055
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Patterns of Credible Commitments: Territory and Brand Selectivity in Industrial Distribution Channels
Fein, Adam J.; Anderson, Erin - In: Journal of marketing 61 (1997) 2, pp. 19-34
Persistent link: https://www.econbiz.de/10005984700
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Inducing Multiline Salespeople to Adopt House Brands
Anderson, Erin; Robertson, Thomas S. - In: Journal of marketing 59 (1995) 2, pp. 16-31
Persistent link: https://www.econbiz.de/10005997277
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An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems
Oliver, Richard L.; Anderson, Erin - In: Journal of marketing 58 (1994) 4, pp. 53-67
Persistent link: https://www.econbiz.de/10006002293
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Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism
Jap, Sandy D.; Anderson, Erin - In: Management science : journal of the Institute for … 49 (2003) 12, pp. 1684-1701
Persistent link: https://www.econbiz.de/10006082829