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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
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Delegation of pricing authority to salespeople
Krafft, Manfred; Hansen, Ann-Kristin - In: Sales management : a multinational perspective, (pp. 97-113). 2011
Persistent link: https://www.econbiz.de/10008858698
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Delegation von Preissetzungskompetenz an den Verkaufsaußendienst
Hake, Sandra; Krafft, Manfred - In: Preismanagement auf Business-to-Business Märkten : …, (pp. 181-203). 2011
Persistent link: https://www.econbiz.de/10008905655
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Delegation of pricing authority to the sales force : an agency-theoretic perspective of its determinants and impact on performance/ Heiko Frenzen; Ann-Kristin Hansen; Manfred Kraff...
Frenzen, Heiko; Hansen, Ann-Kristin; Krafft, Manfred; … - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 58-68
Persistent link: https://www.econbiz.de/10003960762
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Delegation von Preiskompetenz an Verkaufsaußendienstmitarbeiter
Schmidt, Simone; Krafft, Manfred - In: Pricing-Forschung in Deutschland, (pp. 17-28). 2005
Persistent link: https://www.econbiz.de/10003272482
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Delegating pricing authority to the sales force: why less may be more
Joseph, Kissan; Krafft, Manfred - 2002
Persistent link: https://www.econbiz.de/10001668586
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Preissetzungskompetenz im Verkaufsaußendienst : Delegation um jeden Preis?
Krafft, Manfred; Hake, Sandra - In: Führung von Vertriebsorganisationen : Strategie - …, (pp. 527-544). 2020
Persistent link: https://www.econbiz.de/10012254085
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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