This paper provides empirical evidence from France on the role of export intermediary firms. Using data from 20,000 French firms, this paper tests two of the five transaction cost-based propositions on the role of export intermediaries by Peng and Ilinitch (1998). While the empirical evidence...

11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German...