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How Internal Transaction costs drive compensation schemes

ROUZIES, Dominique; ANDERSON, Erin; COUGHLAN, Anne T. - HEC Paris (École des Hautes Études Commerciales) - 2004

The literature on chief executive officers (CEOs) established that economics and sociological rationales are both essential to understand the level and structure of CEOs' compensation. Our thesis is that internal "transaction costs" or frictions override strictly economic criteria to determine...

Persistent link: https://www.econbiz.de/10005106606

Lỉntegrazione verticale nel marketing : un modello per le decisioni "make or buy"

Anderson, Erin; Weitz, Barton A. - In: Organizzazione & mercato, (pp. 393-426). 1985

Persistent link: https://www.econbiz.de/10001835596

Channel management: structure, governance, and relationship management

Anderson, Erin; Coughlan, Anne T. - In: Handbook of marketing, (pp. 223-247). 2006

Persistent link: https://www.econbiz.de/10003335105

Organizing the marketing function

Weitz, Barton; Anderson, Erin - In: Review of marketing : 1981, (pp. 134-142). 1981

Persistent link: https://www.econbiz.de/10002986938

Testing a life-cycle theory of cooperative interorganizational relationships: movement across stages and performance

Jap, Sandy D.; Anderson, Erin - In: Management science : journal of the Institute for … 53 (2007) 2, pp. 260-275

Persistent link: https://www.econbiz.de/10003435721

The use of pledges to build and sustain commitment in distribution channels

Anderson, Erin; Weitz, Barton A. - 1991

Persistent link: https://www.econbiz.de/10004145560

Concentrated vs. Balanced Sourcing: An Examination of Retailer Purchasing Decisions in Closed Markets

Chatterjee, Sharmila C.; Hyvönen, Saara; Anderson, Erin - In: Journal of retailing 71 (1995) 1, pp. 23-46

Persistent link: https://www.econbiz.de/10006634134

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

Determinants of Pay Levels and Structures in Sales Organizations

Rouziès, Dominique; Coughlan, Anne T.; Anderson, Erin; … - In: Journal of marketing 73 (2009) 6, pp. 92-104

Persistent link: https://www.econbiz.de/10008328598

Inconsistencies Among the Constitutive Elements of a Sales Force Control System: Test of a Configuration Theory-Based Performance Prediction

Onyemah, Vincent; Anderson, Erin - In: The journal of personal selling & sales management 29 (2009) 1, pp. 9-24

Persistent link: https://www.econbiz.de/10008170173