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Testing a Life-Cycle Theory of Cooperative Interorganizational Relationships: Movement Across Stages and Performance

Jap, Sandy D.; Anderson, Erin - In: Management Science 53 (2007) 2, pp. 260-275

This research examines the evolution of cooperative interorganizational relationships and provides an empirical test of four propositions from the DSO (Dwyer et al. 1987) life-cycle theory, and one proposition from the RV (Ring and Van de Ven 1994) theory of relationship development. Using...

Persistent link: https://www.econbiz.de/10009204476

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

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

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

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

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

Performance in Principal-Agent Dyads: The Causes and Consequences of Perceived Asymmetry of Commitment to the Relationship

Ross Jr, William T.; Anderson, Erin; Weitz, Barton - In: Management science : journal of the Institute for … 43 (1997) 5, pp. 680-704

Persistent link: https://www.econbiz.de/10006100393

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

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