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Integration in vertical marketing systems : a study on power and contractual relationships between wohlesalers and retailers
Hyvönen, Saara - 1990
Persistent link: https://www.econbiz.de/10013391642
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The sales lead black hole : on sales reps' follow-up of marketing leads
Sabnis, Gaurav; Chatterjee, Sharmila C.; Grewal, Rajdeep; … - In: Journal of marketing 77 (2013) 1, pp. 52-67
Persistent link: https://www.econbiz.de/10009725660
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Manufacturers' reliance on channel intermediaries : value drivers in the presence of a direct web channel
Chung, Chiayin; Chatterjee, Sharmila C.; Sengupta, Sanjit - In: Industrial marketing management : the international … 41 (2012) 1, pp. 40-53
Persistent link: https://www.econbiz.de/10009513225
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Achieving the promise of AI and ML in delivering economic and relational customer value in B2B
Latinovic, Zoran; Chatterjee, Sharmila C. - In: Journal of business research : JBR 144 (2022), pp. 966-974
Persistent link: https://www.econbiz.de/10013185064
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B2B relationship calculus : quantifying resource effects in service-dominant logic
DeLeon, Anthony J.; Chatterjee, Sharmila C. - In: Journal of the Academy of Marketing Science 45 (2017) 3, pp. 402-427
Persistent link: https://www.econbiz.de/10011685005
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Value co-creation : Balancing B2B platform value and potential reverse-value effects
Latinovic, Zoran; Chatterjee, Sharmila C. - In: Journal of business research : JBR 175 (2024), pp. 1-10
Persistent link: https://www.econbiz.de/10014549652
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Manufacturers’ reliance on channel intermediaries: Value drivers in the presence of a direct web channel
Chung, Chiayin; Chatterjee, Sharmila C.; Sengupta, Sanjit - In: Industrial marketing management : the international … 41 (2012) 1, pp. 40-54
Persistent link: https://www.econbiz.de/10009830715
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The salesperson as outside agent or employee : a transaction cost analysis
Anderson, Erin - In: Marketing science : the marketing journal of the … 27 (2008) 1, pp. 70-84
Persistent link: https://www.econbiz.de/10003709028
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Strategic implications of Darwinian economics for selling efficiency and choice of integrated or independent sales forces
Anderson, Erin - In: Management science : journal of the Institute for … 34 (1988) 5, pp. 599-618
Persistent link: https://www.econbiz.de/10001060483
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Transaction costs as determinants of opportunism in integrated and independent sales forces
Anderson, Erin - In: Journal of economic behavior & organization : JEBO 3 (1988), pp. 247-264
Persistent link: https://www.econbiz.de/10001066420