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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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Vertriebsontrolling
Krafft, Manfred; Frenzen, Heiko - In: Handbuch Marketing-Controlling : Effektivität und …, (pp. 611-639). 2006
Persistent link: https://www.econbiz.de/10003409119
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Logistische Regression und Diskriminanzanalyse
Frenzen, Heiko; Krafft, Manfred - In: Handbuch Marktforschung : Methoden, Anwendungen, …, (pp. 607-649). 2008
Persistent link: https://www.econbiz.de/10003573323
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The effects of mailing design characteristics on direct mail campaign performance
Feld, Sebastian; Frenzen, Heiko; Krafft, Manfred; … - In: International journal of research in marketing : IJRM ; … 30 (2013) 2, pp. 143-159
Persistent link: https://www.econbiz.de/10009746288
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Vertriebssteuerung
Frenzen, Heiko; Krafft, Manfred - In: Handbuch Industriegütermarketing : Strategien - …, (pp. 863-890). 2004
Persistent link: https://www.econbiz.de/10002473080
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The Effect of Mailing Design Characteristics on Direct Mail Campaign Performance
Feld, Sebastian - 2012
Designing effective direct mail pieces is considered a key success factor in direct marketing. However, related published empirical research is scarce while design recommendations are manifold and often conflicting. Compared with prior work, our study aims to provide more elaborate and...
Persistent link: https://www.econbiz.de/10013099953
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The effects of mailing design characteristics on direct mail campaign performance
Feld, Sebastian; Frenzen, Heiko; Krafft, Manfred; … - In: International journal of research in marketing : IJRM ; … 30 (2013) 2, pp. 143-159
Persistent link: https://www.econbiz.de/10010098522
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Price Delegation in Sales Organizations: An Empirical Investigation
Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - 2008
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/10009447450
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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
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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