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The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis

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Cited by:

  1. Miguel Espinosa, 2021. "Labor Boundaries and Skills: The Case of Lobbyists," Management Science, INFORMS, vol. 67(3), pages 1586-1607, March.
  2. Claude Ménard, 2013. "Plural Forms of Organization: Where Do We Stand?," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 34(3-5), pages 124-139, April.
  3. Jody Crosno & Chris Manolis & Robert Dahlstrom, 2013. "Toward understanding passive opportunism in dedicated channel relationships," Marketing Letters, Springer, vol. 24(4), pages 353-368, December.
  4. Steven M. Shugan, 2008. "Editorial—Introduction to the Special Classics Issue," Marketing Science, INFORMS, vol. 27(1), pages 9-11, 01-02.
  5. Griffith, David A. & Harmancioglu, Nukhet & Droge, Cornelia, 2009. "Governance decisions for the offshore outsourcing of new product development in technology intensive markets," Journal of World Business, Elsevier, vol. 44(3), pages 217-224, July.
  6. Griessmair, Michele & Hussain, Dildar & Windsperger, Josef, 2014. "Trust and the tendency towards multi-unit franchising: A relational governance view," Journal of Business Research, Elsevier, vol. 67(11), pages 2337-2345.
  7. Duncan Simester & Juanjuan Zhang, 2014. "Why Do Salespeople Spend So Much Time Lobbying for Low Prices?," Marketing Science, INFORMS, vol. 33(6), pages 796-808, November.
  8. Andersson Fredrik, 2011. "Make-or-Buy Decisions and the Manipulability of Performance Measures," The B.E. Journal of Theoretical Economics, De Gruyter, vol. 11(1), pages 1-30, December.
  9. Birger Wernerfelt & Alvin Silk & Shuyi Yu, 2021. "Internalization of Advertising Services: Testing a Theory of the Firm," Marketing Science, INFORMS, vol. 40(5), pages 946-963, September.
  10. Manolis, Chris & Nygaard, Arne & Stillerud, Bård, 1997. "Uncertainty and vertical control: An international investigation," International Business Review, Elsevier, vol. 6(5), pages 501-518, October.
  11. Zhou, Liying & Mao, Hongyi & Zhao, Taiyang & Wang, Valerie Lynette & Wang, Xiaodong & Zuo, Peng, 2022. "How B2B platform improves Buyers’ performance: Insights into platform’s substitution effect," Journal of Business Research, Elsevier, vol. 143(C), pages 72-80.
  12. Claude Ménard, 2012. "Hybrid Modes of Organization. Alliances, Joint Ventures, Networks, and Other 'Strange' Animals," Post-Print halshs-00624291, HAL.
  13. Jacqueline Christensen & Pamela Kent & Tom Smith, 2016. "The decision to outsource risk management services," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 56(4), pages 985-1015, December.
  14. David B. Balkin & Jérôme Côté & Michel Tremblay, 1998. "Explaining Sales Pay Strategy Using Agency, Transaction Cost and Resource Dependence Theories," CIRANO Working Papers 98s-28, CIRANO.
  15. Cao, Wen & Jiang, Bo & Zhou, Deming, 2010. "The effects of demand uncertainty on channel structure," European Journal of Operational Research, Elsevier, vol. 207(3), pages 1471-1488, December.
  16. José Campa & Mauro F. Guillén, 1999. "The Internalization of Exports: Firm- and Location-Specific Factors in a Middle-Income Country," Management Science, INFORMS, vol. 45(11), pages 1463-1478, November.
  17. Francine Lafontaine & Margaret Slade, 2007. "Vertical Integration and Firm Boundaries: The Evidence," Journal of Economic Literature, American Economic Association, vol. 45(3), pages 629-685, September.
  18. repec:dgr:rugsom:03g23 is not listed on IDEAS
  19. Jorge Luis Sánchez‐Navarro & Narciso Arcas‐Lario & Miguel Hernández‐Espallardo, 2024. "Identifying the antecedents of opportunism in agri‐food cooperatives: a comparative analysis between first‐ and second‐tier cooperatives," Annals of Public and Cooperative Economics, Wiley Blackwell, vol. 95(1), pages 201-223, March.
  20. repec:wsi:acsxxx:v:21:y:2019:i:08:n:s1363919619500130 is not listed on IDEAS
  21. Patterson, Paul M. & Richards, Timothy J., 2001. "Retail Contracting And Grower Prices," 2001 Annual meeting, August 5-8, Chicago, IL 20534, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
  22. Belich, Thomas J. & Dubinsky, Alan J., 1995. "Factors related to information acquisition in exporting organizations," Journal of Business Research, Elsevier, vol. 33(1), pages 1-11, May.
  23. Michael Waldman, 2012. "Theory and Evidence in Internal LaborMarkets [The Handbook of Organizational Economics]," Introductory Chapters,, Princeton University Press.
  24. Francine Lafontaine & Margaret E. Slade, 1998. "Incentive Contracting and the Franchise Decision," NBER Working Papers 6544, National Bureau of Economic Research, Inc.
  25. Buvik, Arnt & Grønhaug, Kjell, 2000. "Inter-firm dependence, environmental uncertainty and vertical co-ordination in industrial buyer-seller relationships," Omega, Elsevier, vol. 28(4), pages 445-454, August.
  26. Rao, P. M., 2001. "The ICT revolution, internationalization of technological activity, and the emerging economies: implications for global marketing," International Business Review, Elsevier, vol. 10(5), pages 571-596, October.
  27. Liu, Yunchuan & Tyagi, Rajeev K., 2017. "Outsourcing to convert fixed costs into variable costs: A competitive analysis," International Journal of Research in Marketing, Elsevier, vol. 34(1), pages 252-264.
  28. Habib, Michel, 2015. "Multifaceted Transactions, Incentives, and Organizational Form," CEPR Discussion Papers 10432, C.E.P.R. Discussion Papers.
  29. Foss, Nicolai J. & Laursen, Keld, 2005. "Performance pay, delegation and multitasking under uncertainty and innovativeness: An empirical investigation," Journal of Economic Behavior & Organization, Elsevier, vol. 58(2), pages 246-276, October.
  30. Thomas R. Berry‐Stölzle & Muhammed Altuntas, 2010. "Feature Article: A Resource‐Based Perspective on Business Strategies of Newly Founded Subsidiaries: The Case of German Pensionsfonds," Risk Management and Insurance Review, American Risk and Insurance Association, vol. 13(2), pages 173-193, September.
  31. Ajay Kalra & Mengze Shi, 2001. "Designing Optimal Sales Contests: A Theoretical Perspective," Marketing Science, INFORMS, vol. 20(2), pages 170-193, December.
  32. Valeria Gattai, 2006. "From the Theory of the Firm to FDI and Internalisation: A Survey," Giornale degli Economisti, GDE (Giornale degli Economisti e Annali di Economia), Bocconi University, vol. 65(2), pages 225-262, November.
  33. Meng LI, 2010. "Determinants of exporting channel integration: an interaction approach," Management & Marketing, Economic Publishing House, vol. 5(1), Spring.
  34. Krafft, Manfred, 1997. "An empirical investigation of the antecedents of salesforce control systems," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 454, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  35. Alberto Sa Vinhas, 2022. "Plural forms and dual distribution: the “external” party’s perspective and the role of path dependency," Marketing Letters, Springer, vol. 33(3), pages 443-469, September.
  36. Jaffe, Eugene Donald & Yi, Ling, 2007. "What are the drivers of channel length? Distribution reform in The People's Republic of China," International Business Review, Elsevier, vol. 16(4), pages 474-493, August.
  37. Kyle J. Mayer & Jack A. Nickerson, 2005. "Antecedents and Performance Implications of Contracting for Knowledge Workers: Evidence from Information Technology Services," Organization Science, INFORMS, vol. 16(3), pages 225-242, June.
  38. Dildar Hussain & Marijana Sreckovic & Josef Windsperger, 2018. "An organizational capability perspective on multi-unit franchising," Small Business Economics, Springer, vol. 50(4), pages 717-727, April.
  39. Niesten, Eva & Jolink, Albert, 2012. "Incentives, opportunism and behavioral uncertainty in electricity industries," Journal of Business Research, Elsevier, vol. 65(7), pages 1031-1039.
  40. Yusong Wang & David Bell & V. Padmanabhan, 2009. "Manufacturer-owned retail stores," Marketing Letters, Springer, vol. 20(2), pages 107-124, June.
  41. Hüseyin Tanriverdi & Prabhudev Konana & Ling Ge, 2007. "The Choice of Sourcing Mechanisms for Business Processes," Information Systems Research, INFORMS, vol. 18(3), pages 280-299, September.
  42. Franken, Jason R.V. & Pennings, Joost M.E. & Garcia, Philip, 2009. "Do Transaction Costs and Risk Preferences Influence Marketing Arrangements in the Illinois Hog Industry?," Journal of Agricultural and Resource Economics, Western Agricultural Economics Association, vol. 34(2), pages 1-19, August.
  43. Wu, Lei-Yu & Chen, Po-Yuan & Chen, Kuan-Yang, 2015. "Why does loyalty–cooperation behavior vary over buyer–seller relationship?," Journal of Business Research, Elsevier, vol. 68(11), pages 2322-2329.
  44. Dahlstrom, Robert & Nygaard, Arne, 2010. "Epilogue: Popperian Perspectives on Transaction Cost Economics and Future Directions of Empirical Research," Journal of Retailing, Elsevier, vol. 86(3), pages 284-290.
  45. de Jong, G. & Nooteboom, B., 2001. "The Causality of Supply Relationships," ERIM Report Series Research in Management ERS-2001-73-ORG, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  46. Abel P. Jeuland & Steven M. Shugan, 2008. "Commentary—Managing Channel Profits," Marketing Science, INFORMS, vol. 27(1), pages 49-51, 01-02.
  47. Arturs Kalnins, 2017. "Pricing Variation Within Dual-Distribution Chains: The Different Implications of Externalities and Signaling for High- and Low-Quality Brands," Management Science, INFORMS, vol. 63(1), pages 139-152, January.
  48. Peter G. Klein, 2010. "Vertical Integration," Chapters, in: Peter G. Klein & Michael E. Sykuta (ed.), The Elgar Companion to Transaction Cost Economics, chapter 17, Edward Elgar Publishing.
  49. Henry Tosi, 2008. "Quo Vadis? Suggestions for future corporate governance research," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 12(2), pages 153-169, May.
  50. Affuso, L., 2000. "Intra-Firm Retail Contracting: Survey Evidence from the UK'," Cambridge Working Papers in Economics 0022, Faculty of Economics, University of Cambridge.
  51. Richard Carter, 2012. "Transaction Cost Empirical Work," Chapters, in: Michael Dietrich & Jackie Krafft (ed.), Handbook on the Economics and Theory of the Firm, chapter 13, Edward Elgar Publishing.
  52. John M. de Figueiredo & James J. Kim, 2004. "When Do Firms Hire Lobbyists? The Organization of Lobbying at the Federal Communications Commission," NBER Working Papers 10553, National Bureau of Economic Research, Inc.
  53. Marta Fernández-Olmos & Jorge Rosell-Martínez & Manuel A. Espitia-Escuer, 2009. "Vertical integration in the wine industry: a transaction costs analysis on the Rioja DOCa," Agribusiness, John Wiley & Sons, Ltd., vol. 25(2), pages 231-250.
  54. Ross, William Jr. & Dalsace, Frederic & Anderson, Erin, 2005. "Should you set up your own sales force or should you outsource it? Pitfalls in the standard analysis," Business Horizons, Elsevier, vol. 48(1), pages 23-36.
  55. Wenchuan Liu & James P. Guthrie & Patrick C. Flood & Sarah Maccurtain, 2009. "Unions and the Adoption of High Performance Work Systems: Does Employment Security Play a Role?," ILR Review, Cornell University, ILR School, vol. 63(1), pages 109-127, October.
  56. Artz, Kendall W. & Brush, Thomas H., 2000. "Asset specificity, uncertainty and relational norms: an examination of coordination costs in collaborative strategic alliances," Journal of Economic Behavior & Organization, Elsevier, vol. 41(4), pages 337-362, April.
  57. Kyle J. Mayer & Jack A. Nickerson & Hideo Owan, 2004. "Are Supply and Plant Inspections Complements or Substitutes? A Strategic and Operational Assessment of Inspection Practices in Biotechnology," Management Science, INFORMS, vol. 50(8), pages 1064-1081, August.
  58. Alberto Sa Vinhas & Sharmila Chatterjee & Shantanu Dutta & Adam Fein & Joseph Lajos & Scott Neslin & Lisa Scheer & William Ross & Qiong Wang, 2010. "Channel design, coordination, and performance: Future research directions," Marketing Letters, Springer, vol. 21(3), pages 223-237, September.
  59. Krafft, Manfred, 1995. "Handelsvertreter oder Reisende? Eine Überprüfung von Hypothesen der neuen Institutionenlehre zur Absatzformwahl," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 370, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  60. Wu, Lei-Yu & Chen, Kuan-Yang & Chen, Po-Yuan & Tung, Pei-Ju, 2016. "Revisiting associations between specific asset investment and loyal and cooperative behavior: A complexity theory perspective," Journal of Business Research, Elsevier, vol. 69(9), pages 3545-3552.
  61. Ronald Coase, 2006. "The Conduct of Economics: The Example of Fisher Body and General Motors," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 15(2), pages 255-278, June.
  62. Krämer, Martin & Desernot, Christina & Alavi, Sascha & Schmitz, Christian & Brüggemann, Felix & Wieseke, Jan, 2022. "The role of salespeople in industrial servitization: How to manage diminishing profit returns from salespeople’s increasing industrial service shares," International Journal of Research in Marketing, Elsevier, vol. 39(4), pages 1235-1252.
  63. Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.
  64. Malte Brettel & Andreas Engelen & Thomas Müller & Oliver Schilke, 2011. "Distribution Channel Choice of New Entrepreneurial Ventures," Entrepreneurship Theory and Practice, , vol. 35(4), pages 683-708, July.
  65. Gonzalez-Diaz, Manuel & Arrunada, Benito & Fernandez, Alberto, 2000. "Causes of subcontracting: evidence from panel data on construction firms," Journal of Economic Behavior & Organization, Elsevier, vol. 42(2), pages 167-187, June.
  66. Manuel González & Benito Arruñada & Alberto Fernández, 1997. "La decisión de subcontratar: el caso de las empresas constructoras," Investigaciones Economicas, Fundación SEPI, vol. 21(3), pages 501-521, September.
  67. Arne Nygaard, 2022. "From Linear to Circular Economy: a Transaction Cost Approach to the Ecological Transformation of the Firm," Circular Economy and Sustainability, Springer, vol. 2(3), pages 1127-1142, September.
  68. Lajili, Kaouthar & Mahoney, Joseph T., 2005. "Revisiting Agency and Transaction Costs Theory Predictions on Vertical Financial Ownership and Contracting: Electronic Integration as an Organizational Form Choice," Working Papers 05-0106, University of Illinois at Urbana-Champaign, College of Business.
  69. Arturs Kalnins, 2004. "An Empirical Analysis of Territorial Encroachment Within Franchised and Company-Owned Branded Chains," Marketing Science, INFORMS, vol. 23(4), pages 476-489, September.
  70. Ryu, Sungmin & Kabadayi, Sertan & Chung, Christina, 2007. "The relationship between unilateral and bilateral control mechanisms:The contextual effect of long-term orientation," Journal of Business Research, Elsevier, vol. 60(7), pages 681-689, July.
  71. Claude Ménard, 2004. "The Economics of Hybrid Organizations," Journal of Institutional and Theoretical Economics (JITE), Mohr Siebeck, Tübingen, vol. 160(3), pages 345-376, September.
  72. Kim, Keysuk, 2001. "On the effects of customer conditions on distributor commitment and supplier commitment in industrial channels of distribution," Journal of Business Research, Elsevier, vol. 51(2), pages 87-99, February.
  73. Gatignon, Aline & Gatignon, Hubert, 2010. "Erin Anderson and the Path Breaking Work of TCE in New Areas of Business Research: Transaction Costs in Action," Journal of Retailing, Elsevier, vol. 86(3), pages 232-247.
  74. Aric Rindfleisch & Kersi Antia & Janet Bercovitz & James Brown & Joseph Cannon & Stephen Carson & Mrinal Ghosh & Susan Helper & Diana Robertson & Kenneth Wathne, 2010. "Transaction costs, opportunism, and governance: Contextual considerations and future research opportunities," Marketing Letters, Springer, vol. 21(3), pages 211-222, September.
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  80. repec:hal:wpaper:halshs-00624291 is not listed on IDEAS
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  84. Luis Garicano & Steven N. Kaplan, 2001. "The Effects of Business-to-Business E-Commerce on Transaction Costs," NBER Chapters, in: E-commerce, pages 463-485, National Bureau of Economic Research, Inc.
  85. Fernandez-Olmos, Marta & Rosell-Martinez, Jorge & Espitia-Escuer, Manuel Antonio, 2008. "Quality and governance mode choice: a transaction cost approach to the wine industry," 2008 International Congress, August 26-29, 2008, Ghent, Belgium 44266, European Association of Agricultural Economists.
  86. Chen, Homin & Chen, Tain-Jy, 2003. "Governance structures in strategic alliances: transaction cost versus resource-based perspective," Journal of World Business, Elsevier, vol. 38(1), pages 1-14, February.
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  88. Garen, John, 1998. "Self-employment, pay systems, and the theory of the firm: An empirical analysis," Journal of Economic Behavior & Organization, Elsevier, vol. 36(2), pages 257-274, August.
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  97. Cicala, John E. & Bush, Alan J. & Sherrell, Daniel L. & Deitz, George D., 2014. "Does transparency influence the ethical behavior of salespeople?," Journal of Business Research, Elsevier, vol. 67(9), pages 1787-1795.
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