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OUTSOURCING

SALES FUNCTION
REAL COST OF FIELD SALES

Erin Anderson
Trinkle

THOIVISON

Australia Canada Mexico Singapore Spain United ingdom United States


2006

111.339.1

65

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Linder, jane, Susan Cantrell, and Scott Crist (2002), 8usiess
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for Strategic Change.
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Big Rep with Reps," E/ectroic Busi-



...
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27. Anderson,

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the Real Channel Manager Please Stand Up?" Busiess Horizos,

20:1,61-68.

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Lodish, Leonard (1980), " User-Oriented Mode\ for Sales Force Size, Product,
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Aycopcu

1. Anderson,

Erin, Leonard . Lodish, and Barton Weitz (1987), "Resource Allocation Behavior in Conventional Channels", Joural of
Marketig Research, 24, , 85-97.
: - 1 , - 4 , - 2 , - 6 , - , - 1 ,
- , 3 - 6 , 20 1155.
. ,
.



20 .

2.

3. , 7% . 7,7% (0,7X1,1),
- 8,32 % (0,0771,08).

4. , Peter (1999), The New Dl at Work. Boston: HBS Press.


, Peter (2000), " Market-Driven
Talent",

Approach

to Retaining

Harvard Busiess Review, 46 (1), 45-55.

5. Anderson,

Erin, and Thomas S. Robertson (1995), "Inducing MultiLine Salespeople to Adopt House Brands", Joural of Marketig,


,
- . - ,
. , ,
.
.

59, , 16-31.
6. John, George, and Torger Reve (1982), "The Reliability

and Validity of Informant Data from Dyadic Relationships


in keting Channels", Joural of Marketig Research, 19, ,

517-524

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1. Chinander,

. ., and . . Schweitzer, "The Input Bias: The Misuse


of Input Information in judgments of Outcomes," (2003), Orgaiza-

tioa/ Behavior ad u Decisio Processes.


2. Narus,

james ., and james


Distributor Performance through

C.Anderson
(1988),
Channel Positioning,"

"Strengthen

S/oa -

ageet Review, 29 (4), 31-40.


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Erin, Leonard . Lodish, and Barton Weitz (1987),


"Resource Allocation Behavior in Conventional Channels," Joura/ of
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4. james, Harvey S. (2002), "The Trust Paradox: Survey of Economic


Inquiries in the Nature ofrust and Trustworthiness,"
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York: Oxford University Press.

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5. Weiss, lI ., Erin Anderson, and Deborah J.Maclnnis (1999),


"Reputation Management as Motive for 5ales 5tructure Decisions,"
]ora/ of Marketig, 6, , 74-89.

, Jeffrey ., and Wujin Chu (2003), "The Role of Trustworthiness in Reducing Transaction Costs and Improving Perfor: Empirical Evidence from the United 5tates, Japan, and
," Orgaizatio Sciece, 14 (1), 57-68.

6. Jap, 5andy ., and Erin Anderson (2003), "5afeguarding Interorganizational Performance and Continuity Under Post Opportunism,"
Maageet Sciece, 49, , 1684-1701.

, Jeffery ., and 5ingh (1998), "The Relational View:


Cooperative 5trategy and 50urces of Interorganizational
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Trust Matter? Exploring the Effects of Interorganizational
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Ross, WilIiam ., Erin Anderson, and Barton Weitz (1997), "Perfor


in Principal-Agent Dyads: The Causes and Consequences of Perceived Asymmetry of Commitment to the Relation
ship," Maageet Sciece, 43, , 680-704.

Heide, Jan ., and 5. Miner (1992), "The 5hadow ofthe Future:


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-5ll Cooperation," Acadey of Maageet ]/, 35 (2), 265-291.

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3 Adler, ! 5., and 5eik-Woo Kwon (2002), "50cial Capital: Prospects
for New Concept," Acadey of Maageet Review, 27 (1), 17-40.

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12. Heide, Jan ., and George John (1988), "The Role of Dependence
Balancing in 5afeguarding Transaction-5pecific
Assets in Conventional Channels," ]ora/ of Marketig, 52 (1), 20-35.

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.
INSEAD, , , 1994 .
,

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412

413

Journal

01 Marketing
Research; Management Science; Marketing Science; Rand Journal 01
Economics; Journal 01 Economic Behavior and Organization; Journal
01Law, Economics and Organization; Organization Science;Journal 01
International Business Sloan Management Review.

, Journal 01 Marketing; Journal 01Marketing Research Journal 01

, ,
.
INSEAD
' 'U6''uuu , .
.

Research in Marketing.

,

:
Coughlan. ., Erin Anderson. Louis W.Stern. and Adell. EI-Ansary
(2001), Marketig Chae/s. 6th edition. Englewood Cliffs, NJ: Prentice, Website: http://www.mc6e.com.


(lSBN 85-7307-974-6)
(lSBN 7-505-8258-6).


,
Dupont, Air Liquide, LaFarge Alcatel, ,
Time and Electronics, Motorol1a Cel1ular Systems
Philips Lightning. , ,
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1982 Anderson
-. INSEAD - ,
1982 .
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143200, . , . , 93.

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