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Erin Anderson · Study
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Author
Erin Anderson
38 works
· latest 2015
· 2 institutions
cluster: provisional
Works
38 shown
Determinants of Pay Levels and Structures in Sales Organizations
SSRN Electronic Journal
·
2015
·
4 authors
·
preprint
·
Open access
39
citations
Inconsistencies among the Constitutive Elements of a Sales Force Control System: Test of a Configuration Theory–Based Performance Prediction
Journal of Personal Selling and Sales Management
·
2009
·
2 authors
50
citations
Can Inaccurate Perceptions in Business-to-Business (B2B) Relationships Be Beneficial?
Marketing Science
·
2008
·
3 authors
43
citations
Testing a Life-Cycle Theory of Cooperative Interorganizational Relationships: Movement Across Stages and Performance
Management Science
·
2007
·
2 authors
318
citations
How right should the customer be?
PubMed
·
2006
·
2 authors
33
citations
How Potential Conflict Drives Channel Structure: Concurrent (Direct and Indirect) Channels
Journal of Marketing Research
·
2005
·
2 authors
139
citations
Sales and Marketing Integration: A Proposed Framework
Journal of Personal Selling and Sales Management
·
2005
·
6 authors
·
Open access
261
citations
The Dark Side of Close Relationships
Dialnet (Universidad de la Rioja)
·
2005
·
2 authors
576
citations
Should you set up your own sales force or should you outsource it? Pitfalls in the standard analysis
Business Horizons
·
2005
·
3 authors
37
citations
Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism
Management Science
·
2003
·
2 authors
·
Open access
693
citations
The New E-Commerce Intermediaries
Dialnet (Universidad de la Rioja)
·
2002
·
1 author
105
citations
Channel Management: Structure, Governance, and Relationship Management
SAGE Publications Ltd eBooks
·
2002
·
2 authors
·
chapter
55
citations
From Security to Mobility: Generalized Investments in Human Capital and Agent Commitment
Organization Science
·
2000
·
2 authors
208
citations
Reputation Management as a Motivation for Sales Structure Decisions
Journal of Marketing
·
1999
·
3 authors
·
Open access
390
citations
Buyer-Supplier Relations in Industrial Markets: When Do Buyers Risk Making Idiosyncratic Investments?
Organization Science
·
1999
·
2 authors
357
citations
Strategic Channel Design
ScholarlyCommons (University of Pennsylvania)
·
1997
·
3 authors
·
Open access
264
citations
Performance in Principal-Agent Dyads: The Causes and Consequences of Perceived Asymmetry of Commitment to the Relationship
Management Science
·
1997
·
3 authors
142
citations
Patterns of Credible Commitments: Territory and Brand Selectivity in Industrial Distribution Channels
Journal of Marketing
·
1997
·
2 authors
197
citations
Transaction Cost Analysis and Marketing
Springer eBooks
·
1996
·
1 author
·
chapter
29
citations
Inducing Multiline Salespeople to Adopt House Brands
Journal of Marketing
·
1995
·
2 authors
123
citations
Behavior- and Outcome-Based Sales Control Systems: Evidence and Consequences of Pure-Form and Hybrid Governance
Journal of Personal Selling and Sales Management
·
1995
·
2 authors
·
Open access
157
citations
An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems
Journal of Marketing
·
1994
·
2 authors
731
citations
Control System and Task Environment Effects on Ethical Judgment: An Exploratory Study of Industrial Salespeople
Organization Science
·
1993
·
2 authors
155
citations
Countertrade and the Minimization of Transaction Costs: An Empirical Examination
The Journal of Law Economics and Organization
·
1993
·
2 authors
38
citations
The Use of Pledges to Build and Sustain Commitment in Distribution Channels
Journal of Marketing Research
·
1992
·
2 authors
3,430
citations
Converting from Independent to Employee Salesforces: The Role of Perceived Switching Costs
Journal of Marketing Research
·
1992
·
2 authors
257
citations
Determinants of Continuity in Conventional Industrial Channel Dyads
Marketing Science
·
1989
·
2 authors
2,369
citations
Competitive Reactions to Market Entry: Explaining Interfirm Differences
Journal of Marketing Research
·
1989
·
3 authors
145
citations
Strategic Implications of Darwinian Economics for Selling Efficiency and Choice of Integrated or Independent Sales Forces
Management Science
·
1988
·
1 author
99
citations
Transaction costs as determinants of opportunism in integrated and independent sales forces
Journal of Economic Behavior & Organization
·
1988
·
1 author
304
citations
The Multinational Corporation's Degree of Control over Foreign Subsidiaries: An Empirical Test of a Transaction Cost Explanation
The Journal of Law Economics and Organization
·
1988
·
2 authors
1,279
citations
Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems
Journal of Marketing
·
1987
·
2 authors
1,197
citations
Industrial Purchasing: An Empirical Exploration of the Buyclass Framework
Journal of Marketing
·
1987
·
3 authors
429
citations
Resource Allocation Behavior in Conventional Channels
Journal of Marketing Research
·
1987
·
3 authors
434
citations
International Market Entry and Expansion Via Independent or Integrated Channels of Distribution
Journal of Marketing
·
1987
·
2 authors
847
citations
Modes of Foreign Entry: A Transaction Cost Analysis and Propositions
Journal of International Business Studies
·
1986
·
2 authors
·
Open access
2,372
citations
The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis
Marketing Science
·
1985
·
1 author
735
citations
Integration of the Sales Force: An Empirical Examination
The RAND Journal of Economics
·
1984
·
2 authors
631
citations