Frédéric, DALSACE; Erin, ANDERSON; William T., ROSS, Jr. - HEC Paris (École des Hautes Études Commerciales) - 2003
We examine an unusual form of path dependence, in which suppliers that take different decision paths end up in the same position: excessive vertical integration of the personal selling function. We argue that this is the case even though outsourcing is more seriously considered than ever, and...