Anderson, Erin - In: Marketing Science 27 (2008) 1, pp. 70-84
transaction cost analysis and the sales force management literature. Data from 13 electronic component manufacturers covering 159 … U.S. sales districts are used to estimate a logistic model of the probability of “going direct” in a given district … sales force. Among other findings, direct sales forces are also associated with complex, hard-to-learn product lines and …