Search Results - subject:"price delegation"

Price Delegation in Sales Organizations: An Empirical Investigation

Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - In: BuR - Business Research 1 (2008) 1, pp. 94-104

The allocation of decision rights is an integral component of designing organizational architecture. Economists have long understood the importance of co-locating decision rights with the knowledge that is valuable to those decisions. Following this prescription, marketing scholars have...

Persistent link: https://www.econbiz.de/10010421326

Price Delegation in Sales Organizations: An Empirical Investigation

Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - 2008

Persistent link: https://www.econbiz.de/10009447450

Price Delegation in Sales Organizations: An Empirical Investigation

Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - In: BuR - Business Research 1 (2008) 1, pp. 94-104

Accounting | Finance | Management | Marketing | Operations and Information Systems Price Delegation in Sales … cause centralization to be actually pre- ferred over delegation. First, following the work of Price Delegation in Sales … generally consistent with our conceptualization. Keywords: pricing authority, delegation, determinants of price delegation …

Persistent link: https://www.econbiz.de/10010615505