Should you set up your own sales force or should you outsouce it? The standard analysis uses a cost basis to answer this question. It assumes that the direct sales force is largely a fixed cost and that the outsourced sales force is largely a cost that varies with sales. It then calculates the...

Inter-organizational communities of practice (IOCoPs) are today an emergent research topic and studies in this area are still in an exploratory phase. Theoretical mechanisms are vaguely specified and empirical studies are incipient. For this reason, this paper firstly aims at presenting the...

There is growing sentiment in the marketing community that our society holds an increasingly unfavorable view of the marketing profession. However, this sentiment is largely based on anecdotal and experiential evidence. In response, the authors use content analysis of the general press to...

Choice options almost always have some information that is unavailable. Some researchers have argued that consumers do not form inferences in these situations, while others have shown that consumers rely on existing attributes to infer missing ones. This paper focuses on what happens to choices...

This note raises questions about two of the results of Hogarth and Makridakis (Hogarth, R. M., S. Makridakis. 1981. The value of decision making in a complex environment: An experimental approach. Management Sci. 27 93--107.) based on a lack of statistical support and inadequate consideration of...

Interconnecting distinct electricity markets by adding a new transmission line affects the outcomes in these markets in a complicated way when there is uncertainty in demand or participant behaviour. We use market distribution functions to examine the effects of interconnection using a single...

Interconnecting distinct electricity markets by adding a new transmission line affects the outcomes in these markets in a complicated way when there is uncertainty in demand or participant behaviour. We use market distribution functions to examine the effects of interconnection using a single...

The literature on chief executive officers (CEOs) established that economics and sociological rationales are both essential to understand the level and structure of CEOs' compensation. Our thesis is that internal "transaction costs" or frictions override strictly economic criteria to determine...

A “frontier issue” in international marketing is the appropriate choice of entry mode in foreign markets. The objective of this paper is to offer a transaction cost framework for investigating the entry mode decision. This framework provides 1) a theoretical basis for systematically...