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An empirical investigation of the antecedents of salesforce control systems
Krafft, Manfred - 1997
11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German...
Persistent link: https://www.econbiz.de/10011745184
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An empirical investigation of the antecedents of salesforce control systems
Krafft, Manfred - 1997
Persistent link: https://www.econbiz.de/10011735683
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Delegation of pricing authority to the sales force : an agency-theoretic perspective of its determinants and impact on performance/ Heiko Frenzen; Ann-Kristin Hansen; Manfred Kraff...
Frenzen, Heiko; Hansen, Ann-Kristin; Krafft, Manfred; … - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 58-68
Persistent link: https://www.econbiz.de/10003960762
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Compensation and control systems : a new application of vertical dyad linkage theory
Krafft, Manfred; DeCarlo, Thomas E.; Poujol, F. Juliet; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 107-115
Persistent link: https://www.econbiz.de/10009505518
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Price deregulation in sales organizations : an empirical investigation
Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - In: 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/10003716159
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When and how information and communication technology orientation affects salespeople's role stress : the interplay of salesperson characteristics and environmental complexity
Kramer, Victoria; Krafft, Manfred - In: European journal of marketing 57 (2023) 3, pp. 659-682
Persistent link: https://www.econbiz.de/10014225994
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An empirical investigation of the antecedents of salesforce control systems
Krafft, Manfred - 1997
11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German...
Persistent link: https://www.econbiz.de/10011583026
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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