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| Author: | Krafft, M. Albers, S. Lal, R. |
| Title: | Relative explanatory power of agency theory and transaction cots analysis in German salesforces |
| Journal: | International Journal of Research in Marketing
2004 : VOL. 21:3, p.265-283 |
| Index terms: | Agency theory Compensation Salesmen Transaction costs |
| Freeterms: | Salesforce compensation plan |
| Language: | eng |
| Abstract: | The paper takes an integrated view of transaction cost analysis and agency theory in order to study the direct salesforce vs. rep decision and the design of compensation plans. The authors try to estimate the relative explanatory power of the two frameworks for each of the two decisions. |
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