search query: @indexterm ORGANIZATIONAL RESEARCH / total: 189
reference: 115 / 189
| Author: | Wiltinger, K. |
| Title: | Der Einfluss von Umfeldcharakteristika auf die Delegation von Preiskompetenz an den Aussendienst |
| Journal: | Schmalenbachs Zeitschrift für Betriebswirtschaftliche Forschung
1996 : VOL. 48:11, p. 983-998 |
| Index terms: | PRICING ORGANIZATIONAL DESIGN ORGANIZATIONAL RESEARCH DELEGATION SALESPEOPLE GERMANY |
| Language: | ger |
| Abstract: | In many industries the sales managers tend to delegate pricing authority to the salesforce. Although practitioners interviewed during 14 in-depth-interviews report that this organizational design of the pricing process can jeopardize companies' profits the issue is underresearched so far. The paper introduces a framework for research and contributes to the question which characteristics of the perceived task environment make sales executives delegate pricing authority to the sales force. The framework is based on the findings of contingency perspective of organizational research. Using that framework five hypotheses are presented concerning constructs that were operationalized by multi-item and single-item measures. The hypotheses are tested by a survey on a cross-industry sample of 87 companies and business units. |
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