search query: @author Anderson, E. / total: 27
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| Author: | Anderson, E. |
| Title: | Strategic implications of Darwinian economics for selling efficiency and choice of integrated or independent sales forces. |
| Journal: | Management Science
1988 : MAY, VOL. 34:5, p. 599-618 |
| Index terms: | SALESMEN SALES MANAGEMENT ORGANIZATIONAL DESIGN |
| Language: | eng |
| Abstract: | A model is described which summarizes industry decisions, and two propositions are developed. Proposition 1, a simple version, states that efficiency declines as firms depart from the industry rule as to when they should integrate. Proposition 2, a contingent version, states that efficiency declines as firms depart from the industry rule in unpredictable selling environments but that conforming to the rule has no impact in predictable environments. The rationale is that firms learn the environment well enough to know when to depart from the rule in predictable settings but not otherwise. |
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