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| Tekijä: | Alberts, S. Krafft, M. |
| Otsikko: | Zur relativen Aussagekraft und Eignung von Ansätzen der Neuen Institutionenlehre für die Absatzformwahl sowie die Entlohnung von Verkaufsaussendienstmitarbeitern |
| Lehti: | Zeitschrift für Betriebswirtschaft
1996 : VOL. 66:11, p. 1383-1407 |
| Asiasana: | SALESPEOPLE AGENCY THEORY TRANSACTION COSTS EMPIRICAL RESEARCH COMPENSATION COMPARATIVE RESEARCH |
| Kieli: | ger |
| Tiivistelmä: | This paper deals with the problems of choosing between employed salespersons and independent sales representatives as well as of designing optimal compensation plans for employed salespersons. The authors discuss results of five empirical studies with respect to hypotheses developed from Principal Agent Theory (PAT) and Transaction Costs Analysis (TCA). They find that PAT-specific variables only significantly explain for the variance in compensation schemes, while TCA only contributes to the explanation of the choice of employed or independent salespersons. Therefore, these theories should only be applied to their core area. Furthermore, PAT-variables mostly show coefficients contrary to what has been hypothesized even in PAT's core area of designing optimal compensation plans. |
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