The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis

By Erin Anderson. Marketing science (Providence, R.I.), 2008

551 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/c62f95b4ce16dcfaa96a64e7dd6e34f9daf56c5a

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Citations in the corpus

Hybrid Modes of Organization. Alliances, Joint Ventures, Networks, and Other 'Strange' Animals (2013, background): “…inherent in perceptions of the state of the environment, irrespective of 22 There are some tests on the role of uncertainty in decisions to integrate, e.g., Anderson (1985) and Saussier (2000), who estimated the role of uncertainty in the ‘make’ or ‘buy’ trade-off. its change over time.””
Make, Buy or Ally? Theoretical Perspectives on Knowledge Process Outsourcing Through Alliances (2010, unknown): “Human asset specificity (Anderson, 1985)”
Transaction Cost Economics: An Assessment of Empirical Research in the Social Sciences (2006, unknown): “…a vehicle assembler (Monteverde and Teece 1982a; 1982b), the specificity of the working relationship between a salesperson and his/her organization (Anderson 1985), the specificity of communication between semiconductor product designers and manufacturing engineers (Monteverde 1995), and as far…”
Outsourcing and financial performance: A negative curvilinear effect (2009, result): “, Anderson, 1985). Contrarily, studies grounded in RBV suggest that firms facing uncertainty require greater flexibility; consequently, uncertainty results in a lowered rather than an increased degree of vertical integration, thus more outsourcing. Eisenhardt and Schoonhoven (1996) found, contrary t”
Theory and evidence in internal labor markets (2007, methodology): “Cooperation can be achieved by group-based incentive plans consistent with the argument of Holmstrom and Milgrom (1991) discussed in more detail below, higher skills can be achieved by higher levels of on-the-job training as in the argument of Aoki (1986), while high effort is also a consequence of ”
Make, buy, or ally: A transaction cost theory meta-analysis (2006, background): “Representative measures: Anderson (1985); Heide & John (1990).”
Transaction cost theory: past, present and future (2019, background): “Indeed, Coase was not cited by anymarketing scholar until the 1980s (i.e., Anderson 1985; John 1984; Philips 1982) and since then, most marketing articles that cite Coase do so in conjunction with Williamson (Joshi and Stump 1999; Wathne and Heide 2000; Webster Webster 1992).”
Complexity of Outsourcing Contracts and Ex Post Transaction Costs: An Empirical Investigation (2006, unknown): “Human specific assets are the skills and knowledge that employees working for the outsourcing client need to develop to deal with the supplier (Anderson, 1985; Masten et al., 1991).”