Should you set up your own sales force or should you outsource it? Pitfalls in the standard analysis

Business Horizons

Volumn 48, Issue 1, 2005, Pages 23-36

  Ross Jr , William T ^a   Dalsace, Frédéric ^b   Anderson, Erin ^c  

^a PENNSYLVANIA STATE UNIVERSITY   (United States)

^b HEC PARIS   (France)

^c INSEAD   (France)

Author keywords

Channel governance; Channel management; Direct versus independent; Outsourcing; Sales force management

Indexed keywords

EID: 12144280571     PISSN: 00076813     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.bushor.2004.10.005     Document Type: Article

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