Relative explanatory power of agency theory and transaction cost analysis in German salesforces

International Journal of Research in Marketing

Volumn 21, Issue 3, 2004, Pages 265-283

  Krafft, Manfred ^a   Albers, Sönke ^b   Lal, Rajiv ^c  

^a UNIVERSITY OF MÜNSTER   (Germany)

^b UNIVERSITY OF KIEL   (Germany)

^c HARVARD BUSINESS SCHOOL   (United States)

Author keywords

Agency Theory; Direct vs. reps; Germany; Salesforce compensation plans; Transaction Cost Analysis

Indexed keywords

EID: 14844328155     PISSN: 01678116     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ijresmar.2003.11.001     Document Type: Article

References (45)

1. S. Albers Optimization models for salesforce compensation European Journal of Operational Research 89 1996 1-17
2. S. Albers Sales force management - compensation, motivation, selection and training In B. Weitz & R. Wensley (Eds.) Handbook of marketing 2002 Sage Publications London 248-266
3. S. Albers M. Krafft & W. Bielert Global salesforce management: A comparison of German and U.S. practices In G.J. Bauer M.S. Baunchalk T.N. Ingram & R.W. LaForge (Eds.) Emerging trends in sales thought and practice 1998 Quorum Books Westport 302-331
4. Anderson, E. (1984). The salesperson as outside agent or employee: A transaction cost analysis. Working Paper (report no. 84-107). Marketing Science Institute, Cambridge.
5. E. Anderson The salesperson as outside agent or employee: A transaction cost analysis Marketing Science 4 1985 234-254
6. E. Anderson & R.L. Oliver Perspectives on behavior-based versus outcome-based salesforce control systems Journal of Marketing 51 1987, October 76-88
7. A.K. Basu R. Lal V. Srinivasan & R. Staelin Salesforce compensation plans: An agency theoretic perspective Marketing Science 4 1985 267-291
8. M. Bergen S. Dutta & O.C. Walker Agency relationships in marketing: A review of the implications and applications of agency and related theories Journal of Marketing 56 1992, July 1-24
9. L.P. Bucklin & S. Sengupta Organizing successful co-marketing alliances Journal of Marketing 57 1993, April 32-46
10. A.T. Coughlan Salesforce compensation: A review of MS/OR advances In J. Eliashberg & G.L. Lilien (Eds.) Handbook in operations research and management science Marketing vol. 5 1993 North-Holland Amsterdam 611-651
11. A.T. Coughlan & C. Narasimhan An empirical analysis of sales-force compensation plans Journal of Business 65 1992 93-121
12. A.T. Coughlan & S.K. Sen Salesforce compensation: Theory and managerial implications Marketing Science 8 1989 324-342
13. J.A. Dearden & G.L. Lilien On optimal salesforce compensation in the presence of production learning effects International Journal of Research in Marketing 7 1990 179-188
14. K.M. Eisenhardt Control: Organizational and economic approaches Management Science 31 1985 134-149
15. A. Gaba A. Kalra Risk behavior in response to quotas and contests Marketing Science 18 1999 417-434
16. C. Homburg J.P. Workman & H. Krohmer Marketing's influence within the firm Journal of Marketing 63 1999, April 1-17
17. G. John & B. Weitz Salesforce compensation: An empirical investigation of factors related to use of salary versus incentive compensation Journal of Marketing Research 26 1989 1-14
18. M.W. Johnston & G.W. Marshall Churchill/Ford/Walker's sales force management 7th ed. 2003 McGraw-Hill Irwin Boston
19. K. Joseph & M. Kalwani The impact of environmental uncertainty on the design of salesforce compensation plans Marketing Letters 6 1995 183-197
20. K. Joseph & A. Thevaranjan Monitoring and incentives in sales organizations: An agency-theoretic perspective Marketing Science 17 1998 107-123
21. Kienbaum Vergütungsberatung. (1993). Vergütung 1993-Führungs- und Fachkräfte im Außendienst [Compensation 1993-Managers and qualified personnel in salesforces]. Gummersbach (Germany): Kienbaum Personalberatung (in German).
22. Kienbaum Vergütungsberatung. (2002). Vergütungsstudie 2002-Führungs- und Fachkräfte im Außendienst [Compensation study 2002-Managers and qualified personnel in salesforces]. Gummersbach (Germany): Kienbaum Management Consultants (in German).
23. P. Kotler Marketing management 11th ed. 2003 Pearson Education Upper Saddle River, NJ
24. R. Lal Improving channel coordination through franchising Marketing Science 9 1990 299-318
25. R. Lal D. Outland & R. Staelin Salesforce compensation plans: An individual-level analysis Marketing Letters 5 1994 117-130
26. R. Lal & V. Srinivasan Compensation plans for single- and multi-product sales forces: An application of the Holmstrom-Milgrom model Management Science 39 1993 777-793
27. R. Lal & R. Staelin Salesforce compensation plans in environments with asymmetric information Marketing Science 5 1986 179-198
28. A. Menon S.G. Bharadwaj P.T. Adidam & St.W. Edison Antecedents and consequences of marketing strategy making: A model and a test Journal of Marketing 63 1999, April 18-40
29. Verlag Norbert Müller. (1992). Gehälter und Spesen im Außendienst: Untersuchungsbericht über Einkommen, Lohn-Anreizsysteme, Spesenhöhe und Spesenregelung im Außendienst (Salaries and expenses in sales forces: Survey report about total compensation, compensation systems, amount of expenses and expense reimbursement in sales forces). München: Verlag Norbert Müller (in German).
30. M.E. Porter Competitive strategy 1980 The Free Press New York
31. R.C. Rao Compensating heterogeneous salesforces: Some explicit solutions Marketing Science 10 1990 319-341
32. J.S. Raju & V. Srinivasan Quota-based compensation plans for multiterritory heterogeneous salesforces Management Science 42 1996 1454-1462
33. A. Rindfleisch & J.B. Heide Transaction cost analysis: Past, present, and future applications Journal of Marketing 61 1997, October 30-54
34. J.R. Rossiter The C-OARS-E procedure for scale development in marketing International Journal of Research in Marketing 19 4 2002 305-335
35. B. Shapiro Sales program management: Formulation and implementation 1977 McGraw-Hill New York
36. V. Stathakopoulos Sales force control: A synthesis of three theories Journal of Personal Selling & Sales Management 16 2 1996 1-12
37. R.L. Stump & J.B. Heide Controlling supplier opportunism in industrial relationships Journal of Marketing Research 33 1996 431-441
38. N.S. Umanath M.R. Ray & T.L. Campbell The impact of perceived environmental uncertainty and perceived agent effectiveness on the composition of compensation contracts Management Science 39 1993 32-45
39. G. Walker & L. Poppo Profit centers, single-source suppliers, and transaction costs Administrative Science Quarterly 36 1991 66-87
40. C.B. Weinberg An optimal commission plan for salesmen's control over price Management Science 21 1975 937-943
41. O.E. Williamson Markets and hierarchies: Analysis and anti-trust implications 1975 The Free Press New York
42. O.E. Williamson The economics of organization: The transaction cost approach American Journal of Sociology 87 1981 548-577
43. O.E. Williamson The economic institutions of capitalism 1985 The Free Press New York
44. O.E. Williamson Corporate Finance and Corporate Governance The Journal of Finance 43 1988 567-591
45. C. Zhang & V. Mahajan Development of optimal salesforce compensation plans for independent, complementary and substitutable products International Journal of Research in Marketing 12 4 1995 355-362