The antecedents of double compensation in concurrent channel systems in business-to-business markets

Journal of Personal Selling and Sales Management

Volumn 28, Issue 2, 2008, Pages 133-144

  Sa Vinhas, Alberto ^a   Anderson, Erin ^b,c  

^a EMORY UNIVERSITY   (United States)

^b Department of International Management ^*

^c INSEAD

Author keywords

[No Author keywords available]

Indexed keywords

EID: 43849111171     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134280202     Document Type: Article

References (35)

1. Achrol, Ravi S., Torger Reve, and Louis W. Stern (1983), "The Environment of Marketing Channel Dyads: A Framework for Comparative Analysis," Journal of Marketing, 47 (Fall), 55-67.
2. Anderson, Erin (1985), "The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis," Marketing Science, 4 (Summer) 234-254.
3. Banerji, Shumeet (1990), "A Theory of Gray Markets: The Case of the Personal Computer Industry," Ph.D. dissertation, Kellogg School of Management, Northwestern University, Evanston, IL.
4. Beersma, Bianca, John R. Hollennbeck, Stephen E. Humphrey, Henry Moon, Donald E. Colon, and Danial R. Ilgen (2003), "Cooperation, Competition and Team Performance: Toward a Contingency Approach," Academy of Management Journal, 46 (5), 572-590.
5. Bergen, Mark, Shantanu Dutta, and Orville C. Walker, Jr. (1992), "Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories," Journal of Marketing, 56 (3), 1-24.
6. Bergen, Jan B. Heide, and Shantanu Dutta (1998), "Managing Gray Markets Through Tolerance of Violations: A Transaction Cost Perspective," Managerial and Decision Economics, 19 (3), 157-165.
7. Brown, Steven P., Kenneth R. Evans, Murali K. Mantrala, and Goutam Challagalla (2005), "Adapting Motivation, Control, and Compensation Research to a New Environment," Journal of Personal Selling & Sales Management, 25, 2 (Spring), 155-167.
8. Campbell, Donald T. (1955), "The Informant in Quantitative Research," American Journal of Sociology, 60 (4), 339-342.
9. Capron, Laurence, and John Hulland (1999), "Redeployment of Brands, Sales Forces, and General Marketing Management Expertise Following Horizontal Acquisitions: A Resource-Based View," Journal of Marketing, 63 (April), 41-54.
10. Churchill, Gilbert A., Neil M. Ford, Orville C. Walker, Mark W. Johnston, and John F. Tanner (2000), Sales Force Management, 6th ed., New York: McGraw-Hill.
11. Coughlan, Anne T., and Chakravarthi Narasimhan (1992), "An Empirical Analysis of Salesforce Compensation Plans," Journal of Business, 65 (1), 93-121.
12. Diamantopoulos, Adamantios, and Heide M. Winklhofer (2001), "Index Construction with Formative Indicators: An Alternative to Scale Development," Journal of Marketing Research, 38 (May), 269-277.
13. Dutta, Shantanu, Mark Bergen, and George John (1994), "The Governance of Exclusive Territories When Dealers Can Bootleg," Marketing Science, 13 (1), 83-99.
14. Dutta, Jan B. Heide, Mark Bergen, and George John (1995), "Understanding Dual Distribution: The Case of Reps and House Accounts," Journal of Law, Economics, & Organization, 11 (1), 189-204.
15. Dwyer, F. Robert, and Sejo Oh (1987), "Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels," Journal of Marketing Research, 34 (November), 347-358.
16. Fornell, Claes, and Fred L. Bookstein (1982), "Two Structural Equation Models: LISREL and PLS Applied to Consumer Exit-Voice Theory," Journal of Marketing Research, 29 (November), 440-452.
17. Iqbal, Zafar, and Lawrence Feick (2003), "Sales Managers' Perceptions of Gray Markets: The Role of Incentives, Channel Dependence, and Type of Gray Market," Journal of Personal Selling & Sales Management, 22, 4 (Fall), 273-283.
18. John, George, and Barton A. Weitz (1988), "Forward Integration into Distribution: An Empirical Test of Transaction Cost Analysis," Journal of Law, Economics, & Organization, 4 (Fall), 121-139.
19. John, George, and Barton A. Weitz (1989), "An Empirical Investigation of the Factors Related to the Use of Salary Versus Incentive Compensation," Journal of Marketing Research, 26 (February), 1-14.
20. Kirti, Sawhney C., and Gary L. Frazier (1996), "Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships," Journal of Marketing Research, 33 (May), 200-210.
21. Kumar, Nirmalya, Lisa K. Scheer, and Jan-Benedict E.M. Steenkamp (1995), "The Effects of Supplier Fairness on Vulnerable Resellers," Journal of Marketing Research, 32 (February), 54-65.
22. Miller, L. Keith, and Robert L. Hamblin (1963), "Interdependence, Differential Rewarding, and Productivity," American Sociological Review, 28 (5), 768-778.
23. Moon, Henry, John R. Hollenbeck, Stephen E. Humphrey, Daniel R. Ilgen, Bradley West, Aleksander Ellis, and Christopher Porter (2004), "Asymmetric Adaptability: Dynamic Team Structures as One-Way Streets," Academy of Management Journal, 47 (5), 681-695.
24. Moriarty, Rowland T., and Ursula Moran (1990), "Managing Hybrid Marketing Systems," Harvard Business Review, 68 (6), 146-155.
25. Nunnally, Jum C. (1978), Psychometric Theory, 2d ed., New York: McGraw-Hill.
26. Podsakoff, Philip M., Scott B. MacKenzie, Jeong-Yeon Lee, and Nathan Podsakoff (2003), "Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies," Journal of Applied Psychology, 88 (5), 879-903.
27. Robertson, Tom, and Hubert Gatignon (1998), "Technology Development: A Transaction Cost Conceptualization," Strategic Management Journal, 19 (6), 515-531.
28. Rossiter, John R. (2002), "The C-OAR-SE Procedure for Scale Development in Marketing," International Journal of Research in Marketing, 19 (4), 305-335.
29. Sa Vinhas, Alberto, and Erin Anderson (2005), "How Potential Conflict Drives Channel Structure: Concurrent (Direct and Indirect) Channels," Journal of Marketing Research, 42 (November), 507-515.
30. Shaw, Charles P. (2003), "Any Split Commission Is a Commission Reduction," Agency Sales, 33 (3), 39-49.
31. Stern, Louis W., Adel El-Ansary, and Anne T. Coughlan (1996), Marketing Channels, 5th ed., Upper Saddle River, NJ: Prentice Hall.
32. Wathne, Kenneth H., and Jan B. Heide (2000), "Opportunism in Interfirm Relationships: Forms, Outcomes and Solutions," Journal of Marketing, 64 (October), 36-51.
33. Weiss, Allen M., and Erin Anderson (1992), "Converting from Independent to Employee Salesforces: The Role of Perceived Switching Costs," Journal of Marketing Research, 23 (February), 101-115.
34. White, J. Chris, P. Rajan Varadarajan, and Peter A. Dacin (2003), "Market Situation Interpretation and Response: The Role of Cognitive Style, Organizational Culture, and Information Use," Journal of Marketing, 67 (July), 63-79.
35. Williamson, Oliver E. (1991), "Comparative Economic Organization: The Analysis of Discrete Structural Alternatives," Administrative Science Quarterly 36 (2), 269-296.