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The Manufacturers Representative in the Marketing
A TransactionCost Framework
8 other sections not shown
100 The account agent behavior chapter choice coefficient company salesforce complex contract Cumulative Explanation Factor Cyclicality difference difficulty of monitoring direct sales force direct salespeople Disagree discriminant analysis District effect efficiency model employee environmental unpredictability expected factor analysis factor scores firm firm's framework go direct go rep governance mode hierarchy his/her hypothesized impact Importance of non-selling increases industry practice INSA interaction key accounts manufacturers market mode measure monitoring performance needs non-selling activities organization organizational penchant for control percentage practice model price/quality principal problems product line purchase questionnaire questions relationships relative rep and direct rep or direct rep's rep/direct s/he sales manager salesperson selling efficiency selling function small-numbers bargaining span to feedback specificity of assets Standard Deviation statistical power suggested Table task clarity tendency to go territory density territory sales transaction specificity transaction-cost analysis transaction-specific assets transaction-specificity of assets uncertainty vertical integration Williamson