Delegating pricing authority to the sales force: the need for a turnaround in research and practice
C Balan - Pricing and the sales force, 2015 - taylorfrancis.com
Creating customer value is considered a cornerstone of a successful business strategy
(Brandenburger and Stuart, 1996) and a path to high economic returns (Blois and Ramirez …
(Brandenburger and Stuart, 1996) and a path to high economic returns (Blois and Ramirez …
[PDF][PDF] Can Sales Uncertainty Increase Agency Profits?
N Syam, JD Hess, Y Yang - 2013 - papers.ssrn.com
The question of how a firm can extract and use information in principal-agent models has a
long history. We add to this literature in two ways: First we demonstrate that a firm can …
long history. We add to this literature in two ways: First we demonstrate that a firm can …
[DOC][DOC] Can Profits Increase with Uncertainty in a Principal-Agent Model? Implications for the Choice between Generalist and Specialist Sales Structures
N Syam, JD Hess, Y Yang - bauer.uh.edu
The question of how a firm can extract and use information in principal-agent models has a
long history. We add to this literature by showing that a firm can sometimes benefit from …
long history. We add to this literature by showing that a firm can sometimes benefit from …