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Transaction costs as determinants of opportunism in integrated and independent sales forces

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  • Anderson, Erin
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    Article provided by Elsevier in its journal Journal of Economic Behavior & Organization.

    Volume (Year): 9 (1988)
    Issue (Month): 3 (April)
    Pages: 247-264

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    Handle: RePEc:eee:jeborg:v:9:y:1988:i:3:p:247-264

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    Cited by:
    1. Coles, Jerilyn W. & Hesterly, William S., 1998. "Transaction costs, quality, and economies of scale: examining contracting choices in the hospital industry," Journal of Corporate Finance, Elsevier, vol. 4(4), pages 321-345, December.
    2. Tomassen, Sverre & Benito, Gabriel R.G., 2009. "The costs of governance in international companies," International Business Review, Elsevier, vol. 18(3), pages 292-304, June.
    3. Pitt, Leyland F. & Foreman, Susan K., 1999. "Internal Marketing Role in Organizations: A Transaction Cost Perspective," Journal of Business Research, Elsevier, vol. 44(1), pages 25-36, January.
    4. Buvik, Arnt & Grønhaug, Kjell, 2000. "Inter-firm dependence, environmental uncertainty and vertical co-ordination in industrial buyer-seller relationships," Omega, Elsevier, vol. 28(4), pages 445-454, August.
    5. Parente, Ronaldo & Choi, Byeongyong Paul & Slangen, Arjen H.L. & Ketkar, Sonia, 2010. "Distribution system choice in a service industry: An analysis of international insurance firms operating in the United States," Journal of International Management, Elsevier, vol. 16(3), pages 275-287, September.
    6. Aric Rindfleisch & Kersi Antia & Janet Bercovitz & James Brown & Joseph Cannon & Stephen Carson & Mrinal Ghosh & Susan Helper & Diana Robertson & Kenneth Wathne, 2010. "Transaction costs, opportunism, and governance: Contextual considerations and future research opportunities," Marketing Letters, Springer, vol. 21(3), pages 211-222, September.
    7. Jody Crosno & Chris Manolis & Robert Dahlstrom, 2013. "Toward understanding passive opportunism in dedicated channel relationships," Marketing Letters, Springer, vol. 24(4), pages 353-368, December.
    8. Mahoney, Joseph T. & McNally, Regina C., 2004. "Explaining and Predicting the Choice of Organizational Form: Integrating Performance Ambiguity and Asset Specificity Effects," Working Papers 04-0109, University of Illinois at Urbana-Champaign, College of Business.
    9. Andersen, Otto & Buvik, Arnt, 2001. "Inter-firm co-ordination: international versus domestic buyer-seller relationships," Omega, Elsevier, vol. 29(2), pages 207-219, April.
    10. Anne Yvrande, 2000. "The New British Railways Structure A Transaction Cost Economics Analysis," DRUID Working Papers 00-5, DRUID, Copenhagen Business School, Department of Industrial Economics and Strategy/Aalborg University, Department of Business Studies.
    11. Sako, Mari & Helper, Susan, 1998. "Determinants of trust in supplier relations: Evidence from the automotive industry in Japan and the United States," Journal of Economic Behavior & Organization, Elsevier, vol. 34(3), pages 387-417, March.
    12. Timothy Hawkins & Michael Gravier & Edward Powley, 2011. "Public Versus Private Sector Procurement Ethics and Strategy: What Each Sector can Learn from the Other," Journal of Business Ethics, Springer, vol. 103(4), pages 567-586, November.
    13. Davide Vannoni, 1999. "Empirical Studies of Vertical Integration: the Transaction Cost Orthodoxy," CERIS Working Paper 199903, Institute for Economic Research on Firms and Growth - Moncalieri (TO).
    14. Niesten, Eva & Jolink, Albert, 2012. "Incentives, opportunism and behavioral uncertainty in electricity industries," Journal of Business Research, Elsevier, vol. 65(7), pages 1031-1039.
    15. Aubert, B. A. & Rivard, S. & Patry, M., 1996. "Development of measures to assess dimensions of IS operation transactions," Omega, Elsevier, vol. 24(6), pages 661-680, December.
    16. Michael, Steven C., 2007. "Transaction cost entrepreneurship," Journal of Business Venturing, Elsevier, vol. 22(3), pages 412-426, May.
    17. Sharon Horsky & Steven C. Michael & Alvin J. Silk, 2008. "The Internalization of Advertising Services: An Inter-IndustryAnalysis," Harvard Business School Working Papers 09-007, Harvard Business School.
    18. Kaouthar Lajili & Joseph T. Mahoney, 2006. "Revisiting agency and transaction costs theory predictions on vertical financial ownership and contracting: electronic integration as an organizational form choice," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 27(7), pages 573-586.
    19. Lafontaine, Francine & Slade, Margaret, 2007. "Vertical Integration and Firm Boundaries : The Evidence," The Warwick Economics Research Paper Series (TWERPS) 799, University of Warwick, Department of Economics.
    20. Lajili, Kaouthar & Mahoney, Joseph T., 2005. "Revisiting Agency and Transaction Costs Theory Predictions on Vertical Financial Ownership and Contracting: Electronic Integration as an Organizational Form Choice," Working Papers 05-0106, University of Illinois at Urbana-Champaign, College of Business.

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