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

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Cited by:

  1. Miguel Espinosa, 2021. "Labor Boundaries and Skills: The Case of Lobbyists," Management Science, INFORMS, vol. 67(3), pages 1586-1607, March.
  2. Ghasem Zaefarian & Matthew J. Robson & Zhaleh Najafi-Tavani & Stavroula Spyropoulou, 2023. "Relationships of stressors and opportunism in cross-border exchange partnership contexts: When and how monitoring matters," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 54(3), pages 441-475, April.
  3. 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.
  4. Vuylsteke, Alexander & Wen, Zhong & Baesens, Bart & Poelmans, Jonas, 2010. "Consumers' Search for Information on the Internet: How and Why China Differs from Western Europe," Journal of Interactive Marketing, Elsevier, vol. 24(4), pages 309-331.
  5. Sarah Magnotta, 2017. "A Conceptual Framework of A Customer’s Perception of Retail Salesperson Opportunism," International Journal of Business and Social Research, LAR Center Press, vol. 7(11), pages 1-8, November.
  6. Bill McEvily & Akbar Zaheer & Darcy K. Fudge Kamal, 2017. "Mutual and Exclusive: Dyadic Sources of Trust in Interorganizational Exchange," Organization Science, INFORMS, vol. 28(1), pages 74-92, February.
  7. Michael, Steven C., 2007. "Transaction cost entrepreneurship," Journal of Business Venturing, Elsevier, vol. 22(3), pages 412-426, May.
  8. D. Charles Galunic & Erin Anderson, 2000. "From Security to Mobility: Generalized Investments in Human Capital and Agent Commitment," Organization Science, INFORMS, vol. 11(1), pages 1-20, February.
  9. 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.
  10. Francine Lafontaine & Margaret Slade, 2007. "Vertical Integration and Firm Boundaries: The Evidence," Journal of Economic Literature, American Economic Association, vol. 45(3), pages 629-685, September.
  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. Benoit Aubert & Michel Patry & Suzanne Rivard, 1995. "Development of Measures to Assess Dimensions of IS Operation Transactions," CIRANO Working Papers 95s-15, CIRANO.
  13. 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.
  14. 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.
  15. Eric T. Anderson, 2002. "Sharing the Wealth: When Should Firms Treat Customers as Partners?," Management Science, INFORMS, vol. 48(8), pages 955-971, August.
  16. Niesten, Eva & Jolink, Albert, 2012. "Incentives, opportunism and behavioral uncertainty in electricity industries," Journal of Business Research, Elsevier, vol. 65(7), pages 1031-1039.
  17. 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.
  18. Jaroslav KITA & Katarína MÁZIKOVÁ & Marta GROSSMANOVÁ & Pavol KITA, 2012. "Trade practices of retail chains as far as the transaction cost analysis in relationships manufacturer - retailer are concerned in the milk industry," Agricultural Economics, Czech Academy of Agricultural Sciences, vol. 58(6), pages 264-274.
  19. Dahlstrom, Robert & Nygaard, Arne, 2010. "Epilogue: Popperian Perspectives on Transaction Cost Economics and Future Directions of Empirical Research," Journal of Retailing, Elsevier, vol. 86(3), pages 284-290.
  20. Heribert Gierl, 2000. "Opportunismus in langfristigen Geschäftsbeziehungen," Schmalenbach Journal of Business Research, Springer, vol. 52(2), pages 107-140, March.
  21. Han Jiang & Albert A. Cannella & Jie Jiao, 2018. "Does Desperation Breed Deceiver? A Behavioral Model of New Venture Opportunism," Entrepreneurship Theory and Practice, , vol. 42(5), pages 769-796, September.
  22. 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.
  23. 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.
  24. 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.
  25. Davide Vannoni, 1999. "Empirical Studies of Vertical Integration: the Transaction Cost Orthodoxy," CERIS Working Paper 199903, CNR-IRCrES Research Institute on Sustainable Economic Growth - Torino (TO) ITALY - former Institute for Economic Research on Firms and Growth - Moncalieri (TO) ITALY.
  26. Malte Brettel & Andreas Engelen & Thomas Müller & Oliver Schilke, 2011. "Distribution Channel Choice of New Entrepreneurial Ventures," Entrepreneurship Theory and Practice, , vol. 35(4), pages 683-708, July.
  27. 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.
  28. Arturs Kalnins, 2004. "An Empirical Analysis of Territorial Encroachment Within Franchised and Company-Owned Branded Chains," Marketing Science, INFORMS, vol. 23(4), pages 476-489, September.
  29. Gatignon, Aline & Gatignon, Hubert, 2010. "Erin Anderson and the Path Breaking Work of TCE in New Areas of Business Research: Transaction Costs in Action," Journal of Retailing, Elsevier, vol. 86(3), pages 232-247.
  30. 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.
  31. Joan Le Goff, 1996. "Contexte juridique et stratégies relationnelles : le cas des systèmes de distribution de produits industriels," Post-Print hal-03253871, HAL.
  32. Andreas Engelen & Jan Kemper & Malte Brettel, 2010. "Die Wirkung von operativen Marketing-Mix-Fähigkeiten auf den Unternehmenserfolg — Ein 4-Länder-Vergleich," Schmalenbach Journal of Business Research, Springer, vol. 62(7), pages 710-743, November.
  33. Marissa Beck & Fiona Scott Morton, 2021. "Evaluating the Evidence on Vertical Mergers," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 59(2), pages 273-302, September.
  34. Yong-Mi Kim & Hee Joon Song, 2001. "Determinants of Information Systems (IS) Outsourcing in City Government," International Review of Public Administration, Taylor & Francis Journals, vol. 6(2), pages 103-113, December.
  35. Christian Balcells, 2022. "Determinants of firm boundaries and organizational performance: an empirical investigation of the Chilean truck market," Journal of Evolutionary Economics, Springer, vol. 32(2), pages 423-461, April.
  36. 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.
  37. Ertimur, Burçak & Venkatesh, Alladi, 2010. "Opportunism in co-production: Implications for value co-creation," Australasian marketing journal, Elsevier, vol. 18(4), pages 256-263.
  38. Wang, Lei & Zhang, Chun & Jiang, Fuming, 2019. "Matching governance mechanisms with transaction-specific investment types and supplier roles: An empirical study of cross-border outsourcing relationships," International Business Review, Elsevier, vol. 28(2), pages 316-327.
  39. Andaç T. Arıkan, 2020. "Opportunism is in the Eye of the Beholder: Antecedents of Subjective Opportunism Judgments," Journal of Business Ethics, Springer, vol. 161(3), pages 573-589, January.
  40. Seggie, Steven H. & Griffith, David A., 2021. "The moderating effects of economic and strategic relationship value in tolerating active and passive opportunism," Journal of Business Research, Elsevier, vol. 128(C), pages 233-244.
  41. Dmitri Pletnev & Elena Kozlova, 2022. "Employee’s Behavioral Opportunism and Alienation: Exploring the Factors," Contemporary Economics, University of Economics and Human Sciences in Warsaw., vol. 16(1), March.
  42. Yingjie Ju & Yue Wang & Ye Cheng & Jun Jia, 2019. "Investigating the Impact Factors of the Logistics Service Supply Chain for Sustainable Performance: Focused on Integrators," Sustainability, MDPI, vol. 11(2), pages 1-16, January.
  43. Pei-Li Yu, 2019. "Interfirm coopetition, trust, and opportunism: a mediated moderation model," Review of Managerial Science, Springer, vol. 13(5), pages 1069-1092, November.
  44. Crosno, Jody L. & Tong, Pui Ying, 2018. "Just going through the motions? An empirical investigation of control, compliance, and performance in franchisor-franchisee relationships," Journal of Business Research, Elsevier, vol. 92(C), pages 360-373.
  45. Xue, Jinjie & Yuan, Hongping & Shi, Benshan, 2016. "Investigating partners' opportunistic behavior in joint ventures in China: The role of transaction costs and relational exchanges," Journal of Business Research, Elsevier, vol. 69(12), pages 6067-6078.
  46. Olivier Habimana, 2016. "From Coase to Williamson: Evolution, Formalization and Empirics of Transaction Cost Economics," Journal of Social Economics, Research Academy of Social Sciences, vol. 3(1), pages 36-42.
  47. 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.
  48. Brian R. Murtha & Goutam Challagalla & Ajay K. Kohli, 2011. "The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team Members," Management Science, INFORMS, vol. 57(9), pages 1580-1593, February.
  49. Sarah Magnotta, 2017. "A Conceptual Framework of A Customer’s Perception of Retail Salesperson Opportunism," International Journal of Business and Social Research, MIR Center for Socio-Economic Research, vol. 7(11), pages 1-8, November.
  50. 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.
  51. Bhattacharya, Ananya & Singh, Prakash J. & Nand, Alka Ashwini, 2015. "Antecedents of buyer opportunistic behavior in outsourcing relationships," International Journal of Production Economics, Elsevier, vol. 166(C), pages 258-268.
  52. Roland Helm & Martin Kloyer & Christin Aust, 2018. "R&D Collaboration Between Firms: Hard And Soft Antecedents Of Supplier Knowledge Sharing," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 24(01), pages 1-42, December.
  53. Luis Silva Domingo & Teresa Canet-Giner & Ana Redondo-Cano, 2011. "Management control paths: applying levers of control in interorganisational relationships," Documentos de Investigación 65, Universidad ORT Uruguay. Facultad de Administración y Ciencias Sociales.
  54. Sandy D. Jap & Erin Anderson, 2003. "Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism," Management Science, INFORMS, vol. 49(12), pages 1684-1701, December.
  55. 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.
  56. Andersen, Otto & Buvik, Arnt, 2001. "Inter-firm co-ordination: international versus domestic buyer-seller relationships," Omega, Elsevier, vol. 29(2), pages 207-219, April.
  57. Axel v. Werder, 2011. "Corporate Governance and Stakeholder Opportunism," Organization Science, INFORMS, vol. 22(5), pages 1345-1358, October.
  58. Chen, Bintong & Chen, Jing, 2017. "When to introduce an online channel, and offer money back guarantees and personalized pricing?," European Journal of Operational Research, Elsevier, vol. 257(2), pages 614-624.
  59. Hennart, Jean-François, 2010. "Transaction Cost Theory and International Business," Journal of Retailing, Elsevier, vol. 86(3), pages 257-269.
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