Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance

Frenzen, Heiko; Hansen, Ann-Kristin; Krafft, Manfred; Mantrala, Murali K.; Schmidt, Simone

doi:10.1016/j.ijresmar.2009.09.006

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Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance

Author(s): Heiko Frenzen , Ann-Kristin Hansen , Manfred Krafft , Murali K. Mantrala , Simone Schmidt

Publication date Created: March 2010

Publication date (Print): March 2010

Journal: International Journal of Research in Marketing

Publisher: Elsevier BV

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Title: International Journal of Research in Marketing

Abbreviated Title: International Journal of Research in Marketing

Publisher: Elsevier BV

ISSN (Print): 01678116

Publication date Created: March 2010

Publication date (Print): March 2010

Volume: 27

Issue: 1

Pages: 58-68

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DOI: 10.1016/j.ijresmar.2009.09.006

SO-VID: 31616613-e975-4994-90f7-82cd7c50bdcb

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Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance

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