Delegation of Pricing Authority to the Sales Force: An Agency-Theoretic Perspective of its Determinants and Impact on Performance | Marketing Center Münster

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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, Schmidt Simone

Publication type

Research article (journal)

Peer reviewed

Yes

Publication status

Published

Year

2010

Journal

International Journal of Research in Marketing

Volume

27

Issue

1

Pages range

58-68

Language

English

ISSN

0167-8116