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

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

Cite as

Frenzen, H., Hansen, A.-K., Krafft, M., Mantrala, M., & Schmidt, S. (2010). Delegation of Pricing Authority to the Sales Force: An Agency-Theoretic Perspective of its Determinants and Impact on Performance. International Journal of Research in Marketing, 27(1), 58–68.

Details

Publication type

Research article (journal)

Peer reviewed

Yes

Publication status

Published

Year

2010

Journal

International Journal of Research in Marketing

Volume

27

Issue

1

Start page

58

End page

68

Language

English

ISSN

0167-8116