Publications

Articles

Should You Set Up Your Own Sales Force or Should You Outsource It ? Pitfalls in the Standard Analysis

W. Ross, F. DALSACE, E. Anderson

Business Horizons

January-February 2005, vol. 48, n°1, pp.23-36

Departments: Marketing

Keywords: Channel management, Sales force management, Outsourcing, Channel governance, Direct versus independent


Should you set up your own sales force or should you outsource it? The standard analysis is cost based and assumes that the direct sales force is a fixed cost and that the outsourced sales force's cost varies with sales. The standard analysis then calculates the sales volume at which the direct sales force's costs equal the outsourced sales force's costs and suggests that for sales volume above that quantity, firms should use a direct sales force. This analysis has two problems. First, several other cost factors are not considered in the standard analysis. Second, the standard analysis considers only cost, ignoring coverage efficiency and selling effectiveness differences between the two sales forces. Both problems will be detailed and developed in this paper

Word-of-Mouth in Virtual Communities: A Netnographic Analysis

K. DE VALCK

Advances in Consumer Research

2005, vol. 33, pp.573-575

Departments: Marketing, GREGHEC (CNRS)


Books

Stratégie, structure, décision, identité : politique générale d'entreprise

translated in French from Stratégie, structure, décision, identité : politique générale d'entreprise, Dunod, Paris, 1997

les membres du département Stratégie et Politique d'Entreprise, sous le pseudonyme de "Strategor", B. QUÉLIN

Dunod, Paris

4e ed.th ed., 2005



Triggers of Entrepreneurial Actions: Linkages among Managerial interpretation, Slack Resources, and Product Innovation

N. PLAMBECK

WIKU Verlag, Berlin

2005



Call for papers

Journal of Management Studies (JMS) for special issue on (...)

15 January 2018

Please find HERE the text of the call for papers for this special issue. Submission Open (...)

ARCS 2018 - Call for Paper

1 January 2018

For the 10th Annual Research Conference of the Alliance for Research on Corporate Sustainability (...)

Student posts

How impact investing brings solar power to Africa

Monica Moncayo Escobar 16 May 2017

Sub-Saharan Africa suffers from a lack of energy infrastructure. Increasingly, those without access (...)


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