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

Contested Markets: Lessons from Cannabis Legalization

1 March 2018

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JMS special issue on Challenges and Opportunities in the Sharing (...)

15 January 2018

Please find HERE the text of the call for papers for this Journal of Management Studies' (...)

OECD Better Life Initiative & HEC Paris SnO Center

15 January 2018

Call for Papers: Measuring the Impact of Business on Well-being and Sustainability The 6th OECD (...)

ARCS 2018 on business and sustainability

8 January 2018

The 10th Annual Research Conference of ARCS (Alliance for Research on Corporate Sustainability) (...)

Call for papers PMP- Cour Européenne des Comptes conference

30 June 2017

"We are pleased to announce that the European Court of Auditors and the PMP review will (...)

Revue Française de Gestion - n° spécial "Management et (...)

15 June 2017

Appel à Contributions Un nouveau domaine d'enseignement et de recherche lié à une mutation du (...)

Capri Qualitative Methods Summer School - September 11 to 15, (...)

1 May 2017

Professor Afshin Mehrpouya presents the V edition of the Capri Qualitative Methods Summer School, (...)

IX Medici Summer School, June 19 - June 23, 2017

30 March 2017

Theme:  Organization of Innovation and Entrepreneurship We are pleased to announce the (...)

Appel à Projets de Recherche de l'ADEME

8 March 2017

Voici le texte de l'Appel à Projets de Recherche émanant de l'ADEME (Agence de l'Environnement et (...)

ARCS - CALL FOR NOMINATIONS

1 February 2017

ARCS EMERGING SUSTAINABILITY SCHOLAR AWARD The ARCS Emerging Sustainability Scholar Award (...)

European Theory Development Workshop 2017 (ETDW)

31 January 2017

Submission of abstracts is still possible for the 6th edition of ETDW which will take place in (...)

EURAM June 2017

10 January 2017

Describing Work and Action : From Ontology to Politics in Management With the theme "Managing (...)

EGOS - July 2017 - Copenhagen : Sub-theme 42: Anticipation: (...)

9 December 2016

Please find hereby the call for paper for EGOS 2017 in Copenhagen. link (...)

Social Business Academia Conference 2016

10 June 2016

The concept of Social Business has been initiated and promoted by Nobel Peace Laureate Professor (...)

LBS - Conference on "Organizations with Purposes"

15 May 2016

The Conference will be held on September 16th and 17th, 2016 at the London Business School campus. (...)

Social and Economic Inequality (JMS)

15 April 2016

Social and economic inequality is a major societal concern for those in mature and emerging (...)

VIII Medici Summer School, June 6th - June 10th, 2016

15 March 2016

We are pleased to announce the organization of the 8th edition of the Medici Summer School in (...)

5th European Theory Development Workshop

31 January 2016

After the previous editions in France (Grenoble 2012, Paris 2013), the Netherlands (Amsterdam 2014) (...)

Alliance for Research on Corporate Sustainability (ARCS) - 8th (...)

8 January 2016

Alliance for Research on Corporate Sustainability  Eighth Annual Research Conference May (...)

Strategic Management Journal for a special issue – “Strategy (...)

3 August 2015

The objective of this Special Issue is to bring together the state of the art of strategy process (...)

$15,000 Call for Proposal on Sustainability Reporting

Submission deadline : 6 July 2015

The Network for Business Sustainability is calling for proposals for a research study to be (...)

Journal of Management Studies Special Issue on “Public‐Private (...)

31 May 2015

The spectrum of potential themes covered in the Special Issue includes the emergence and (...)

10th Edition of the FIR-PRI Finance and Sustainability European (...)

1 May 2015

In 2005, FIR Award was launched to foster academic research on subjects in Finance and (...)

Pre-colloquium Development Workshop on Experimental Research in (...)

31 March 2015

European Group for Organizational Studies (EGOS) is a scholarly association which aims to further (...)

Student posts

Book Review: bolo'bolo: a utopian perspective

1 December 2017

What if our civilization were to collapse five years from now? What if money were to become (...)


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