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The impact of outcome-based control for retail buyers on organizational performance

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  • Kim, Changju
  • Takashima, Katsuyoshi

Abstract

产出基础控制对零售买家在组织绩效的影响

Suggested Citation

  • Kim, Changju & Takashima, Katsuyoshi, 2014. "The impact of outcome-based control for retail buyers on organizational performance," Australasian marketing journal, Elsevier, vol. 22(2), pages 76-83.
    • Handle: RePEc:eee:aumajo:v:22:y:2014:i:2:p:76-83
    DOI: 10.1016/j.ausmj.2014.04.002
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    References listed on IDEAS

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    1. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
    2. William G. Ouchi, 1979. "A Conceptual Framework for the Design of Organizational Control Mechanisms," Management Science, INFORMS, vol. 25(9), pages 833-848, September.
    3. Lui, Steven S. & Wong, Yin-yee & Liu, Weiping, 2009. "Asset specificity roles in interfirm cooperation: Reducing opportunistic behavior or increasing cooperative behavior?," Journal of Business Research, Elsevier, vol. 62(11), pages 1214-1219, November.
    4. Kathleen M. Eisenhardt, 1985. "Control: Organizational and Economic Approaches," Management Science, INFORMS, vol. 31(2), pages 134-149, February.
    5. Insch, Andrea & Prentice, Rebecca S. & Knight, John G., 2011. "Retail buyers’ decision-making and buy national campaigns," Australasian marketing journal, Elsevier, vol. 19(4), pages 257-266.
    6. Alpert, Frank & Kamins, Michael & Sakano, Tomoaki & Onzo, Naoto & Graham, John, 1997. "Retail buyer decision-making in Japan: what US sellers need to know," International Business Review, Elsevier, vol. 6(2), pages 91-112, April.
    7. David J. Teece & Gary Pisano & Amy Shuen, 1997. "Dynamic capabilities and strategic management," Strategic Management Journal, Wiley Blackwell, vol. 18(7), pages 509-533, August.
    8. Spekman, Robert E., 1988. "Strategic supplier selection: Understanding long-term buyer relationships," Business Horizons, Elsevier, vol. 31(4), pages 75-81.
    9. Lindblom, Arto & Olkkonen, Rami, 2008. "An analysis of suppliers’ roles in category management collaboration," Journal of Retailing and Consumer Services, Elsevier, vol. 15(1), pages 1-8.
    10. Cravens, David W. & Lassk, Felicia G. & Low, George S. & Marshall, Greg W. & Moncrief, William C., 2004. "Formal and informal management control combinations in sales organizations: The impact on salesperson consequences," Journal of Business Research, Elsevier, vol. 57(3), pages 241-248, March.
    11. Hans Skytte & Karsten Bove, 2004. "The concept of retailer value: A means-end chain analysis," Agribusiness, John Wiley & Sons, Ltd., vol. 20(3), pages 323-345.
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    1. Zoha Fatima & Adil Khan & Abdul Saboor Mohammad, 2024. "The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 49(2), pages 275-292, May.

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