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Should you set up your own sales force or should you outsource it? Pitfalls in the standard analysis

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  • Ross, William Jr.
  • Dalsace, Frederic
  • Anderson, Erin

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  • Ross, William Jr. & Dalsace, Frederic & Anderson, Erin, 2005. "Should you set up your own sales force or should you outsource it? Pitfalls in the standard analysis," Business Horizons, Elsevier, vol. 48(1), pages 23-36.
    • Handle: RePEc:eee:bushor:v:48:y:2005:i:1:p:23-36
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    References listed on IDEAS

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    1. Dutta, Shantanu, et al, 1995. "Understanding Dual Distribution: The Case of Reps and House Accounts," The Journal of Law, Economics, and Organization, Oxford University Press, vol. 11(1), pages 189-204, April.
    2. Erin Anderson, 1985. "The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis," Marketing Science, INFORMS, vol. 4(3), pages 234-254.
    3. Weiss, Leonard W & Pascoe, George & Martin, Stephen, 1983. "The Size of Selling Costs," The Review of Economics and Statistics, MIT Press, vol. 65(4), pages 668-672, November.
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    Cited by:

    1. Ramos, Carla & Claro, Danny P. & Germiniano, Renato, 2023. "The effect of inside sales and hybrid sales structures on customer value creation," Journal of Business Research, Elsevier, vol. 154(C).
    2. Guenzi, Paolo & Troilo, Gabriele, 2007. "The joint contribution of marketing and sales to the creation of superior customer value," Journal of Business Research, Elsevier, vol. 60(2), pages 98-107, February.
    3. TANASE, George Cosmin, 2016. "The 6C Model of Social Media and Developing a Viral Marketing Campaign," Romanian Distribution Committee Magazine, Romanian Distribution Committee, vol. 7(3), pages 20-25, October.
    4. Perna, Andrea & Cardinali, Silvio & Gregori, Gian Luca, 2013. "Coping with alternatives in sales organisations: Experiences from an Italian company," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 6(3), pages 107-122.
    5. Lilian Nanjala Wabwile & G.S. Namusonge, 2015. "Determinants of Outsourcing as a Competitive Strategy in Supply Chain Management of Manufacturing Companies in Kenya (A Case Study of East African Breweries Limited)," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 5(5), pages 190-202, May.

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