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



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