Erin Anderson

22 catalog papers. Name-matched publications do not establish a verified researcher identity.

INSEAD

Publications

• Determinants of Pay Levels and Structures in Sales Organizations — Journal of Marketing 2009 (name-matched, not ORCID-linked)
• Can Inaccurate Perceptions in Business-to-Business (B2B) Relationships Be Beneficial? — Marketing Science 2008 (name-matched, not ORCID-linked)
• Testing a Life-Cycle Theory of Cooperative Interorganizational Relationships: Movement Across Stages and Performance — Management Science 2007 (name-matched, not ORCID-linked)
• How Potential Conflict Drives Channel Structure: Concurrent (Direct and Indirect) Channels — Journal of Marketing Research 2005 (name-matched, not ORCID-linked)
• Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism — Management Science 2003 (name-matched, not ORCID-linked)
• From Security to Mobility: Generalized Investments in Human Capital and Agent Commitment — Organization Science 2000 (name-matched, not ORCID-linked)
• Buyer-Supplier Relations in Industrial Markets: When Do Buyers Risk Making Idiosyncratic Investments? — Organization Science 1999 (name-matched, not ORCID-linked)
• Performance in Principal-Agent Dyads: The Causes and Consequences of Perceived Asymmetry of Commitment to the Relationship — Management Science 1997 (name-matched, not ORCID-linked)
• Patterns of Credible Commitments: Territory and Brand Selectivity in Industrial Distribution Channels — Journal of Marketing 1997 (name-matched, not ORCID-linked)
• Inducing Multiline Salespeople to Adopt House Brands — Journal of Marketing 1995 (name-matched, not ORCID-linked)
• An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems — Journal of Marketing 1994 (name-matched, not ORCID-linked)
• Control System and Task Environment Effects on Ethical Judgment: An Exploratory Study of Industrial Salespeople — Organization Science 1993 (name-matched, not ORCID-linked)
• The Use of Pledges to Build and Sustain Commitment in Distribution Channels — Journal of Marketing Research 1992 (name-matched, not ORCID-linked)
• Converting from Independent to Employee Salesforces: The Role of Perceived Switching Costs — Journal of Marketing Research 1992 (name-matched, not ORCID-linked)
• Competitive Reactions to Market Entry: Explaining Interfirm Differences — Journal of Marketing Research 1989 (name-matched, not ORCID-linked)
• Strategic Implications of Darwinian Economics for Selling Efficiency and Choice of Integrated or Independent Sales Forces — Management Science 1988 (name-matched, not ORCID-linked)
• Resource Allocation Behavior in Conventional Channels — Journal of Marketing Research 1987 (name-matched, not ORCID-linked)
• International Market Entry and Expansion via Independent or Integrated Channels of Distribution — Journal of Marketing 1987 (name-matched, not ORCID-linked)
• Industrial Purchasing: An Empirical Exploration of the Buyclass Framework — Journal of Marketing 1987 (name-matched, not ORCID-linked)
• Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems — Journal of Marketing 1987 (name-matched, not ORCID-linked)
• Modes of Foreign Entry: A Transaction Cost Analysis and Propositions — Journal of International Business Studies 1986 (name-matched, not ORCID-linked)
• The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis — Marketing Science 1985 (name-matched, not ORCID-linked)