Relative explanatory power of agency theory and transaction cost analysis in German salesforces

Price Delegation in Sales Organizations: An Empirical Investigation

“…His data were obtained via a mail survey of 1,099 chief sales executives of German sales forces (for details, see Krafft 1999 or Krafft, Lal, andAlbers 2004). A second mailing followed the initial mailing four to six weeks later.…”

The effects of mailing design characteristics on direct mail campaign performance

“…Next, we drop all of the variables with t-values smaller than 1 because only variables with t-values larger than 1 add more information than noise. This variable selection strategy is widely used in the literature (e.g., Dekimpe & Hanssens, 1995;Krafft, Albers, & Lal, 2004;Pesaran, Pierse, & Lee, 1993).…”

How Agency-Theoretic Factors Affect the Delegation of Pricing Authority to the Sales Force: An Empirical Study

“…The empirical testing of our proposed framework has relied on perceptual measures of constructs provided by the sales executives surveyed. This is a reasonable approach for our study considering that sales executives' price delegation decisions are driven by their own perceptions rather than by the "objective" values of the various contingency factors (see, e.g., Krafft, Albers, & Lal, 2004). However, future studies that integrate perceptual and objective measures of constructs such as risk aversion and information asymmetry in their analyses may lead to more robust tests of economic explanations of observed variations in pricing authority delegation and its effects on performance.…”