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2015 | OriginalPaper | Chapter

The Role of Proctorship for Independent Sales Representatives: Influencing Effective Inter-Organizational Relationships

Authors : Renee J. Fontenot, Kathleen H. Gruben, Timothy B. Palmer

Published in: Proceedings of the 1998 Academy of Marketing Science (AMS) Annual Conference

Publisher: Springer International Publishing

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Independent sales representatives work in heterogeneous sales environments, have little direct managerial influence, great responsibilities, and are faced with the role of self-management to achieve both supplier and self-desired outcomes. An adaptation of a previously proposed schema of control, proctorship, is presented. Introducing the complexity of controlling independent sales representatives.

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previous chapter Vertical Control and Performance: The Role of Power, Relational Norms and Transaction Cost Analysis in Distribution Channels
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Metadata
Title
The Role of Proctorship for Independent Sales Representatives: Influencing Effective Inter-Organizational Relationships
Authors
Renee J. Fontenot
Kathleen H. Gruben
Timothy B. Palmer
Copyright Year
2015
Book
Proceedings of the 1998 Academy of Marketing Science (AMS) Annual Conference

Print ISBN: 978-3-319-13083-5

Electronic ISBN: 978-3-319-13084-2

Copyright Year: 2015

DOI
https://doi.org/10.1007/978-3-319-13084-2_99