Converting from Independent to Employee Salesforces: The Role of Perceived Switching Costs
- 1 February 1992
- journal article
- Published by JSTOR in Journal of Marketing Research
- Vol. 29 (1) , 101
- https://doi.org/10.2307/3172496
Abstract
A study was conducted to understand when and why manufacturers might convert from an independent salesforce to a direct salesforce. On the basis of hypotheses d...Keywords
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