Do organisational routines in manufacturing inform contracting choices in distribution?

Abstract

This paper explores the implications of the capabilities‐based framework in the context of a decision for a firm: whether or not to outsource the sales function to outside contractors. It demonstrates that, along with the transaction cost perspective, the capabilities‐based perspective can provide a useful way to think about contracting issues related to the sales force and predict contracting decisions.

Citation

Wilson, N. and Zhang, H. (2002), "Do organisational routines in manufacturing inform contracting choices in distribution?", Management Decision, Vol. 40 No. 1, pp. 50-57. https://doi.org/10.1108/00251740210413352