The limits of relational governance: Sales force strategies in the U.S. medical device industry

Volume: 40, Issue: 1, Pages: 55 - 78
Published: Oct 23, 2018
Abstract
Research Summary: We explore how interorganizational relationships shape firm boundary decisions. Using data on 545 U.S. medical device manufacturers' product portfolios and sales-governance choices (i.e., internal or external sales forces) from 1983 to 1996, we find relational capital between manufacturers and external sales forces influences future firm boundary decisions. Relational capital lowers the likelihood of integrating the sales...
Paper Details
Title
The limits of relational governance: Sales force strategies in the U.S. medical device industry
Published Date
Oct 23, 2018
Volume
40
Issue
1
Pages
55 - 78
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