Erin Anderson

INSEAD - Marketing

The John H. Loudon Chaired Professor of International Management/Professor of Marketing

Boulevard de Constance

Fontainebleau, 77305

France

  • INSEAD - Marketing

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    • Tel: +33 1 6072 4000
    • Fax: +33 1 6074 5500/01
SCHOLARLY PAPERS

5

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553

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Scholarly Papers (5)

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1.

Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism

Number of pages: 34 Posted: 22 Nov 2003
Sandy D. Jap and Erin Anderson
Emory University - Department of Marketing and INSEAD - Marketing
Downloads 222 (171,677)
Citation 21

Abstract:

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Opportunism, relational safeguards, interorganizational performance

2.

How Internal Transaction Costs Drive Compensation Schemes

Number of pages: 41 Posted: 15 Oct 2004
Dominique Rouzies, Erin Anderson and Anne T. Coughlan
HEC Paris - Marketing, INSEAD - Marketing and Kellogg School, Northwestern University
Downloads 182 (205,875)

Abstract:

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Compensation, salesforce compensation, transaction costs, international, taxes

3.

Is There a Payoff to Perceptual Accuracy?

INSEAD Working Paper No. 2003/49/MKT
Number of pages: 57 Posted: 04 Jan 2004
Joachim Vosgerau, Erin Anderson and William T. Ross
affiliation not provided to SSRN, INSEAD - Marketing and Pennsylvania State University - Department of Marketing
Downloads 130 (271,366)

Abstract:

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Perceptual accuracy, channel relationships, conflict, perceptual process, relationship duration, performance

4.

Determinants of Pay Levels and Structures in Sales Organizations

Journal of Marketing, Vol. 73 (November 2009), 92-104
Number of pages: 14 Posted: 19 Nov 2015 Last Revised: 19 Feb 2016
Dominique Rouzies, Anne T. Coughlan, Erin Anderson and Dawn Iacobucci
HEC Paris - Marketing, Kellogg School, Northwestern University, INSEAD - Marketing and Vanderbilt University - Marketing
Downloads 19 (644,215)
Citation 4

Abstract:

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compensation, motivation, agency theory, pay disparity, sales management

5.

Reputation Management as a Motivation for Sales Structure Decisions

Journal of Marketing, Vol. 63, pp. 74-89, October 1999
Posted: 11 Mar 2007
Allen M. Weiss, Erin Anderson and Deborah J. MacInnis
University of Southern California - Marketing Department, INSEAD - Marketing and University of Southern California - Marketing Department

Abstract:

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reputation, sales structure