papers: Anderson, Erin

1.
Strategic Implications of Darwinian Economics for Selling Efficiency and Choice of Integrated or Independent Sales Forces
Erin Anderson
Management Science, Vol. 34, No. 5 (May, 1988), pp. 599-618
2.
The Salesperson as outside Agent or Employee: A Transaction Cost Analysis
Erin Anderson
Marketing Science, Vol. 4, No. 3 (Summer, 1985), pp. 234-254
3.
The Use of Pledges to Build and Sustain Commitment in Distribution Channels
Erin Anderson, Barton Weitz
Journal of Marketing Research, Vol. 29, No. 1 (Feb., 1992), pp. 18-34
4.
Buyer-Supplier Relations in Industrial Markets: When Do Buyers Risk Making Idiosyncratic Investments?
M. Bensaou, Erin Anderson
Organization Science, Vol. 10, No. 4 (Jul. - Aug., 1999), pp. 460-481
5.
The Multinational Corporation's Degree of Control over Foreign Subsidiaries: An Empirical Test of a Transaction Cost Explanation
Hubert Gatignon, Erin Anderson
Journal of Law, Economics, & Organization, Vol. 4, No. 2 (Autumn, 1988), pp. 305-336
6.
Determinants of Continuity in Conventional Industrial Channel Dyads
Erin Anderson, Barton Weitz
Marketing Science, Vol. 8, No. 4 (Autumn, 1989), pp. 310-323
7.
Modes of Foreign Entry: A Transaction Cost Analysis and Propositions
Erin Anderson, Hubert Gatignon
Journal of International Business Studies, Vol. 17, No. 3 (Autumn, 1986), pp. 1-26
8.
Patterns of Credible Commitments: Territory and Brand Selectivity in Industrial Distribution Channels
Adam J. Fein, Erin Anderson
The Journal of Marketing, Vol. 61, No. 2 (Apr., 1997), pp. 19-34
9.
Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems
Erin Anderson, Richard L. Oliver
The Journal of Marketing, Vol. 51, No. 4 (Oct., 1987), pp. 76-88
10.
International Market Entry and Expansion Via Independent or Integrated Channels of Distribution
Erin Anderson, Anne T. Coughlan
The Journal of Marketing, Vol. 51, No. 1 (Jan., 1987), pp. 71-82
11.
An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems
Richard L. Oliver, Erin Anderson
The Journal of Marketing, Vol. 58, No. 4 (Oct., 1994), pp. 53-67
12.
Inducing Multiline Salespeople to Adopt House Brands
Erin Anderson, Thomas S. Robertson
The Journal of Marketing, Vol. 59, No. 2 (Apr., 1995), pp. 16-31
13.
Converting from Independent to Employee Salesforces: The Role of Perceived Switching Costs
Allen M. Weiss, Erin Anderson
Journal of Marketing Research, Vol. 29, No. 1 (Feb., 1992), pp. 101-115
14.
From Security to Mobility: Generalized Investments in Human Capital and Agent Commitment
D. Charles Galunic, Erin Anderson
Organization Science, Vol. 11, No. 1 (Jan. - Feb., 2000), pp. 1-20
15.
Control System and Task Environment Effects on Ethical Judgment: An Exploratory Study of Industrial Salespeople
Diana C. Robertson, Erin Anderson
Organization Science, Vol. 4, No. 4 (Nov., 1993), pp. 617-644
16.
Countertrade and the Minimization of Transaction Costs: An Empirical Examination
Jean-François Hennart, Erin Anderson
Journal of Law, Economics, & Organization, Vol. 9, No. 2 (Oct., 1993), pp. 290-313
17.
Safeguarding Interorganizational Performance and Continuity under Ex Post Opportunism
Sandy D. Jap, Erin Anderson
Management Science, Vol. 49, No. 12 (Dec., 2003), pp. 1684-1701
18.
Integration of the Sales Force: An Empirical Examination
Erin Anderson, David C. Schmittlein
The RAND Journal of Economics, Vol. 15, No. 3 (Autumn, 1984), pp. 385-395
19.
Industrial Purchasing: An Empirical Exploration of the Buyclass Framework
Erin Anderson, Wujin Chu, Barton Weitz
The Journal of Marketing, Vol. 51, No. 3 (Jul., 1987), pp. 71-86
20.
Competitive Reactions to Market Entry: Explaining Interfirm Differences
Hubert Gatignon, Erin Anderson, Kristiaan Helsen
Journal of Marketing Research, Vol. 26, No. 1 (Feb., 1989), pp. 44-55
21.
Commitment and Its Consequences in the American Agency System of Selling Insurance
Erin Anderson, William T. Ross, Jr., Barton Weitz
The Journal of Risk and Insurance, Vol. 65, No. 4 (Dec., 1998), pp. 637-669
22.
Performance in Principal-Agent Dyads: The Causes and Consequences of Perceived Asymmetry of Commitment to the Relationship
William T. Ross, Jr., Erin Anderson, Barton Weitz
Management Science, Vol. 43, No. 5 (May, 1997), pp. 680-704
23.
Reputation Management as a Motivation for Sales Structure Decisions
Allen M. Weiss, Erin Anderson, Deborah J. MacInnis
The Journal of Marketing, Vol. 63, No. 4 (Oct., 1999), pp. 74-89
24.
Resource Allocation Behavior in Conventional Channels
Erin Anderson, Leonard M. Lodish, Barton A. Weitz
Journal of Marketing Research, Vol. 24, No. 1 (Feb., 1987), pp. 85-97
25.
Review: [untitled]
Erin K. Anderson
Reviewed work(s): Born Again Bodies: Flesh and Spirit in American Christianity by R. Marie Griffith
Contemporary Sociology, Vol. 34, No. 6 (Nov., 2005), pp. 645-646
26.
Review: [untitled]
Erin K. Anderson
Reviewed work(s): Men as Caregivers: Theory, Research, and Service Implications by Betty J. Kramer; Edward H. Thompson, Jr.
Contemporary Sociology, Vol. 32, No. 1 (Jan., 2003), pp. 34-35