Role of Sales in the Theory of the Firm
This program focuses on the theory, structure, management and decision-making of the firm as it applies to the selling function. Incorporating internal-organization concepts such as transaction costs, the research team will isolate those elements that differentiate sales from marketing-related policies, processes, procedures and practices. An initial monograph will lay out a conceptual foundation for subsequent theoretical work.
For more information about this research program, contact James McIverson at research@balancedviewpoint.com.
