Do organisational routines in manufacturing inform contracting choices in distribution?
Nicholas Wilson
(Leeds University Business School, The University of Leeds, Leeds, UK)
Hao Zhang
(Leeds University Business School, The University of Leeds, Leeds, UK)
485
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.
Keywords
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
Publisher
:MCB UP Ltd
Copyright © 2002, MCB UP Limited