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Case
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Reference no. 9-596-045
Subject category: Marketing
Authors: John Deighton (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1995
Version: 2 October 1996
Length: 14 pages
Data source: Field research
Topics: Corporate culture; Financial services; Growth strategy; Organizational structure; Sales management
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Abstract

Highlights the decision that must be made on balancing customer acquisition and retention and de-emphasizing the structural issues involved in administering the independent contractor sales force.
Teaching note
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Reference no. 5-596-061
Subject category: Marketing
Authors: John Deighton (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1996
Version: 24 February 1997
Length: 12 pages
View full details
Case
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Reference no. 9-504-S37
Spanish language
Subject category: Marketing
Authors: John Deighton (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1995
Version: 2 October 1996
Length: 17 pages
Data source: Field research
Topics: Organizational structure; Organizational culture; Sales
View full details

About

Abstract

Highlights the decision that must be made on balancing customer acquisition and retention and de-emphasizing the structural issues involved in administering the independent contractor sales force.

Related

Teaching note
-
Reference no. 5-596-061
Subject category: Marketing
Authors: John Deighton (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1996
Version: 24 February 1997
Length: 12 pages
View full details
Case
-
Reference no. 9-504-S37
Spanish language
Subject category: Marketing
Authors: John Deighton (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1995
Version: 2 October 1996
Length: 17 pages
Data source: Field research
Topics: Organizational structure; Organizational culture; Sales
View full details