The limits of relational governance: Sales force strategies in the U.S. medical device industry

STRATEGIC MANAGEMENT JOURNAL, pp. 55.0-78.0, 2019.

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Abstract:

Research Summary: We explore how interorganizational relationships shape firm boundary decisions. Using data on 545 U.S. medical device manufacturers' product portfolios and sales-governance choices (i.e., internal or external sales forces) from 1983 to 1996, we find relational capital between manufacturers and external sales forces influ...More

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