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

    Strategic Management Journal, 2018.

    Cited by: 0|Bibtex|Views0|

    Abstract:

    Research Summary: We explore how interorganizational relationships shape firm boundary decisions. Using data on 545 U.S. medical device manufacturersu0027 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 i...More

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