Sales · Empirical study/model testing of sales-process outsourcing decisions
Outsourcing the sales process: Hiring a mercenary sales force
Industrial Marketing Management · 2009
Summary
Examines conditions under which firms outsource sales processes; results distinguish outsourcing effects from internal sales-force governance.
For your marketing
Possible founder application
Use as a mechanism or sales-process design reference. Validate the relationship in your own deal size, buying committee and sales cycle.
Reported result
What the study found
Examines conditions under which firms outsource sales processes; results distinguish outsourcing effects from internal sales-force governance.
Research question
What the authors investigated
When and why do firms outsource the sales process?
Design
Empirical study/model testing of sales-process outsourcing decisions
Sample and setting
Business-to-business sales organizations considering outsourced/mercenary sales forces
Scope and transfer
Limitations to keep in view
Single empirical setting and nonexperimental evidence limit causal inference and transferability.
Research sources
Publisher DOI landing page identifies the exact title, authors, journal record and empirical-design sections/abstract: https://doi.org/10.1016/j.indmarman.2009.03.006 Direct publisher-page retrieval was recorded on 2026-10-09; this profile uses the publisher abstract/metadata and does not claim independent review of unavailable full text.