Sales · Empirical model/analysis of new-product sales-force outsourcing
When to outsource the sales force for new products
Industrial Marketing Management · 2019
Summary
Identifies contingencies under which outsourcing the sales force for new products is advantageous.
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
Identifies contingencies under which outsourcing the sales force for new products is advantageous.
Research question
What the authors investigated
Under what conditions should firms outsource new-product sales?
Design
Empirical model/analysis of new-product sales-force outsourcing
Sample and setting
Firms launching new products and choosing internal versus outsourced sales forces
Scope and transfer
Limitations to keep in view
New-product outsourcing decisions are context dependent; observational evidence limits causal generalization.
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.2019.02.010 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.