International Principal–Agent Relationships

Self-Reports in Organizational Research: Problems and Prospects

1986 • 15,491 citations

Estimating Nonresponse Bias in Mail Surveys

1977 • 11,775 citations

Agency Theory: An Assessment and Review

1989 • 9,451 citations

Estimating Nonresponse Bias in Mail Surveys

1977 • 8,527 citations

Markets and Hierarchies

1975 • 7,067 citations

Tests of Equality Between Sets of Coefficients in Two Linear Regressions

1960 • 6,273 citations

An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment

1988 • 5,588 citations

Agency Theory: An Assessment and Review

1989 • 4,968 citations

Applied Linear Statistical Models.

1986 • 4,926 citations

Markets, Bureaucracies, and Clans

1980 • 4,698 citations

Customer Satisfaction, Market Share, and Profitability: Findings from Sweden

1994 • 4,469 citations

The Future of the Multinational Enterprise

1976 • 4,326 citations

The Use of Pledges to Build and Sustain Commitment in Distribution Channels

1992 • 3,011 citations

Applied linear statistical models : regression, analysis of variance, and experimental designs

1974 • 2,907 citations

Networks: Between markets and hierarchies

1986 • 2,271 citations

An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment

1988 • 2,258 citations

Do Norms Matter in Marketing Relationships?

1992 • 2,205 citations

Latent variable models: An introduction to factor, path, and structural analysis

1987 • 2,193 citations

Control: Organizational and Economic Approaches

1985 • 2,008 citations

Interorganizational Governance in Marketing Channels

1994 • 1,989 citations

Retrospective reports of strategic‐level managers: Guidelines for increasing their accuracy

1985 • 1,657 citations

Choice of Foreign Market Entry Mode: Impact of Ownership, Location and Internalization Factors

1992 • 1,538 citations

Identification and Analysis of Moderator Variables

1981 • 1,381 citations

The Concept of Fit in Strategy Research: Toward Verbal and Statistical Correspondence

1989 • 1,331 citations

The Multinational Corporation's Degree of Control over Foreign Subsidiaries: An Empirical Test of a Transaction Cost Explanation

1988 • 1,312 citations

An eclectic theory of the choice of international entry mode

1990 • 1,146 citations

Control and Performance of International Joint Ventures

1989 • 998 citations

Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

1987 • 995 citations

Do Norms Matter in Marketing Relationships?

1992 • 994 citations

Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories

1992 • 993 citations

An Industry Equilibrium Analysis of Downstream Vertical Integration

1983 • 933 citations

An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel

1984 • 920 citations

Global Strategy and Multinationals' Entry Mode Choice

1992 • 896 citations

Interorganizational Governance in Marketing Channels

1994 • 886 citations

International Market Entry and Expansion via Independent or Integrated Channels of Distribution

1987 • 803 citations

Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach

1996 • 771 citations

Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences

1988 • 758 citations

The Influence of Global Marketing Standardization on Performance

1992 • 756 citations

A Transaction Cost Analysis Model of Channel Integration in International Markets

1990 • 732 citations

Vertical Integration and Long-term Contracts: The Case of Coal-burning Electric Generating Plants

1985 • 730 citations

Moderator variables: A clarification of conceptual, analytic, and psychometric issues

1982 • 714 citations

Identification and Analysis of Moderator Variables

1981 • 710 citations

Organizational Control: Two Functions

1975 • 655 citations

An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems

1994 • 625 citations

The Effect of Output Controls, Process Controls, and Flexibility on Export Channel Performance

1997 • 554 citations

Behavior-Based and Outcome-Based Salesforce Control Systems

1993 • 526 citations

Control in Business Organizations.

1987 • 487 citations

Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction

1996 • 453 citations

Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures

1992 • 429 citations

Competition and Cooperation in Marketing Channel Choice: Theory and Application

1985 • 405 citations

Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories

1992 • 396 citations

An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel

1984 • 392 citations

Assessing Reseller Performance from the Perspective of the Supplier

1992 • 383 citations

A Transaction Cost Analysis Model of Channel Integration in International Markets

1990 • 373 citations

Multinational Corporations: Control Systems and Delegation Issues

1984 • 366 citations

Control Combinations in Marketing: Conceptual Framework and Empirical Evidence

1993 • 365 citations

Antecedents and Performance Implications of Channel Integration in Foreign Markets

1997 • 335 citations

Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships

1996 • 332 citations

An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems

1994 • 307 citations

Marketing Jobs and Management Controls: Toward a Framework

1989 • 284 citations

The Effect of Output Controls, Process Controls, and Flexibility on Export Channel Performance

1997 • 264 citations

Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction

1996 • 241 citations

Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures

1992 • 234 citations

The Transfer of Organizational Culture Overseas: An Approach to Control in the Multinational Corporation

1983 • 199 citations

International Market Entry and Expansion Via Independent or Integrated Channels of Distribution

1987 • 196 citations

Control systems and strategic adaptation: Lessons from the Japanese experience

1985 • 187 citations

Control Combinations in Marketing: Conceptual Framework and Empirical Evidence

1993 • 181 citations

Marketing Controls and Dysfunctional Employee Behaviors: A Test of Traditional and Contingency Theory Postulates

1996 • 171 citations

Social Knowledge as a Control System: A Proposition and Evidence from the Japanese FDI Behavior

1994 • 165 citations

Control in Multinational Firms: the Role of Price and Hierarchy

1993 • 154 citations

Internalization as a General Theory of Foreign Direct Investment

2006 • 142 citations

Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships

1996 • 138 citations

Marketing Jobs and Management Controls: Toward a Framework

1989 • 136 citations

The Use of Process and Output Controls in Foreign Markets

1995 • 118 citations

Internalization is still a general theory of foreign direct investment

1985 • 71 citations

Control in Organizations.

1969 • 61 citations