{"id":"https://openalex.org/W1587713642","doi":null,"title":"Path Dependence in Personal Selling: A Meso-Analysis of Vertical Integration","display_name":"Path Dependence in Personal Selling: A Meso-Analysis of Vertical Integration","publication_year":2011,"publication_date":"2011-05-13","ids":{"openalex":"https://openalex.org/W1587713642","mag":"1587713642"},"language":"fr","primary_location":{"id":"pmh:oai:HAL:hal-00593199v1","doi":null,"is_oa":false,"landing_page_url":"https://hec.hal.science/hal-00593199","pdf_url":null,"source":{"id":"https://openalex.org/S4306402512","display_name":"HAL","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I4405252976","host_organization_name":"Centre pour la Communication Scientifique Directe","host_organization_lineage":["https://openalex.org/I4405252976"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"2011","raw_type":"info:eu-repo/semantics/report"},"volume":null,"type":"report","is_traditional":false,"indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5111510261","display_name":"Erin Anderson","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I102272798","display_name":"INSEAD","ror":"https://ror.org/00ghzk478","country_code":"FR","type":"education","lineage":["https://openalex.org/I102272798"]}],"countries":["FR"],"is_corresponding":false,"raw_author_name":"Anderson, Erin","raw_affiliation_strings":["INSEAD - Institut Europ\u00e9en d'administration des Affaires (Bd de Constance, 77305 Fontainebleau - France)"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"INSEAD - Institut Europ\u00e9en d'administration des Affaires (Bd de Constance, 77305 Fontainebleau - France)","institution_ids":["https://openalex.org/I102272798"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5111910150","display_name":"Fr\u00e9d\u00e9ric Dalsace","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I4210111485","display_name":"Groupement de Recherche et d'\u00c9tudes en Gestion d\u2019HEC","ror":"https://ror.org/01y766z47","country_code":"FR","type":"facility","lineage":["https://openalex.org/I1294671590","https://openalex.org/I2801673036","https://openalex.org/I4210111485","https://openalex.org/I4210150854","https://openalex.org/I83860666"]}],"countries":["FR"],"is_corresponding":false,"raw_author_name":"Dalsace, Fr\u00e9d\u00e9ric","raw_affiliation_strings":["GREGH - Groupement de Recherche et d'Etudes en Gestion \u00e0 HEC (1, avenue de la Lib\u00e9ration 78351 JOUY EN JOSAS CEDEX - France)"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"GREGH - Groupement de Recherche et d'Etudes en Gestion \u00e0 HEC (1, avenue de la Lib\u00e9ration 78351 JOUY EN JOSAS CEDEX - France)","institution_ids":["https://openalex.org/I4210111485"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5076319738","display_name":"William T. Ross","orcid":"https://orcid.org/0000-0002-3357-3767","observed_orcids":["https://orcid.org/0000-0002-3357-3767"]},"institutions":[{"id":"https://openalex.org/I130769515","display_name":"Pennsylvania State University","ror":"https://ror.org/04p491231","country_code":"US","type":"education","lineage":["https://openalex.org/I130769515"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Ross, William, T.","raw_affiliation_strings":["Penn State - Pennsylvania State University (201 Old Main, University Park, Pennsylvania 16802 - United States)"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Penn State - Pennsylvania State University (201 Old Main, University Park, Pennsylvania 16802 - United States)","institution_ids":["https://openalex.org/I130769515"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":3,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":false,"cited_by_count":1,"citation_normalized_percentile":null,"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11912","display_name":"Outsourcing and Supply Chain Management","score":0.9839000105857849,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11912","display_name":"Outsourcing and Supply Chain Management","score":0.9839000105857849,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10344","display_name":"Management and Organizational Studies","score":0.007699999958276749,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10785","display_name":"Economic Theory and Institutions","score":0.0020000000949949026,"subfield":{"id":"https://openalex.org/subfields/2002","display_name":"Economics and Econometrics"},"field":{"id":"https://openalex.org/fields/20","display_name":"Economics, Econometrics and Finance"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/path-dependence","display_name":"path dependence","score":0.9850000143051147},{"id":"https://openalex.org/keywords/personal-selling","display_name":"personal selling","score":0.9340000152587891},{"id":"https://openalex.org/keywords/vertical-integration","display_name":"vertical integration","score":0.9750000238418579},{"id":"https://openalex.org/keywords/institutional-theory","display_name":"institutional theory","score":0.6570000052452087},{"id":"https://openalex.org/keywords/meso-level-analysis","display_name":"meso-level analysis","score":0.8980000019073486},{"id":"https://openalex.org/keywords/sales-function","display_name":"sales function","score":0.4909999966621399}],"concepts":[{"id":"https://openalex.org/C82793941","wikidata":"https://www.wikidata.org/wiki/Q1046024","display_name":"Path analysis (statistics)","level":2,"score":0.5929251313209534},{"id":"https://openalex.org/C181169782","wikidata":"https://www.wikidata.org/wiki/Q1571520","display_name":"Vertical integration","level":2,"score":0.5734546780586243},{"id":"https://openalex.org/C2777735758","wikidata":"https://www.wikidata.org/wiki/Q817765","display_name":"Path (computing)","level":2,"score":0.513400673866272},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.3538223206996918},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.28823697566986084},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.23609423637390137},{"id":"https://openalex.org/C105795698","wikidata":"https://www.wikidata.org/wiki/Q12483","display_name":"Statistics","level":1,"score":0.22941884398460388},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.13008174300193787},{"id":"https://openalex.org/C31258907","wikidata":"https://www.wikidata.org/wiki/Q1301371","display_name":"Computer network","level":1,"score":0.12235701084136963}],"mesh":[],"locations_count":1,"locations":[{"id":"pmh:oai:HAL:hal-00593199v1","doi":null,"is_oa":false,"landing_page_url":"https://hec.hal.science/hal-00593199","pdf_url":null,"source":{"id":"https://openalex.org/S4306402512","display_name":"HAL","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I4405252976","host_organization_name":"Centre pour la Communication Scientifique Directe","host_organization_lineage":["https://openalex.org/I4405252976"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"2011","raw_type":"info:eu-repo/semantics/report"}],"best_oa_location":null,"sustainable_development_goals":[{"display_name":"Decent work and economic growth","score":0.48510000109672546,"id":"https://metadata.un.org/sdg/8"}],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":64,"referenced_works":["https://openalex.org/W59479256","https://openalex.org/W147843294","https://openalex.org/W1498378106","https://openalex.org/W1521985566","https://openalex.org/W1543985151","https://openalex.org/W1573815323","https://openalex.org/W1756448940","https://openalex.org/W1967453354","https://openalex.org/W1967856994","https://openalex.org/W1969258276","https://openalex.org/W1975733460","https://openalex.org/W1976599136","https://openalex.org/W1984940595","https://openalex.org/W1990866741","https://openalex.org/W1991949164","https://openalex.org/W1993663609","https://openalex.org/W1996438867","https://openalex.org/W2000363717","https://openalex.org/W2012281502","https://openalex.org/W2015541788","https://openalex.org/W2017613618","https://openalex.org/W2019939391","https://openalex.org/W2030364704","https://openalex.org/W2033471597","https://openalex.org/W2036156227","https://openalex.org/W2037258109","https://openalex.org/W2037445371","https://openalex.org/W2041571857","https://openalex.org/W2042888638","https://openalex.org/W2047406664","https://openalex.org/W2048757972","https://openalex.org/W2064625566","https://openalex.org/W2068155429","https://openalex.org/W2087081306","https://openalex.org/W2087464385","https://openalex.org/W2097273566","https://openalex.org/W2106919063","https://openalex.org/W2107439951","https://openalex.org/W2108964651","https://openalex.org/W2112959820","https://openalex.org/W2116421424","https://openalex.org/W2117942482","https://openalex.org/W2120260080","https://openalex.org/W2142175015","https://openalex.org/W2147206933","https://openalex.org/W2148187747","https://openalex.org/W2149893809","https://openalex.org/W2171394132","https://openalex.org/W2178010228","https://openalex.org/W2313133259","https://openalex.org/W2313992398","https://openalex.org/W2314376926","https://openalex.org/W2321396344","https://openalex.org/W2326597659","https://openalex.org/W2326787527","https://openalex.org/W2330547796","https://openalex.org/W2330864153","https://openalex.org/W2334649638","https://openalex.org/W2990023270","https://openalex.org/W3026026050","https://openalex.org/W3123253053","https://openalex.org/W3124034326","https://openalex.org/W4232441140","https://openalex.org/W4249947943"],"related_works":["https://openalex.org/W2125790620","https://openalex.org/W3172882421","https://openalex.org/W7099469961","https://openalex.org/W2614584516","https://openalex.org/W169062307","https://openalex.org/W2007475586","https://openalex.org/W2140904095","https://openalex.org/W2943898393","https://openalex.org/W2166366935","https://openalex.org/W2549610085"],"abstract_inverted_index":{"We":[0,30,56,94,112],"examine":[1],"an":[2,58],"unusual":[3],"form":[4],"of":[5,25,67,106],"path":[6],"dependence,":[7],"in":[8,18],"which":[9,118],"suppliers":[10],"that":[11,32],"take":[12],"different":[13],"decision":[14],"paths":[15],"end":[16],"up":[17],"the":[19,26,35,51,62],"same":[20],"position:":[21],"excessive":[22],"vertical":[23],"integration":[24],"personal":[27],"selling":[28],"function.":[29],"argue":[31],"this":[33],"is":[34,40],"case":[36],"even":[37],"though":[38],"outsourcing":[39,50,108],"more":[41],"seriously":[42],"considered":[43],"than":[44],"ever,":[45],"and":[46,70,96],"economic":[47],"arguments":[48],"for":[49],"sales":[52,92,109],"function":[53],"are":[54,120],"compelling.":[55],"develop":[57],"institutional":[59],"explanation":[60],"at":[61],"meso":[63],"level":[64],"(a":[65],"combination":[66],"individual,":[68],"organization,":[69],"environmental":[71],"forces,":[72],"explicitly":[73],"considering":[74],"how":[75,107],"these":[76,98],"levels":[77],"combine).":[78],"This":[79],"meso-analysis":[80],"focuses":[81],"on":[82,127],"four":[83],"forces":[84],"driving":[85],"firms":[86,119],"toward":[87],"being":[88],"locked":[89],"into":[90],"employee":[91],"forces.":[93],"enumerate":[95],"classify":[97],"mechanisms,":[99],"illustrating":[100],"them":[101],"with":[102,114],"a":[103,128],"simple":[104],"simulation":[105],"becomes":[110],"rare.":[111],"close":[113],"testable":[115],"propositions":[116],"about":[117],"most":[121],"likely":[122],"to":[123],"break":[124],"their":[125],"dependence":[126],"vertically":[129],"integrated":[130],"path.":[131]},"counts_by_year":[{"year":2015,"cited_by_count":1}],"updated_date":"2026-11-08T12:12:28.789561","created_date":"2016-06-24T00:00:00"}