THE EFFECT OF JUST-IN-TIME SELLING ON ORGANIZATIONAL-STRUCTURE - AN EMPIRICAL-INVESTIGATION

Authors
GERMAIN R DROGE C DAUGHERTY PJ
Citation
R. Germain et al., THE EFFECT OF JUST-IN-TIME SELLING ON ORGANIZATIONAL-STRUCTURE - AN EMPIRICAL-INVESTIGATION, Journal of marketing research, 31(4), 1994, pp. 471-483
Citations number
66
Categorie Soggetti
Business
Journal title
Journal of marketing research → ACNP
ISSN journal
00222437
Volume
31
Issue
4
Year of publication
1994
Pages
471 - 483
Database
ISI
SICI code
0022-2437(1994)31:4<471:TEOJSO>2.0.ZU;2-N
Abstract
The authors test a model of the relationships among environmental unce rtainty, just-in-time (JIT) selling, and dimensions of organizational structure. The results show that uncertainty is antecedent to JIT sell ing and that JIT selling predicts performance control, specialization, and scheduling decentralization. JIT selling is unrelated to face-to face integration and operations decentralization.