Internet channel and cannibalization: An empirical assessment of sales agents' perspective

TY - JOUR

T1 - Internet channel and cannibalization

T2 - An empirical assessment of sales agents' perspective

AU - Sharma, Dheeraj

AU - Gassenheimer, Jule B.

AU - Alford, Bruce L.

N1 - Organizations increasingly use Internet channels to enhance performance, consolidate existing markets, and reach new markets. The overarching benefits realized through the Internet oftentimes come at the expense of perceived job insecurity among individuals in the organization. This study explores perceptions of job insecurity among sales agents when the Internet seems to cannibalize their business, customer relationships, and jobs.

PY - 2010/7/1

Y1 - 2010/7/1

UR - https://www.scopus.com/pages/publications/77954550568

UR - https://www.scopus.com/pages/publications/77954550568#tab=citedBy

U2 - 10.2753/PSS0885-3134300302

DO - 10.2753/PSS0885-3134300302

M3 - Article

SN - 0885-3134

VL - 30

SP - 209

EP - 221

JO - Journal of Personal Selling and Sales Management

JF - Journal of Personal Selling and Sales Management

IS - 3

ER -