Sales force modeling: State of the field and research agenda

Inspired by Erin Anderson's contributions to sales force research, this paper focuses on research that utilizes quantitative models to investigate important questions in sales force management. The purpose is to summarize several significant developments in knowledge over the last 40 years and...

Full description

Saved in:
Bibliographic Details
Published inMarketing letters Vol. 21; no. 3; pp. 255 - 272
Main Authors Mantrala, Murali K., Albers, Sönke, Caldieraro, Fabio, Jensen, Ove, Joseph, Kissan, Krafft, Manfred, Narasimhan, Chakravarthi, Gopalakrishna, Srinath, Zoltners, Andris, Lal, Rajiv, Lodish, Leonard
Format Journal Article
LanguageEnglish
Published Boston Springer Science + Business Media 01.09.2010
Springer US
Springer Nature B.V
Subjects
Business and Management
Compensation plans
Decision making
Decision models
Econometrics
Executives
Marketing
Modeling
Personal selling
Purchasing
Quantitative analysis
Sales management
Sales operations
Sales personnel
Sales quotas
Sales strategies
Sales techniques
Sales territory
Salespeople
Structured sale
Studies
Quantitative sales force models
Sales management
Online AccessGet full text

Cover

More Information
Summary:Inspired by Erin Anderson's contributions to sales force research, this paper focuses on research that utilizes quantitative models to investigate important questions in sales force management. The purpose is to summarize several significant developments in knowledge over the last 40 years and identify major opportunities for impactful theoretical, empirical, and decision model-based research in the future.
Bibliography:ObjectType-Article-2
SourceType-Scholarly Journals-1
ObjectType-Feature-1
content type line 23
ISSN:0923-0645
1573-059X
DOI:10.1007/s11002-010-9111-4