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Sales force modeling: State of the field and research agenda

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Author Info

  • Murali Mantrala

    ()

  • Sönke Albers
  • Fabio Caldieraro
  • Ove Jensen
  • Kissan Joseph
  • Manfred Krafft
  • Chakravarthi Narasimhan
  • Srinath Gopalakrishna
  • Andris Zoltners
  • Rajiv Lal
  • Leonard Lodish

Abstract

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File URL: http://hdl.handle.net/10.1007/s11002-010-9111-4
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Bibliographic Info

Article provided by Springer in its journal Marketing Letters.

Volume (Year): 21 (2010)
Issue (Month): 3 (September)
Pages: 255-272

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Handle: RePEc:kap:mktlet:v:21:y:2010:i:3:p:255-272

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Web page: http://www.springerlink.com/link.asp?id=100312

Related research

Keywords: Sales management; Quantitative sales force models;

References

References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
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  1. Ajay Kalra & Mengze Shi, 2001. "Designing Optimal Sales Contests: A Theoretical Perspective," Marketing Science, INFORMS, vol. 20(2), pages 170-193, December.
  2. Pradeep Bhardwaj & Yuxin Chen & David Godes, 2008. "Buyer-Initiated vs. Seller-Initiated Information Revelation," Management Science, INFORMS, vol. 54(6), pages 1104-1114, June.
  3. Kissan Joseph & Alex Thevaranjan, 1998. "Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective," Marketing Science, INFORMS, vol. 17(2), pages 107-123.
  4. Ram C. Rao, 1990. "Compensating Heterogeneous Salesforces: Some Explicit Solutions," Marketing Science, INFORMS, vol. 9(4), pages 319-341.
  5. Sanjog Misra & Anne Coughlan & Chakravarthi Narasimhan, 2005. "Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach," Quantitative Marketing and Economics, Springer, vol. 3(1), pages 5-39, January.
  6. Birger Wernerfelt, 1994. "On the Function of Sales Assistance," Marketing Science, INFORMS, vol. 13(1), pages 68-82.
  7. Coughlan, Anne T & Narasimhan, Chakravarthi, 1992. "An Empirical Analysis of Sales-Force Compensation Plans," The Journal of Business, University of Chicago Press, vol. 65(1), pages 93-121, January.
  8. Fabio Caldieraro & Anne T. Coughlan, 2009. "Optimal Sales Force Diversification and Group Incentive Payments," Marketing Science, INFORMS, vol. 28(6), pages 1009-1026, 11-12.
  9. Pradeep Chintagunta & Tülin Erdem & Peter E. Rossi & Michel Wedel, 2006. "Structural Modeling in Marketing: Review and Assessment," Marketing Science, INFORMS, vol. 25(6), pages 604-616, 11-12.
  10. Alex Thevaranjan & Kissan Joseph, 1999. "Incentives and job redesign: the case of the personal selling function," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 20(4), pages 205-216.
  11. Arvind Rangaswamy & Prabhakant Sinha & Andris Zoltners, 1990. "An Integrated Model-Based Approach for Sales Force Structuring," Marketing Science, INFORMS, vol. 9(4), pages 279-298.
  12. Rajiv Lal & Richard Staelin, 1986. "Salesforce Compensation Plans in Environments with Asymmetric Information," Marketing Science, INFORMS, vol. 5(3), pages 179-198.
  13. Amiya K. Basu & Rajiv Lal & V. Srinivasan & Richard Staelin, 1985. "Salesforce Compensation Plans: An Agency Theoretic Perspective," Marketing Science, INFORMS, vol. 4(4), pages 267-291.
  14. Erin Anderson, 2008. "The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis," Marketing Science, INFORMS, vol. 27(1), pages 70-84, 01-02.
  15. Bernd Skiera & Sönke Albers, 1998. "COSTA: Contribution Optimizing Sales Territory Alignment," Marketing Science, INFORMS, vol. 17(3), pages 196-213.
  16. Thomas Steenburgh, 2008. "Effort or timing: The effect of lump-sum bonuses," Quantitative Marketing and Economics, Springer, vol. 6(3), pages 235-256, September.
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