Sales Force Modeling: State of the Field and Research Agenda

Mantrala Murali K., Albers Sönke, Caldieraro Fabio, Jensen Ove, Joseph Kissan, Krafft Manfred, Narasimhan Chakravarthi, Gopalakrishna Srinath, Zoltners Andris, Lal Rajiv, Lodish Leonard

Abstract

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.

Keywords

Sales management Quantitative sales force models integrated marketing communications transaction cost-analysis heterogeneous salesforces territory alignment compensation plans perspective benefits behavior

Cite as

Mantrala, M. K., Albers, S., Caldieraro, F., Jensen, O., Joseph, K., Krafft, M., Narasimhan, C., Gopalakrishna, S., Zoltners, A., Lal, R., & Lodish, L. (2010). Sales Force Modeling: State of the Field and Research Agenda. Marketing Letters, 21(3), 255–272.

Details

Publication type
Research article (journal)

Peer reviewed
Yes

Publication status
Published

Year
2010

Journal
Marketing Letters

Volume
21

Issue
3

Start page
255

End page
272

Language
English

ISSN
0923-0645

DOI
https://doi.org/10.1007/s11002-010-9111-4