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



Publication type
Article in Journal

Peer reviewed
Yes

Publication status
Published

Year
2010

Journal
Marketing Letters

Volume
21

Issue
3

Start page
255

End page
272

Pages range
255-272

Language
English

ISSN
0923-0645

DOI

Affiliation
Univ Washington, Univ Munster, Washington Univ, Univ Penn, Northwestern Univ, WHU Otto Beisheim Sch Management, Univ Missouri, Univ Kansas, Harvard Univ, Univ Kiel