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