TY - JOUR
T1 - Sales force modeling
T2 - State of the field and research agenda
AU - Mantrala, Murali K.
AU - Albers, Sönke
AU - Caldieraro, Fabio
AU - Jensen, Ove
AU - Joseph, Kissan
AU - Krafft, Manfred
AU - Narasimhan, Chakravarthi
AU - Gopalakrishna, Srinath
AU - Zoltners, Andris
AU - Lal, Rajiv
AU - Lodish, Leonard
PY - 2010
Y1 - 2010
N2 - 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.
AB - 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.
KW - Quantitative sales force models
KW - Sales management
UR - https://www.scopus.com/pages/publications/77954424114
U2 - 10.1007/s11002-010-9111-4
DO - 10.1007/s11002-010-9111-4
M3 - Article
AN - SCOPUS:77954424114
SN - 0923-0645
VL - 21
SP - 255
EP - 272
JO - Marketing Letters
JF - Marketing Letters
IS - 3
ER -