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Erschienen in:

01.09.2010

Sales force modeling: State of the field and research agenda

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

Erschienen in: Marketing Letters | Ausgabe 3/2010

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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.

Vorheriger Artikel The embedded sales force: Connecting buying and selling organizations

Nächster Artikel Empirical models of manufacturer-retailer interaction: A review and agenda for future research

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Titel: Sales force modeling: State of the field and research agenda
verfasst von: Murali K. Mantrala
Sönke Albers
Fabio Caldieraro
Ove Jensen
Kissan Joseph
Manfred Krafft
Chakravarthi Narasimhan
Srinath Gopalakrishna
Andris Zoltners
Rajiv Lal
Leonard Lodish
Publikationsdatum: 01.09.2010
Verlag: Springer US
Erschienen in: Marketing Letters / Ausgabe 3/2010
Print ISSN: 0923-0645
Elektronische ISSN: 1573-059X
DOI: https://doi.org/10.1007/s11002-010-9111-4

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