Works matching DE "SALES territories"

Results: 88

PRIORITIZING SALES FORCE DECISION AREAS FOR PRODUCTIVITY IMPROVEMENTS USING A CORE SALES RESPONSE FUNCTION.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 2, p. 145, doi. 10.2753/PSS0885-3134280203

By:

Skiera, Bernd;
Albers, Sönke

Publication type:

Article

AN EXPLORATORY INVESTIGATION OF THE IMPACT OF CULTURE ON SALES FORCE MANAGEMENT CONTROL SYSTEMS IN EUROPE.

Published in:

Journal of Personal Selling & Sales Management, 2003, v. 23, n. 1, p. 61, doi. 10.1080/08853134.2003.10748988

By:

Rouzies, Dominique;
Macquin, Anne

Publication type:

Article

Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness.

Published in:

Journal of Personal Selling & Sales Management, 2001, v. 21, n. 2, p. 109, doi. 10.1080/08853134.2001.10754262

By:

Baldauf, Artur;
Cravens, David W.;
Piercy, Nigel F.

Publication type:

Article

Research Priorities in Sales Strategy and Performance.

Published in:

Journal of Personal Selling & Sales Management, 2001, v. 21, n. 2, p. 83, doi. 10.1080/08853134.2001.10754260

By:

Leigh, Thomas W.;
Marshall, Greg W.

Publication type:

Article

Managing Salesperson motivation in a Territory Realignment.

Published in:

Journal of Personal Selling & Sales Management, 2000, v. 20, n. 4, p. 215, doi. 10.1080/08853134.2000.10754242

By:

Smith, Kirk;
Jones, Eli;
Blair, Edward

Publication type:

Article

Sales Territory Alignment: An Overlooked Productivity Tool.

Published in:

Journal of Personal Selling & Sales Management, 2000, v. 20, n. 3, p. 139, doi. 10.1080/08853134.2000.10754234

By:

Zoltners, Andris A.;
Lorimer, Sally E.

Publication type:

Article

The Impact of Territory Difficulty and Self Versus Other Ratings on Managerial Evaluations of Sales Personnel.

Published in:

Journal of Personal Selling & Sales Management, 1992, v. 12, n. 4, p. 35, doi. 10.1080/08853134.1992.10753926

By:

Marshall, Greg W.;
Mowen, John C.;
Fabes, Keith J.

Publication type:

Article

Salesperson Evaluation: A Systematic Structure for Reducing Judgmental Biases.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 2, p. 27, doi. 10.1080/08853134.1991.10753866

By:

Gentry, James W.;
Mowen, John C.;
Tasaki, Lori

Publication type:

Article

The Selling Situation as a Moderator of the Personality-Sales Performance Relationship: an Empirical Investigation.

Published in:

Journal of Personal Selling & Sales Management, 1986, v. 6, n. 3, p. 53

By:

Avila, Ramon A.;
Fern, Edward F.

Publication type:

Article

Effects of Effort, Territory Situation, and Rater on Salesperson Evaluation.

Published in:

Journal of Personal Selling & Sales Management, 1986, v. 6, n. 1, p. 1

By:

Mowen, John C.;
Fabes, Keith J.;
LaForge, Raymond W.

Publication type:

Article

Leaders in Selling and Sales Management: John H. Patterson.

Published in:

Journal of Personal Selling & Sales Management, 1985, v. 5, n. 2, p. 59

By:

Hawes, Jon M.;
Simpson, Edwin K.

Publication type:

Article

Managing a Sales Territory: A Comparison of Industrial Goods and Consumer Goods Sales Representatives.

Published in:

Journal of Personal Selling & Sales Management, 1982, v. 2, n. 2, p. 24, doi. 10.1080/08853134.1982.10754335

By:

Deutscher, Terry;
Burgoyne, David G.;
Grundman, Gary N.;
Marshall, Judith J.

Publication type:

Article

Fast Approximation Methods for Sales Force Deployment.

Published in:

Management Science, 1999, v. 45, n. 10, p. 1307, doi. 10.1287/mnsc.45.10.1307

By:

Drexl, Andreas;
Haase, Knut

Publication type:

Article

SALES TERRITORY ALIGNMENT: A REVIEW AND MODEL.

Published in:

Management Science, 1983, v. 29, n. 11, p. 1237, doi. 10.1287/mnsc.29.11.1237

By:

Zoltners, Andris A.;
Sinha, Prabhakant

Publication type:

Article

A center-based modeling approach to solve the districting problem.

Published in:

International Journal of Geographical Information Science, 2019, v. 33, n. 2, p. 368, doi. 10.1080/13658816.2018.1474472

By:

Kong, Yunfeng;
Zhu, Yanfang;
Wang, Yujing

Publication type:

Article

INSTRUMENTAL VALUE OF CULTURAL HERITAGE AS A PROMOTER OF SME IN RURAL TERRITORIES.

Published in:

Economic Science for Rural Development Conference Proceedings, 2015, n. 39, p. 218

By:

Jeroscenkova, Laura;
Kruzmetra, Maiga;
Rivza, Baiba;
Alekneviciene, Vilija;
Parlińska, Agnieszka

Publication type:

Article

HEURÍSTICA RECURSIVA DE EXPANSIÓN MÍNIMA PARA EL REDISEÑO DE TERRITORIOS DE VENTA.

Published in:

Revista Ingeniería Industrial, 2013, v. 12, n. 2, p. 63

By:

Correa Medina, Juan Gabriel;
Ruvalcaba Sánchez, Ma. Loecelia Guadalupe

Publication type:

Article

ESTIMATING SERVICE TERRITORY SIZE.

Published in:

Management Science, 1979, v. 25, n. 4, p. 301, doi. 10.1287/mnsc.25.4.301

By:

Smith, Stephan A.

Publication type:

Article

GEOMETRIC APPROACHES TO SOLVING THE TRAVELING SALESMAN PROBLEM.

Published in:

Management Science, 1977, v. 23, n. 11, p. 1208, doi. 10.1287/mnsc.23.11.1208

By:

Norback, John P.;
Love, Robert F.

Publication type:

Article

ALLOCATING SELLING EFFORT VIA DYNAMIC PROGRAMMING.

Published in:

Management Science, 1977, v. 23, n. 7, p. 667, doi. 10.1287/mnsc.23.7.667

By:

Beswick, Charles A.

Publication type:

Article

SALES TERRITORY DESIGN: AN INTEGRATED APPROACH.

Published in:

Management Science, 1975, v. 22, n. 3, p. 309, doi. 10.1287/mnsc.22.3.309

By:

Shanker, Roy J.;
Turner, Ronald E.;
Zoltners, Andris A.

Publication type:

Article

EXPERIENCES WITH A SALES DISTRICTING MODEL: CRITERIA AND IMPLEMENTATION.

Published in:

Management Science, 1971, v. 18, n. 4, p. P-41, doi. 10.1287/mnsc.18.4.P41

By:

Hess, Sidney W.;
Samuels, Stuart A.

Publication type:

Article

CALLPLAN: AN INTERACTIVE SALESMAN'S CALL PLANNING SYSTEM.

Published in:

Management Science, 1971, v. 18, n. 4, p. P-25, doi. 10.1287/mnsc.18.4.P25

By:

Lodish, Leonard M.

Publication type:

Article

BIOBJECTIVE MODEL FOR REDESIGNING SALES TERRITORIES.

Published in:

International Journal of Industrial Engineering, 2012, v. 19, n. 9, p. 350

By:

Correa Medina, Juan Gabriel;
Ruvalcaba Sánchez, Loecelia Guadalupe;
Olivares-Benitez, Elias;
Palacios, Vittorio Zanella

Publication type:

Article

Desejo de marcar, algo demasiadamente humano.

Published in:

Comunicação, Mídia e Consumo, 2011, v. 8, n. 23, p. 93

By:

Casaqui, Vander

Publication type:

Article

Relationships between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectiveness.

Published in:

British Journal of Management, 1999, v. 10, n. 2, p. 95, doi. 10.1111/1467-8551.00113

By:

Piercy, Nigel F.;
Cravens, David W.;
Morgan, Neil A.

Publication type:

Article

Sales Management in Developing Countries: A Comparison of Managerial Control Perspectives.

Published in:

Journal of Asia-Pacific Business, 2007, v. 8, n. 3, p. 37, doi. 10.1300/J098v08n03_04

By:

Rajagopal

Publication type:

Article

Thrill of victory and agony of defeat: Emotional rewards and sales force compensation.

Published in:

Quantitative Marketing & Economics, 2013, v. 11, n. 4, p. 379, doi. 10.1007/s11129-013-9138-y

By:

Yang, Ying;
Syam, Niladri;
Hess, James

Publication type:

Article

Trading Territories (Book).

Published in:

1999

By:

Smith, Catherine Delano;
White, GeorgeW.;
Beck, Gunnar;
Agnew, John;
Heathorn, Stephen;
Madsen, Kenneth;
Blouet, BrianW.

Publication type:

Book Review

COSTA: Contribution Optimizing Sales Territory Alignment.

Published in:

Marketing Science, 1998, v. 17, n. 3, p. 196, doi. 10.1287/mksc.17.3.196

By:

Skiera, Bend;
Albers, Sonke

Publication type:

Article

The Role of Satisfaction With Territory Design on the Motivation, Attitudes, and Work Outcomes of Salespeople.

Published in:

Journal of the Academy of Marketing Science, 2001, v. 29, n. 2, p. 165, doi. 10.1177/03079459994533

By:

Grant, Ken;
Cravens, David W.;
Low, George S.;
Moncrief, William C.

Publication type:

Article

INCORPORATING SALES FORCE PREFERENCES IN A GOAL PROGRAMMING MODEL FOR THE SALES RESOURCE ALLOCATION PROBLEM.

Published in:

Decision Sciences, 1987, v. 18, n. 4, p. 677, doi. 10.1111/j.1540-5915.1987.tb01554.x

By:

McClure, Richard H.;
Wells, Charles E.

Publication type:

Article

Vertical Control of Cournot Wholesalers in Spatial Competition: Exclusive Territories? Or Maximum Retail Price Stipulations?

Published in:

Review of Marketing Science, 2005, v. 3, p. 1

By:

Nariu, Tatsuhiko;
Flath, David

Publication type:

Article

Sales-Force Decision Models: Insights from 25 Years of Implementation.

Published in:

Interfaces, 2001, v. 31, n. 3, p. S8, doi. 10.1287/inte.31.3s.8.9675

By:

Sinha, Prabhakant;
Zoltners, Andris A.

Publication type:

Article

THE COMPUTER THAT WAS TOO WELL SOLD: A TOCCATA IN FOUR MOVEMENTS.

Published in:

Interfaces, 1980, v. 10, n. 5, p. 7, doi. 10.1287/inte.10.5.7

By:

Woolsey, Gene

Publication type:

Article

The Sales Force Management Audit.

Published in:

California Management Review, 1981, v. 24, n. 2, p. 86, doi. 10.2307/41164959

By:

Dubinsky, Alan J.;
Hansen, Richard W.

Publication type:

Article

Mitigating Underinvestment Through an IT-Enabled Organization Form.

Published in:

1997

By:

Nault, Barrie R.

Publication type:

Abstract

Territory Sales Response Models: Stability Over Time.

Published in:

Journal of Marketing Research (JMR), 1987, v. 24, n. 2, p. 229, doi. 10.2307/3151513

By:

Ryans, Adrian B.;
Weinberg, Charles B.

Publication type:

Article

The Influence of Career Stages on Salespeople's Job Attitudes, Work Perceptions, and Performance.

Published in:

Journal of Marketing Research (JMR), 1986, v. 23, n. 2, p. 119, doi. 10.2307/3151659

By:

Cron, William L.;
Slocum Jr., John W.

Publication type:

Article

Territory Sales Response.

Published in:

Journal of Marketing Research (JMR), 1979, v. 16, n. 4, p. 453, doi. 10.2307/3150806

By:

Ryans, Adrian B.;
Weinberg, Charles B.

Publication type:

Article

Issues in Sales Territory Modeling and Forecasting Using Box-Jenkins Analysis.

Published in:

Journal of Marketing Research (JMR), 1979, v. 16, n. 2, p. 221, doi. 10.2307/3150686

By:

Moriarty, Mark;
Adams, Arthur

Publication type:

Article

Increasing Precision of Marketing Experiments by Matching Sales Areas.

Published in:

Journal of Marketing Research (JMR), 1978, v. 15, n. 3, p. 449, doi. 10.2307/3150593

By:

Lodish, Leonard;
Pekelman, Dov

Publication type:

Article

A Multistage Decision Model for Salesforce Management.

Published in:

Journal of Marketing Research (JMR), 1977, v. 14, n. 2, p. 135, doi. 10.2307/3150463

By:

Beswick, Charles A.;
Cravens, David W.

Publication type:

Article

Exploring Territorial Differences in the Relationship Between Marketing Variables.

Published in:

Journal of Marketing Research (JMR), 1977, v. 14, n. 2, p. 145, doi. 10.2307/3150464

By:

Wittink, Dick R.

Publication type:

Article

A Management-Oriented Model for Allocating Sales Effort.

Published in:

Journal of Marketing Research (JMR), 1977, v. 14, n. 1, p. 22, doi. 10.2307/3151051

By:

Parasuraman, A.;
Day, Ralph L.

Publication type:

Article

Integer Programming Models for Sales Territory Alignment to Maximize Profit.

Published in:

Journal of Marketing Research (JMR), 1976, v. 13, n. 4, p. 426, doi. 10.2307/3151035

By:

Zoltners, Andris A.

Publication type:

Article

Sales Response as a Function of Territorial Potential and Sales Representative Workload.

Published in:

Journal of Marketing Research (JMR), 1975, v. 12, n. 3, p. 298, doi. 10.2307/3151228

By:

Lucas Jr., Henry C.;
Weinberg, Charles B.;
Clowes, Kenneth W.

Publication type:

Article

Sales Territory Alignment to Maximize Profit.

Published in:

Journal of Marketing Research (JMR), 1975, v. 12, n. 1, p. 30, doi. 10.2307/3150655

By:

Lodish, Leonard M.

Publication type:

Article

Franchise network restructuring: Pressures, constraints and mechanisms.

Published in:

Entrepreneurship & Regional Development, 2009, v. 21, n. 5/6, p. 503, doi. 10.1080/08985620802365178

By:

Cox, Juliet;
Mason, Colin

Publication type:

Article

Patterns of credible commitments: Territory and brand selectivity in industrial distribution...

Published in:

Journal of Marketing, 1997, v. 61, n. 2, p. 19, doi. 10.1177/002224299706100202

By:

Fein, Adam J.;
Anderson, Erin

Publication type:

Article