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Research article

First published 1980-4

A User-Oriented Model for Sales Force Size,Product,and Market Allocation Decisions

Leonard M. Lodish

Journal of Marketing

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Research article

First published 2013-3

Managing Sales Compensation

Pankaj M. Madhani

Compensation & Benefits Review

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Research article

First published 1975-8

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

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

Journal of Marketing Research

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Research article

First published 1999-7

An Empirical Investigation of the Antecedents of Sales Force Control Systems

Manfred Krafft

Journal of Marketing

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Research article

First published 2014-10

Measuring and Managing a Salesperson's Future Value to the Firm

V. Kumar, Sarang Sunder, Robert P. Leone

Journal of Marketing Research

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Research article

First published 2013-10

Measuring and Managing a Salesperson's Future Value to the Firm

V. Kumar, Sarang Sunder, Robert P. Leone

Journal of Marketing Research

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Research article

First published 1963-10

The use of Mathematical Models in Marketing

Philip Kotler

Journal of Marketing

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Research article

First published 1997-10

Ear Dominance and Telephone Sales

Adrian Furnham, Simon Richardson, Tony Miller

Perceptual and Motor Skills

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Research article

First published 2007-3

Marketing Masterclass: Salesforce Effectiveness: Is the Pharmaceutical Industry going in the Right Direction?

Aleksandar Ruzicic, Stephan Danner

Journal of Medical Marketing: Device,Diagnostic and Pharmaceutical Marketing

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Research article

First published 2018-11

Sales Force Downsizing and Firm-Idiosyncratic Risk: The Contingent Role of Investors’ Screening and Firm’s Signaling Processes

Nikolaos G. Panagopoulos, Ryan Mullins, Panagiotis Avramidis

Journal of Marketing

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