Assessing salesforce marginal productivity

References

• Albers, S., Murali, K. M. and Shrihari, S. (2010) Personal selling elasticities: a meta-analysis, Journal of Marketing Research, 47, 840–53.
   Web of Science ®Google Scholar
• Anderson, P. (1993) Linear adjustment costs and seasonal labor demand: evidence from retail trade, The Quarterly Journal of Economics, 108, 1015–42.
   Web of Science ®Google Scholar
• Babakus, E., Yavas, U. and Ashill, N. (2009) The roles of customer orientation as a moderator of the job demand-burnout-performance relationship: a surface-level trait perspective, Journal of Retailing, 85, 480–92.
   Web of Science ®Google Scholar
• Bard, J., Binici, C. and De Silva, A. H. (2003) Staff scheduling at the United States postal service, Computers & Operations Research, 30, 745–71.
   Web of Science ®Google Scholar
• Basu, A. K., Rajiv, V. S. and Staelin, R. (1985) Sales-force compensation plans: an agency theoretic perspective, Marketing Science, 8, 324–42.
   Google Scholar
• Bijmolt, T., Van Heerde, H. and Pieters, R. (2005) New empirical generalizations on the determinants of price elasticity, Journal of Marketing Research, 42, 141–56.
   Web of Science ®Google Scholar
• Chu, C. and Zhang, G. (2003) A comparative study of linear and nonlinear models for aggregate retail sales forecasting, International Journal of Production Economics, 86, 217–31.
   Web of Science ®Google Scholar
• Darmon, R. (2001) Optimal salesforce quota plans under salesperson job equity constraints, Journal of Administrative Sciences, 18, 87.
   Web of Science ®Google Scholar
• Dhebar, A., Neslin, S. A. and Quelch, J. A. (1987) Developing models for planning retailer sales promotions: an application to automobile dealership, Journal of Retailing, 63, 333–64.
   Web of Science ®Google Scholar
• Fisher, M., Krishnan, J. and Netessine, S. (2006) Retail store execution: an empirical study, Working Paper, University of Pennsylvania. Available at http://ssrn.com/abstract=2319839 (accessed 31 December 2013). 
   Google Scholar
• Gruca, T. and Rego, L. (2005) Customer satisfaction, cash flow, and shareholder value, Journal of Marketing, 69, 115–30. 
   Web of Science ®Google Scholar
• Hausman, J. A. (1978) Specification test in econometrics, Econometrica, 46, 1251–71.
   Web of Science ®Google Scholar
• Horsky, D. and Nelson, P. (1996) Evaluation of salesforce size and productivity through efficient frontier benchmarking, Marketing Science, 15, 301–20.
   Web of Science ®Google Scholar
• Kabak, Ö., Ülengin, F., Aktas, E. et al. (2008) Efficient shift scheduling in the retail sector through two-stage optimization, European Journal of Operational Research, 184, 76–90.
   Web of Science ®Google Scholar
• Lam, S., Vandenbosch, M. and Pearce, M. (1998) Retail salesforce scheduling based on store traffic forecasting, Journal of Retailing, 74, 61–88.
   Web of Science ®Google Scholar
• Lewin, J. E. and Johnston, W. J. (1997) International salesforce management: a relationship perspective, Journal of Business & Industrial Marketing, 12, 236–52.
   Google Scholar
• Lusch, R., Vargo, S. and O’Brien, M. (2007) Competing through service: insights from service-dominant logic, Journal of Retailing, 83, 5–18.
   Web of Science ®Google Scholar
• Mani, V., Kesavan, S. and Swaminathan, J. M. (2013) Estimating the impact of understaffing on sales and profitability in retail stores, Carolina at Chapel Hill Directions: 1–32. Available at http://public.kenan-flagler.unc.edu/faculty/kesavans/understaffing.pdf (accessed 21 December 2013).
   Google Scholar
• Rangaswamy, A., Sinha, P. and Zoltners, A. (1990) An integrated model-based approach for salesforce structuring, Marketing Science, 9, 279–99.
   Web of Science ®Google Scholar
• Reynolds, K. and Beatty, S. (1999) Customer benefits and company consequences of customer-salesperson relationships in retailing, Journal of Retailing, 75, 11–32.
   Web of Science ®Google Scholar
• Ryans, A. and Weinberg, C. (1979) Territory sales response, Journal of Marketing Research, 16, 453–65.
   Web of Science ®Google Scholar
• Ryans, A. and Weinberg, C. (1987) Territory sales response models: stability over time, Journal of Marketing Research, 24, 229–33.
   Web of Science ®Google Scholar
• Schau, H., Dellande, S. and Gilly, M. (2007) The impact of code switching on service encounters, Journal of Retailing, 85, 239–44.
   Google Scholar
• Simon, J. L. and Arndt, J. (1980) The shape of the advertising response function, Journal of Advertising Research, 20, 11–20.
   Web of Science ®Google Scholar
• Sirohi, N., McLaughlin, E. and Wittink, D. (1998) A model of consumer perceptions and story loyalty intentions for a supermarket retailer, Journal of Retailing, 74, 223–45.
   Web of Science ®Google Scholar
• Slater, S. and Olson, M. (2000) Strategy type and performance: the influence of salesforce management, Strategic Management Journal, 21, 813–29. 
   Web of Science ®Google Scholar
• Ton, Z. (2008) The effect of labor on profitability: the role of quality, Working Paper, Harvard Business School. Technology & Operations Management, Unit Research Paper No. 09-040. Available at http://ssrn.com/abstract=1269523 (accessed 31 December 2013). 
   Google Scholar
• Troncoso, G. (2011) Determinación del Tamaño Óptimo de la Fuerza Laboral a través de Curvas de Productividad Marginal. Master Thesis, School of Engineering, Pontificia Universidad Católica de Chile (in Spanish).
   Google Scholar
• Wernerfelt, B. (1994) On the function of sales assistance, Marketing Science, 13, 68–82.
   Web of Science ®Google Scholar
• White, J. B., Miles, M. P. and Smith, M. F. (2001) The interrelationship of marketing productivity and financial performance for global SMEs, Irish Marketing Review, 14, 55–60.
   Google Scholar
• Wiles, M. (2007) The effect of customer service on retailers’ shareholder wealth: the role of availability and reputation cues, Journal of Retailing, 83, 19–31.
   Web of Science ®Google Scholar