225
Views
17
CrossRef citations to date
0
Altmetric
Original Articles

Salesforce design with experience-based learning

, &
Pages 941-952 | Received 01 Sep 2002, Accepted 01 Jan 2004, Published online: 17 Aug 2010

References

  • Badiru , A. B. 1992 . Computational survey of univariate and multivariate learning curve models. . IEEE Transactions on Engineering Management , 39 : 176 – 188 .
  • Basu , A. , Lal , R. , Srinivasan , V. and Staelin , R. 1985 . Salesforce compensation plans: an agency theoretic perspective. . Marketing Science , 4 : 267 – 291 .
  • Bhardwaj , P. 2001 . Delegating pricing decisions. . Marketing Science , 20 ( 2 ) : 143 – 169 .
  • Dewan , S. and Mendelson , H. 1990 . User delay costs and internal pricing for a service facility. . Management Science , 36 : 1502 – 1517 .
  • Gross , D. and Harris , C . 1985 . Fundamentals of Queueing Theory . John Wiley and Sons ,
  • Joseph , K. and Thevaranjan , A. 1998 . Monitoring and incentives in sales organizations: an agency-theoretic perspective. . Marketing Science , 17 ( 2 ) : 107 – 124 .
  • Lal , R. and Srinivasan , V. 1993 . Compensation plans for single and multi-product salesforces: an application of the Holmstrom-Milgrom model. . Management Science , 39 : 777 – 793 .
  • Lodish , L. 1976 . Assigning salesmen to accounts to maximize profits. . Journal of Marketing Research , 13 : 440 – 444 .
  • Lodish , L. 1980 . A user oriented model for salesforce size, product and market allocation decisions. . Journal of Marketing , 44 : 70 – 78 .
  • Lodish , L. , Curtis , E. , Ness , E. and Simpson , M. K. 1988 . Sales force sizing and deployment using a decision calculus model at Syntex Laboratories. . Interfaces , 18 : 5 – 20 .
  • Lucas , H. , Weinberg , C. and Clowes , K. 1975 . Sales response as a function of territorial potential and sales representative workload. . Journal of Marketing Research , 12 : 298 – 305 .
  • Mantrala , M. , Sinha , P. and Zoltners , A. 1992 . Impact of resource allocation rules on marketing investment-level decisions and profitability. . Journal of Marketing Research , 29 ( 2 ) : 162 – 176 .
  • Montgomery , D. and Urban , G. 1969 . Management Science in Marketing , Englewood Cliffs, NJ : Prentice Hall .
  • Pinker , E. J. and Shumsky , R. A. 2000 . The efficiency-quality trade-off of cross-trained workers. . Manufacturing & Service Operations Management , 2 ( 1 ) : 32 – 48 .
  • Rangaswamy , A. , Sinha , P. and Zoltners , A. 1990 . An integrated model-based approach for sales force structuring. . Marketing Science , 9 ( 4 ) : 279 – 299 .
  • Rao , R. 1990 . Compensating heterogeneous salesforces—some explicit solutions. . Marketing Science , 9 ( 4 ) : 319 – 341 .
  • So , K. and Song , J. 1998 . Price, delivery time guarantees and capacity selection. . European Journal of Operational Research , 111 : 28 – 49 .
  • Stidham , S. 1992 . Pricing and capacity decisions for a service facility: stability and multiple local optima. . Management Science , 38 ( 8 ) : 1121 – 1139 .
  • Yelle , L. 1979 . The learning curve: historical review and comprehensive study. . Decision Sciences , 10 : 302 – 328 .
  • Zoltners , A. 1976 . Integer programming models for sales territory alignment to maximize profits. . Journal of Marketing Research , 13 : 426 – 430 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.