References
- Beswick, Charles A., and David W. Cravens (1977), “A Multistage Decision Model for Salesforce Management,” Journal of Marketing Research, 14 (2), 135–144.
- Boles, James S., Naveen Donthu, and Ritu Lohtia (1995), “Salesperson Evaluation Using Relative Performance Efficiency: The Application of Data Envelopment Analysis,” Journal of Personal Selling & Sales Management, 15, 3 (Summer), 31–49.
- Doyle, Peter, and John Saunders (1990), “Multiproduct Advertising Budgeting,” Marketing Science, 9 (2), 97–113.
- Drexl, Andreas, and Knut Haase (1999), “Fast Approximation Methods for Sales Force Deployment,” Management Science, 45 (10), 1307–1323.
- Fudge, William K., and Leonard M. Lodish (1977), “Evaluation of the Effectiveness of a Model Based Salesman’s Planning System by Field Experimentation,” Interfaces, 8 (May), 97–106.
- Hanssens, Dominique M., Leonard J. Parsons, and Randall L. Schultz (2001), Market Response Models: Econometric and Time Series Analysis, 2d ed., Boston: Kluwer Academic.
- Hess, Sidney W. , and Stuart A. Samuels (1971), “Experiences with a Sales Districting Model: Criteria and Implementation,” Management Science, 18 (4), 41–54.
- Horsky, Dan, and Paul Nelson (1996), “Evaluation of Salesforce Size and Productivity Through Efficient Frontier Benchmarking,” Marketing Science, 15 (4), 301–320.
- Koyck, Leendert M. (1954), Distributed Lags and Investment Analysis, Amsterdam: North-Holland.
- Leeflang, Peter S.H., Dick R. Wittink, Michel Wedel, and Philippe A. Naert (2000), Building Models for Marketing Decisions, Dordrecht: Kluwer.
- Lodish, Leonard M. (1971), “CALLPLAN: An Interactive Salesman’s Call Planning System,” Management Science, 18 (4), 25–40.
- Lodish, Leonard M. (1975), “Sales Territory Alignment to Maximize Profit,” Journal of Marketing Research, 12 (1), 30–36.
- Lodish, Leonard M. (2001), “Building Marketing Models That Make Money,” Interfaces, 31 (3), 45–55.
- Lodish, Leonard M., Ellen Curtis, Michael Ness, and M. Kerry Simpson (1988), “Sales Force Sizing and Deployment Using a Decision Calculus Model at Syntex Laboratories,” Interfaces, 18 (1), 5–20.
- Manchanda, Puneet, and Pradeep K. Chintagunta (2004), “Responsiveness of Physician Prescription Behavior to Salesforce Effort: An Individual Level Analysis,” Marketing Letters, 15 (2–3), 129–145.
- Manchanda, Puneet, Peter E. Rossi, and Pradeep K. Chintagunta (2004), “Response Modeling with Nonrandom Marketing-Mix Variables,” Journal of Marketing Research, 61 (4), 467–478.
- Rangaswamy, Arvind, Prabhakant Sinha, and Andris A. Zoltners (1990), “An Integrated Model-Based Approach for Sales Force Structuring,” Marketing Science, 9 (4), 279–298.
- Ryans, Adrian B., and Charles B. Weinberg (1979), “Territory Sales Response,” Journal of Marketing Research, 16 (4), 453–465.
- Sinha, Prabhakant, and Andris A. Zoltners (2001), “Sales-Force Decision Models: Insights from 25 Years of Implementation,” Interfaces, 31 (3, pt. 2), S8–S44.
- Skiera, Bernd, and Sönke Albers (1998), “COSTA: Contribution Optimizing Sales Territory Alignment,” Marketing Science, 17 (3), 196–213.
- Tull, Donald S., Van R. Wood, Dale Duhan, Tom Gillpatrick, Kim R. Robertson, and James G. Helgeson (1986), “‘Leveraged’ Decision Making in Advertising: The Flat Maximum
- Principle and Its Implications,” Journal of Marketing Research, 23 (1), 25–32.
- Zoltners, Andris A., and Prabhakant Sinha (1983), “Sales Territory Alignment: A Review and Model,” Management Science, 29 (11), 1237–1256.
- Zoltners, Andris A., and Prabhakant Sinha (2005), “Sales Territory Design: Thirty Years of Modeling and Implementation,” Marketing Science, 24 (3), 313–332.