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1

Enhancing Sales Force Productivity || Sales Force Effectiveness: A Framework for Researchers and Practitioners

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Journal:

Journal of Personal Selling and Sales Management

Year:

2008

Language:

english

File:

PDF, 3.22 MB

english, 2008

2

Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness

Zoltners, Andris A., Sinha, Prabhakant, Lorimer, Sally E.

Journal:

Journal of Personal Selling and Sales Management

Year:

2012

Language:

english

File:

PDF, 1.84 MB

english, 2012

3

B2B Research || Sales force modeling: State of the field and research agenda

Murali K. Mantrala, Sönke Albers, Fabio Caldieraro, Ove Jensen, Kissan Joseph, Manfred Krafft, Chakravarthi Narasimhan, Srinath Gopalakrishna, Andris Zoltners, Rajiv Lal and Leonard Lodish

Journal:

Marketing Letters

Year:

2010

Language:

english

File:

PDF, 1.62 MB

english, 2010

4

Pricing the Product Line during Periods of Scarcity

Kent B. Monroe and Andris A. Zoltners

Journal:

Journal of Marketing

Year:

1979

Language:

english

File:

PDF, 1.84 MB

english, 1979

5

Twenty-Fifth Anniversary of the "Journal of Personal Selling & Sales Management" || Sales and Marketing Integration: A Proposed Framework

Dominique Rouziès, Erin Anderson, Ajay K. Kohli, Ronald E. Michaels, Barton A. Weitz and Andris A. Zoltners

Journal:

Journal of Personal Selling and Sales Management

Year:

2005

Language:

english

File:

PDF, 1.38 MB

english, 2005

6

Twenty-Fifth Anniversary of the "Journal of Personal Selling & Sales Management" || The Changing Environment of Selling and Sales Management

Eli Jones, Steven P. Brown, Andris A. Zoltners and Barton A. Weitz

Journal:

Journal of Personal Selling and Sales Management

Year:

2005

Language:

english

File:

PDF, 1.04 MB

english, 2005

7

Sales Force Effectiveness: A Framework for Researchers and Practitioners

Zoltners, Andris A., Sinha, Prabhakant, Lorimer, Sally E.

Journal:

Journal of Personal Selling and Sales Management

Year:

2008

Language:

english

File:

PDF, 2.87 MB

english, 2008

8

The Channel Intermediary Selection Decision: A Model and an Application

Rangan, V. Kasturi, Zoltners, Andris A., Becker, Robert J.

Journal:

Management Science

Year:

1986

Language:

english

File:

PDF, 611 KB

english, 1986

9

A Market Selection Model for Multiple End-Use Products

Andris A. Zoltners and Joe A. Dodson

Journal:

Journal of Marketing

Year:

1983

Language:

english

File:

PDF, 493 KB

english, 1983

10

Sales force modeling: State of the field and research agenda

Murali K. Mantrala, Sönke Albers, Fabio Caldieraro, Ove Jensen, Kissan Joseph, Manfred Krafft, Chakravarthi Narasimhan, Srinath Gopalakrishna, Andris Zoltners, Rajiv Lal, Leonard Lodish

Journal:

Marketing Letters

Year:

2010

Language:

english

File:

PDF, 296 KB

english, 2010

11

Sales Territory Design: Thirty Years of Modeling and Implementation

Andris A. Zoltners and Prabhakant Sinha

Journal:

Marketing Science

Year:

2005

Language:

english

File:

PDF, 4.10 MB

english, 2005

12

Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-Based Approach

Murali K. Mantrala, Prabhakant Sinha and Andris A. Zoltners

Journal:

Marketing Science

Year:

1994

Language:

english

File:

PDF, 817 KB

english, 1994

13

Sales Territory Alignment: An Overlooked Productivity Tool

Andris A. Zoltners and Sally E. Lorimer

Journal:

Journal of Personal Selling and Sales Management

Year:

2000

Language:

english

File:

PDF, 1.84 MB

english, 2000

14

Analysis of New Product Diffusion Using a Four-Segment Trial-Repeat Model

Hahn, Minhi, Park, Sehoon, Krishnamurthi, Lakshman, Zoltners, Andris A.

Journal:

Marketing Science

Year:

1994

Language:

english

File:

PDF, 1.53 MB

english, 1994

15

The Multiple-Choice Knapsack Problem

Prabhakant Sinha and Andris A. Zoltners

Journal:

Operations Research

Year:

1979

Language:

english

File:

PDF, 325 KB

english, 1979

16

Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability

Murali K. Mantrala, Prabhakant Sinha and Andris A. Zoltners

Journal:

Journal of Marketing Research

Year:

1992

Language:

english

File:

PDF, 2.38 MB

english, 1992

17

Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability

Mantrala, Murali K., Sinha, Prabhakant, Zoltners, Andris A.

Journal:

Journal of Marketing Research

Year:

1992

Language:

english

File:

PDF, 1.73 MB

english, 1992

18

The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation

Zoltners, Andris A., Sinha, Prabhakant

Journal:

Marketing Science

Year:

2005

Language:

english

File:

PDF, 377 KB

english, 2005

19

Sales Territory Alignment: A Review and Model

Zoltners, Andris A., Sinha, Prabhakant

Journal:

Management Science

Year:

1983

Language:

english

File:

PDF, 1.18 MB

english, 1983

20

Sales Territory Design: An Integrated Approach

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

Journal:

Management Science

Year:

1975

Language:

english

File:

PDF, 792 KB

english, 1975

21

Integer Programming Models for Sales Resource Allocation

Zoltners, Andris A., Sinha, Prabhakant

Journal:

Management Science

Year:

1980

Language:

english

File:

PDF, 1.12 MB

english, 1980

22

Weighted Assignment Models and Their Application

Ross, G. Terry, Zoltners, Andris A.

Journal:

Management Science

Year:

1979

Language:

english

File:

PDF, 1.03 MB

english, 1979

23

Integer Programming Models for Sales Territory Alignment to Maximize Profit

Andris A. Zoltners

Journal:

Journal of Marketing Research

Year:

1976

Language:

english

File:

PDF, 709 KB

english, 1976

24

The Multiple-Choice Nested Knapsack Model

Armstrong, Ronald D., Sinha, Prabhakant, Zoltners, Andris A.

Journal:

Management Science

Year:

1982

Language:

english

File:

PDF, 451 KB

english, 1982

25

An Optimal Algorithm for Sales Representative Time Management

Andris A. Zoltners, Prabhakant Sinha and Philip S. C. Chong

Journal:

Management Science

Year:

1979

Language:

english

File:

PDF, 393 KB

english, 1979

26

An Integrated Model-Based Approach for Sales Force Structuring

Arvind Rangaswamy, Prabhakant Sinha and Andris Zoltners

Journal:

Marketing Science

Year:

1990

Language:

english

File:

PDF, 648 KB

english, 1990

27

The Channel Intermediary Selection Decision: A Model and an Application

V. Kasturi Rangan, Andris A. Zoltners and Robert J. Becker

Journal:

Management Science

Year:

1986

Language:

english

File:

PDF, 1.10 MB

english, 1986

28

Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-Based Approach

Mantrala, Murali K., Sinha, Prabhakant, Zoltners, Andris A.

Journal:

Marketing Science

Year:

1994

Language:

english

File:

PDF, 1.65 MB

english, 1994

29

An Allocation Model for Catalog Space Planning

Miki Johnson, Andris A. Zoltners and Prabhakant Sinha

Journal:

Management Science

Year:

1979

Language:

english

File:

PDF, 462 KB

english, 1979

30

Some Easy Postoptimality Analysis for Zero-One Programming

Christopher J. Piper and Andris A. Zoltners

Journal:

Management Science

Year:

1976

Language:

english

File:

PDF, 846 KB

english, 1976

31

Sales Territory Alignment: A Review and Model

Andris A. Zoltners and Prabhakant Sinha

Journal:

Management Science

Year:

1983

Language:

english

File:

PDF, 2.14 MB

english, 1983

32

A mathematical programming system for preference and compatibility maximized menu planning and scheduling

Joseph L. Balintfy, G. Terry Ross, Prabhakant Sinha, Andris A. Zoltners

Journal:

Mathematical Programming

Year:

1978

Language:

english

File:

PDF, 678 KB

english, 1978

33

An Interactive Audit-Staff Scheduling Decision Support System

Bala V. Balachandran and Andris A. Zoltners

Journal:

The Accounting Review

Year:

1981

Language:

english

File:

PDF, 1.63 MB

english, 1981

34

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

Sinha, Prabhakant, Zoltners, Andris A.

Journal:

Year:

2001

Language:

english

File:

PDF, 673 KB

english, 2001

35

An Allocation Model for Catalog Space Planning

Johnson, Miki, Zoltners, Andris A., Sinha, Prabhakant

Journal:

Management Science

Year:

1979

Language:

english

File:

PDF, 1.05 MB

english, 1979

36

Integer Programming Models for Sales Resource Allocation

Andris A. Zoltners and Prabhakant Sinha

Journal:

Management Science

Year:

1980

Language:

english

File:

PDF, 1.96 MB

english, 1980

37

Analysis of New Product Diffusion Using a Four-Segment Trial-Repeat Model

Minhi Hahn, Sehoon Park, Lakshman Krishnamurthi and Andris A. Zoltners

Journal:

Marketing Science

Year:

1994

Language:

english

File:

PDF, 803 KB

english, 1994

38

The Multiple-Choice Nested Knapsack Model

Ronald D. Armstrong, Prabhakant Sinha and Andris A. Zoltners

Journal:

Management Science

Year:

1982

Language:

english

File:

PDF, 1021 KB

english, 1982

39

Marketing Engineering || Sales-Force Decision Models: Insights from 25 Years of Implementation

Prabhakant Sinha and Andris A. Zoltners

Journal:

Year:

2001

Language:

english

File:

PDF, 4.23 MB

english, 2001

40

Sales Territory Design: An Integrated Approach

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

Journal:

Management Science

Year:

1975

Language:

english

File:

PDF, 1.58 MB

english, 1975

41

An Optimal Algorithm for Sales Representative Time Management

Zoltners, Andris A., Sinha, Prabhakant, Chong, Philip S. C.

Journal:

Management Science

Year:

1979

Language:

english

File:

PDF, 671 KB

english, 1979

42

Weighted Assignment Models and Their Application

G. Terry Ross and Andris A. Zoltners

Journal:

Management Science

Year:

1979

Language:

english

File:

PDF, 1.78 MB

english, 1979

43

Some Easy Postoptimality Analysis for Zero-One Programming

Piper, Christopher J., Zoltners, Andris A.

Journal:

Management Science

Year:

1976

Language:

english

File:

PDF, 434 KB

english, 1976

44

Integer Programming Models for Sales Territory Alignment to Maximize Profit

Zoltners, Andris A.

Journal:

Journal of Marketing Research

Year:

1976

Language:

english

File:

PDF, 681 KB

english, 1976

45

A Market Selection Model for Multiple End-Use Products

Zoltners, Andris A., Dodson, Joe A.

Journal:

Journal of Marketing

Year:

1983

Language:

english

File:

PDF, 1.39 MB

english, 1983

46

Intersection cuts from outer polars of truncated cubes

Egon Balas, Andris Zoltners

Journal:

Naval Research Logistics (NRL)

Year:

1975

Language:

english

File:

PDF, 893 KB

english, 1975

47

Implicit enumeration based algorithms for postoptimizing zero-one programs

Christopher J. Piper, Andris A. Zoltners

Journal:

Naval Research Logistics (NRL)

Year:

1975

Language:

english

File:

PDF, 959 KB

english, 1975

48

The bounded interval generalized assignment model

G. Terry Ross, Richard M. Soland, Andris A. Zoltners

Journal:

Naval Research Logistics (NRL)

Year:

1980

Language:

english

File:

PDF, 464 KB

english, 1980

49

Optimal regional distribution of petroleum products

Moore, Craig L, Zoltners, Andris A

Journal:

Year:

1976

Language:

english

File:

PDF, 546 KB

english, 1976

50

Index

Moore, Craig L, Zoltners, Andris A

Journal:

Heart Failure Clinics

Year:

2009

Language:

english

File:

PDF, 87 KB

english, 2009