Models for sales management decisions

International Series in Operations Research and Management Science

Volumn 121, Issue , 2008, Pages 163-210

  Albers, Sönke ^a   Mantrala, Murali ^b  

^a UNIVERSITY OF KIEL   (Germany)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84955160681     PISSN: 08848289     EISSN: None     Source Type: Book Series    
DOI: 10.1007/978-0-387-78213-3_6     Document Type: Chapter

References (141)

1. Albers, S. 1996a. CAPPLAN: A Decision Support System for Planning the Pricing and Sales Effort Policy of a Salesforce. European Journal of Marketing 30(7) 68–82.
2. Albers, S. 1996b. Optimization Models for Salesforce Compensation. European Journal of Operational Research 89 1–17.
3. Albers, S. 2000a. Sales-force Management. K. Blois, The Oxford Textbook of Marketing. Oxford University Press, 292–317.
4. Albers, S. 2000b. Impact of Types of Functional Relationships, Decisions, and Solutions on the Applicability of Marketing Models. International Journal of Research in Marketing, 17 169–175.
5. Albers, S. 2002. Salesforce Management – Compensation, Motivation, Selection and Training. B.A. Weitz, R. Wensley, Handbook of Marketing, Sage: London, Thousand Oaks and New Delhi, 248–266.
6. Albers, S., M.K. Mantrala, S. Sridhar. 2008. A Meta-Analysis of Personal Selling Elasticities. Working Paper, Marketing Science Institute, Cambridge MA.
7. Armstrong, G.M. 1976. The SCHEDULE Model and the Salesman’s Effort Allocation. California Management Review 18(4) 43–51.
8. Assmus, G., J.U. Farley, D.R. Lehmann. 1984. How Advertising Affects Sales: A Meta Analysis of Econometric Results. Journal of Marketing Research 21(1) 65–74.
9. Basu, A.K., G. Kalyanaram. 1990. On the Relative Performance of Linear Versus Nonlinear Compensation Plans. International Journal of Research in Marketing 7 171–178.
10. Basu, A.K., R. Lal, V. Srinivasan, R. Staelin. 1985. Salesforce Compensation Plans: An Agency Theoretic Perspective. Marketing Science 4 267–291.
11. Berger, P.D. 1972. On Setting Optimal Sales Commissions. Operations Research Quarterly 23 213–215.
12. Beswick, C.A., D.W. Cravens. 1977. A Multistage Decision Model for Salesforce Management. Journal of Marketing Research 14 135–144.
13. Bhardwaj, P. 2001. Delegating Pricing Decisions. Marketing Science 20 143–169.
14. Brown, S.P., K.R. Evans, M. Mantrala, G. Challagalla. 2005. Adapting Motivation, Control, and Compensation Research to a New Environment. Journal of Personal Selling & Sales Management 25(2) 155–167.
15. Chakravarti, D., A. Mitchell, R. Staelin. 1979. Judgment Based Marketing Decision Models: An Experimental Investigation of the Decision Calculus Approach. Management Science 25 251–263.
16. Chakravarti, D., A. Mitchell, R. Staelin. 1981. Judgment Based Marketing Decision Models: Problems and Possible Solutions. Journal of Marketing 45(Fall), 13–23.
17. Chen, F. 2005. Salesforce Incentives, Market Information, and Production/Inventory Planning. Management Science 51 60–75.
18. Chintagunta, P.K., T. Erdem, P.E. Rossi, M. Wedel. 2006. Structural Modeling in Marketing: Review and Assessment. Marketing Science 25 604–616.
19. Chowdhury, J. 1993. The Motivational Impact of Sales Quotas on Effort. Journal of Marketing Research 30 28–41.
20. Coughlan A.T. 1993. Salesforce Compensation: A Review of MS/OR Advances J. Eliashberg, G.L. Lilien, Marketing, Handbooks in Operations Research and Management Science 5, North-Holland, Amsterdam, 611–651.
21. Coughlan, A.T., C. Narasimhan. 1992. An Empirical Analysis of Sales-Force Compensation Plans. Journal of Business 65 93–121.
22. Coughlan, A.T., S.K. Sen. 1989. Salesforce Compensation: Theory and Managerial Implications. Marketing Science 8 324–342.
23. Darmon, R.Y. 1975. Scheduling Sales Calls with a Communication Response Model. E.M. Mazze, 1975 Combined Proceedings, Chicago, 530–533.
24. Darmon, R.Y. 1979. Setting Sales Quotas with Conjoint Analysis. Journal of Marketing Research 16 133–140.
25. Darmon, R.Y. 1987. QUOPLAN: A System for Optimizing Sales Quota-Bonus Plans. Journal of the Operational Research Society 38 1121–1132.
26. Dong, X., P. Manchanda, P.K. Chintagunta. 2006. Quantifying the Benefits of Individual Level Targeting under the Presence of Firm Strategic Behavior. Working Paper. University of Chicago, June.
27. Dorfman, R., P.O. Steiner. 1954. Optimal Advertising and Optimal Quality. American Economic Review 44 826–836.
28. Doyle, P., J. Saunders. 1990.Multiproduct Advertising Budgeting.Marketing Science 9 97–113.
29. Drexl, A., K. Haase. 1999. Fast Approximation Methods for Sales Force Deployment. Management Science 45(10) 1307–1323.
30. Farley, J.U. 1964. An Optimal Plan for Salesmen’s Compensation. Journal of Marketing Research 1(2) 39–43.
31. Freeland, J.R., C.B. Weinberg. 1980. S-shaped Response Functions: Implications for Decision Models. Journal of the Operational Research Society 31 1001–1007.
32. Fudge, W.K., L.M. Lodish. 1977. Evaluation of the Effectiveness of a Model Based Salesman’s Planning System by Field Experimentation. Interfaces. 8/1/Part 2, 97–106.
33. Fylstra, D., L. Lasdon, J. Watson, A. Waren. 1998. Design and Use of the Microsoft Excel Solver. Interfaces 28(5) 29–55.
34. Gaba, A., K. Ajay. 1999. Risk Behavior in Response to Quotas and Contests. Marketing Science 18 417–434.
35. Gatignon, H., D.M. Hanssens. 1987. Modeling Marketing Interactions with Application to Salesforce Effectiveness. Journal of Marketing Research. 24 247–257.
36. Ghosh, M., G. John. 2000. Experimental Evidence for Agency Models of Salesforce Compensation. Marketing Science 19 348–365.
37. Glaze, T.A., C.B. Weinberg. 1979. A Sales Territory Alignment Model and Account Planning System (TAPS). R.P. Bagozzi, Sales Management: New Developments from Behavioral and Decision Model Research. Mass. MSI, Cambridge 325–342.
38. Godes, D. 2004. Contracting Under Endogenous Risk. Quantitative Marketing and Economics 2 321–345.
39. Gonik, J. 1978. Tie Salesmens’ Bonuses to Their Forecasts. Harvard Business Review 56(3), 116–123.
40. Gönül, F.F., F. Carter, E. Petrova, K. Srinivasan. 2001. Promotion of PrescriptionDrugs and Its Impact on Physicians’ Choice Behavior. Journal of Marketing 65(July) 79–90.
41. Gopalakrishna, S., R. Chatterjee. 1992. A Communications Response Model for a Mature Industrial Product: Application and Implications. Journal of Marketing Research 29 189–200.
42. Gopalakrishna, S., J. Garrett, M.K. Mantrala, J.. Moore. 2006. Determining the Effectiveness of Sales Contests. Working Paper. University of Missouri.
43. Green, J.R., N.L. Stokey. 1983. A Comparison of Tournaments and Contracts. Journal of Political Economy 91(3), 349–364.
44. Hanssens, D.M., H.A. Levien. 1983. An Econometric Study of Recruitment Marketing in the U.S. Navy. Management Science 29 1167–1184.
45. Hanssens, D.M., L.J. Parsons, R.L. Schultz. 2003. Market Response Models: Econometric and Time Series Analysis. 2 nd ed., Kluwer, Boston.
46. Hauser, J.R., D.I. Simester, B. Wernerfelt. 1994. Customer Satisfaction Incentives. Marketing Science 13, 327–350.
47. Hess, S.W., S.A. Samuels. 1971. Experiences with a Sales Districting Model: Criteria and Implementation. Management Science 18 P41–P54.
48. Horsky, D., P. Nelson. 1996. Evaluation of Salesforce Size and Productivity through Efficient Frontier Benchmarking. Marketing Science 15 301–320.
49. John, G., B. Weitz. 1989. Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary Versus Incentive Compensation. Journal of Marketing Research. 26, 1–14.
50. Johnson, D.S., S. Bharadwaj. 2005. Digitization of Selling Activity and Sales Force Performance: An Empirical Investigation. Journal of the Academy of Marketing Science 33(1) 3–18.
51. Jones, E., S.P. Brown, A.A. Zoltners, B.A. Weitz. 2005. The Changing Environment of Selling and Sales Management. Journal of Personal Selling & Sales Management 25(2) 105–111.
52. Joseph, K. 2001. On the Optimality of Delegating Pricing Authority to the Sales Force. Journal of Marketing 65(January) 62–70.
53. Joseph, K., M.U. Kalwani. 1995a. The Impact of Environmental Uncertainty on the Design of Salesforce Compensation Plans. Marketing Letters 6 183–197.
54. Joseph, K., M.U. Kalwani. 1995b. The Role of Bonus Pay in Salesforce Compensation Plans. Industrial Marketing Management 27 147–159.
55. Joseph, K., A. Thevaranjan. 1998. Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective. Marketing Science 17 107–123.
56. Kalra, A., M. Shi. 2001. Designing Optimal Sales Contests: A Theoretical Perspective. Marketing Science 20 170–193.
57. Kotler, P., N. Rackham, S. Krishnaswamy. 2006. Ending the War between Sales & Marketing. Harvard Business Review 84(July–August) 68–78.
58. Koyck, L.M. 1954. Distributed Lags and Investment Analysis. North Holland, Amsterdam.
59. Krafft, M., S. Albers, R. Lal. 2004. Relative Explanatory Power of Agency Theory and Transaction Cost Analysis in German Salesforces,.International Journal of Research in Marketing 21 265–283.
60. LaForge, R.W., D.W. Cravens. 1981/1982. AMarket Response Model for Sales Management Decision Making. Journal of Personal Selling and Sales Management 2(1) 10–16.
61. Lal, R. 1986. Delegating Pricing Responsibility to the Salesforce. Marketing Science 5 159–168.
62. Lal, R., D. Outland, R. Staelin. 1994. Salesforce Compensation Plans: An Individual-Level Analysis. Marketing Letters. 5 117–130.
63. Lal, R., V. Srinivasan. 1993. Compensation Plans for Single- and Multi-product Salesforces: An Application of the Holmstrom-Milgrom Model. Management Science 39. 777–793.
64. Lal, R., R. Staelin. 1986. Salesforce Compensation Plans in Environments with Asymmetric Information. Marketing Science 5 179–198.
65. Lambert, Z.V., F.W. Kniffin. 1970. Response Functions and Their Application in Sales Force Management. Southern Journal of Business. 5 1–11.
66. Larkin, I. 2006. The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales. Working Paper. UC Berkeley.
67. Layton, R.A. 1968. Controlling Risk and Return in the Management of a Sales Team. Journal of Marketing Research 5 277–282.
68. Lazear, E.P., S. Rosen. 1981. Rank-Order Tournaments as Optimum Labor Contracts. Journal of Political Economy 89 841–864.
69. Leeflang, P.S.H., D. Wittink, M. Wedel, P. Naert. 2000. Building Models for Marketing Decisions. Kluwer: Boston.
70. Little, J.D.C. 1970. Models and Managers: The Concept of a Decision Calculus. Management Science 16 B466–B485.
71. Little, J.D.C., Boston L.M., Lodish. 1981. Commentary on ‘‘Judgment Based Marketing Decision Models’’. Journal of Marketing 45(Fall), 24–29.
72. Lodish, L.M. 1971. CALLPLAN: An Interactive Salesman’s Call Planning System. Management Science. 18. P25–P40.
73. Lodish, L.M. 1974. ‘Vaguely Right’ Approach to Sales Force Allocations. Harvard Business Review 52(Jan–Feb) 119–124.
74. Lodish, L.M. 1975. Sales Territory Alignment to Maximize Profit. Journal of Marketing Research 12 30–36.
75. Lodish, L.M. 1976. Assigning Salesmen to Accounts to Maximize Profits. Journal of Marketing Research 13 440–444.
76. Lodish, L.M. 1980. A User Oriented Model for Sales Force Size, Product and Market Allocation Decisions. Journal of Marketing 44(Summer) 70–78.
77. Lodish, L.M. 2001. Building Marketing Models that Make Money. Interfaces 31(3) 45–55.
78. Lodish, L.M., E. Curtis, M. Ness, M.K. Simpson. 1988. Sales Force Sizing and Deployment Using a Decision Calculus Model at Syntex Laboratories. Interfaces. 18(1) 5–20.
79. Manchanda, P., P.K. Chintagunta. 2004. Responsiveness of Physician Prescription Behavior to Salesforce Effort: An Individual Level Analysis. Marketing Letters 15(2–3) 129–145.
80. Manchanda, P., E. Honka. 2005. The Effects and Role of Direct-to-Physician Marketing in the Pharmaceutical Industry: An Integrative Review. Yale Journal of Health Policy, Law and Economics 5 785–822.
81. Manchanda, P., P.E. Rossi, P.K. Chintagunta. 2004. Response Modeling with Nonrandom Marketing-Mix Variables. Journal of Marketing Research 61 467–478.
82. Manchanda, P., D.R. Wittink, A. Ching, P. Cleanthous, M. Ding, X.J. Dong, P.S.H. Leeflang, S. Misra, N. Mizik, S. Narayanan, T. Steenburgh, J.E. Wieringa, M. Wosinska, Y. Xie. 2005. Understanding Firm, Physician and Consumer Choice Behavior in the Pharmaceutical Industry. Marketing Letters 16(3–4) 293–308.
83. Mantrala, M.K. 2002. Allocating Marketing Resources. B.A. Weitz, R. Wensley, Handbook of Marketing, Sage: London, Thousand Oaks and New Delhi, 409–435.
84. Mantrala, M.K., P.A. Naik, S. Sridhar, E. Thorson. 2007. Uphill or Downhill?: Locating Your Firm on a Profit Function. Journal of Marketing (April) 71(2) 26–44.
85. Mantrala, M.K., K. Raman. 1990. Analysis of a Salesforce-Incentive Plan for Accurate Sales Forecasting And Performance. International Journal of Research in Marketing 7 189–202.
86. Mantrala, M.K., K. Raman, R. Desiraju. 1997. Sales Quota Plans: Mechanisms for Adaptive Learning. Marketing Letters 8 393–405.
87. Mantrala, M.K., M. Krafft, B.A. Weitz. 1999. An Empirical Examination of Economic Rationales for Companies’ Use of Sales Contests, German Economic Association of Business Administration, Discussion Paper No. 00-07. Available at SSRN: http://ssrn.com/abstract=310063
88. Mantrala, M.K., P. Sinha, A.A. Zoltners. 1992. Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability. Journal of Marketing Research. 29 162–175.
89. Mantrala, M.K., P. Sinha, A.A. Zoltners. 1994. Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Salesforce: A Practical Approach. Marketing Science 13 121–144.
90. McIntyre, S.H. 1982. An Experimental Study of the Impact of Judgment-Based Marketing Models. Management Science 28 17–33.
91. Misra, B.K., A. Prasad. 2004. Centralized Pricing versus Delegating Pricing to the Salesforce under Information Asymmetry. Marketing Science 23 21–28.
92. Misra, B.K., A. Prasad. 2005. Delegating Pricing Decisions in Competitive Markets with Symmetric and Asymmetric Information. Marketing Science 24 490–497.
93. Misra, S., A.T. Coughlan, C. Narasimhan. 2005. Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach. Quantitative Marketing and Economics 3 5–39.
94. Mizik, N., R. Jacobson. 2004. Are Physicians ‘Easy Marks’? Quantifying the Effects of Detailing and Sampling on New Prescriptions. Management Science 50 1704–1715.
95. Montgomery, D.B., A.J. Silk, C.E. Zaragoza. 1971. A Multiple-Product Sales Force Allocation Model. Management Science 18 P3–P24.
96. Murphy, W.H., P.A. Dacin. 1998. Sales Contests: A Research Agenda. Journal of Personal Selling & Sales Management 18(Winter) 1–16.
97. Murthy, P., M.K. Mantrala. 2005. Allocating a Promotion Budget between Advertising and Sales Contest Prizes: An Integrated Marketing Communications Perspective. Marketing Letters 16(1) 19–35.
98. Naik, P.A., K. Raman. 2003. Understanding the Impact of Synergy in Multimedia Communications. Journal of Marketing Research 40(4) 375–388.
99. Narayanan, S., R. Desiraju, P.K. Chintagunta. 2004. Return on Investment Implications for Pharmaceutical Promotional Expenditures: The Role of Marketing-Mix Interactions. Journal of Marketing 68(4) 90–105.
100. Narayanan, S., P. Manchanda, P.K. Chintagunta. 2005. Temporal Differences in the Role of Marketing Communication in New Product Categories. Journal of Marketing 42(3) 278–290.
101. Palmatier, R.W, S. Gopalakrishna, M.B. Houston. 2006. Returns on Business-to-Business Relationship Marketing Investments: Strategies for Leveraging Profits. Marketing Science 25(5), 477–493.
102. Parasuraman, A., R.L. Day. 1977. A Management-Oriented Model for Allocating Selling Effort. Journal of Marketing Research 14 22–33.
103. Parsons, L.J., P. Vanden Abeele. 1981. Analysis of Sales Call Effectiveness. Journal of Marketing Research 18 107–113.
104. Raju, J.S., V. Srinivasan. 1996. Quota-based Compensation Plans for Multiterritory Heterogeneous Salesforces. Management Science 42 1454–1462.
105. Rangaswamy, A, P. Sinha, A. Zoltners. 1990. An Integrated Model-Based Approach for Sales Force Structuring. Marketing Science 9 279–298.
106. Rao, R.C. 1990. Compensating Heterogeneous Salesforces: Some Explicit Solutions. Marketing Science. 10 319–341.
107. Rao, R.C., R.E. Turner. 1984. Organization and Effectiveness of the Multiple-Product Salesforce. Journal of Personal Selling & Sales Management 4(May) 24–30.
108. Raudenbush, S.W., A.S. Bryk. 2002. Hierarchical Linear Models: Applications and Data Analysis Methods (2nd ed.). Sage, Thousand Oaks, CA.
109. Ross Jr., W.T. 1991. Performance Against Quota and the Call Selection Decision. Journal of Marketing Research 28 296–306.
110. Shanker, R.J., R.E. Turner, A.A. Zoltners. 1975. Sales Territory Design: An Integrated Approach. Management Science. 22 309–320.
111. Sharma, A. 1997. Customer Satisfaction-Based Incentive Systems: Some Managerial and Salesperson Considerations. Journal of Personal Selling & Sales Management 17(2) 61–70.
112. Sinha, P., A.A. Zoltners. 2001. Sales-Force Decision Models: Insights from 25 Years of Implementation. Interfaces 31(3), Part 2 of 2, S8–S44.
113. Skiera, B., S. Albers. 1998. COSTA: Contribution Optimizing Sales Territory Alignment. Marketing Science 18 196–213.
114. Skiera, B., S. Albers. 2008. Prioritizing Sales Force Decision Areas for Productivity Improvements Using a Core Sales Response Function. Journal of Personal Selling and Sales Management, XXVIII(2) 145–154.
115. Smith, T.M., S. Gopalakrishna, R. Chatterjee. 2006. A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface. Journal of Marketing Research, Special Section on Academic and Practitioner Collaborative Research 43(November) 564–579.
116. Smith, T.M., S. Gopalakrishna, P.M. Smith 2004. The Complementary Effect of Trade Shows on Personal Selling. International Journal of Research in Marketing 21(1) 1–76.
117. Srinivasan, V. 1981. An Investigation of the Equal Commission Rate Policy for a Multiproduct Salesforce. Management Science. 27 731–756.
118. Steenburgh, T. 2004. Effort or Timing: The Effect of Lump-Sum Bonuses. Working Paper 05-051. Harvard Business School, Boston.
119. Stephenson, P.R., W.L. Cron, G.L. Frazier. 1979. Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance. Journal of Marketing 43(2) 21–28.
120. Tellis, G.J., P.H. Franses. 2006. Optimal Data Interval for Estimating Advertising Response. Marketing Science 25 217–229.
121. Turner, R.E. 1971. Market Measures from Salesmen: A Multidimensional Scaling Approach. Journal of Marketing Research 8 165–172.
122. Tull, D.S., V.R. Wood, D. Duhan, T. Gillpatrick, K. R. Robertson, J.G. Helgeson. 1986. Leveraged Decision Making in Advertising: The Flat Maximum Principle and Its Implications. Journal of Marketing Research 23 25–32.
123. Umanath, N.S., M.R. Ray, T.L. Campbell. 1993. The Impact of Perceived Environmental Uncertainty and Perceived Agent Effectiveness on the Composition of Compensation Contracts. Management Science 39 32–45.
124. Vandenbosch, M.B., C.B. Weinberg. 1993. Salesforce Operations. J. Eliashberg, G.L. Lilien, Marketing, Handbooks in Operations Research and Management Science 5, North-Holland, Amsterdam, 653–694.
125. Wedel, M., W.A. Kamakura. 1999. Market Segmentation. Conceptual and Methodological Foundations, Kluwer: Boston
126. Weinberg, C.B. 1975. An Optimal Commission Plan for Salesmen’s Control Over Price. Management Science 21 937–943.
127. Weinberg, C.B. 1978. Jointly Optimal Sales Commissions for Nonincome Maximizing Sales Forces. Management Science, 24, 1252–1258.
128. Weitz, B.A., K. Bradford. 1999. Personal Selling and Sales Management: A Relationship Marketing Perspective. Journal of the Academy of Marketing Science 27(2) 241–254
129. Wildt, A.R., J.D Parker, C.E. Harris jr. 1987. Assessing the Impact of Sales-Force Contests: An Application. Journal of Business Research 15 145–155.
130. Wotruba, T.R., D.J. Schoel. 1983. Evaluation of Salesforce Contest Performance. Journal of Personal Selling & Sales Management. 3(1) 1–10.
131. Zhang, C., V. Mahajan. 1995. Development of Optimal Salesforce Compensation Plans for Independent, Complementary and Substitutable Products. International Journal of Research in Marketing 12 355–362.
132. Zoltners, A.A. 1976. Integer Programming Models for Sales Territory Alignment to Maximize Profit. Journal of Marketing Research 13 426–430.
133. Zoltners, A.A., K.S. Gardner, 1980. A Review of Sales Force Decision Models. Working Paper. Northwestern University, Evanston, IL.
134. Zoltners, A.A., S.E. Lorimer. 2000. Sales Territory Alignment: An Overlooked Productivity Tool. Journal of Personal Selling and Sales Management 20(3) 139–150.
135. Zoltners, A.A., P. Sinha. 1980. Integer Programming Models for Sales Resource Allocation, Management Science 26 242–60.
136. Zoltners, A.A., P. Sinha. 1983. Sales Territory Alignment:AReview and Model, Management Science 29 1237–1256.
137. Zoltners, A.A., P. Sinha. 2005. Sales Territory Design: Thirty Years of Modeling and Implementation. Marketing Science 24 313–331.
138. Zoltners, A.A., P. Sinha, P.S.C. Chong. 1979. An Optimal Algorithm for Sales Representative Time Management. Management Science 29 1237–1256.
139. Zoltners, A.A., P. Sinha, S.E. Lorimer. 2004. Sales Force Design for Strategic Advantage, Palgrave Macmillan, Houndmills.
140. Zoltners, A.A., P. Sinha, S.E. Lorimer. 2006. Match Your Sales Force Structure to Your Business Cycle. Harvard Business Review 84(July–August) 81–89.
141. Zoltners, A.A., P. Sinha, S.E. Lorimer. 2008. Sales Force Effectiveness: A Framework for Researchers and Practitioners. Journal of Personal Selling and Sales Management, Special Issue on Enhancing Sales Force Productivity, (forthcoming).