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

Published Online:https://doi.org/10.1287/mksc.1050.0133

References

  • Beswick Charles A., Cravens David W. A multistage decision model for salesforce management. J. Marketing Res. (1977) 14:135–144CrossrefGoogle Scholar
  • Glaze Thomas A., Weinberg Charles B., Bagozzi Richard P. A sales territory alignment model and account planning system (TAPS). Sales Management: New Developments from Behavioral and Decision Model Research (1979) (MSI, Cambridge, MA) 325–342Google Scholar
  • Hess Sidney W., Samuels Stuart A. Experiences with a sales districting model: criteria and implementation. Management Sci. (1971) 18:P41–P54LinkGoogle Scholar
  • Little J. D. C. Models and managers: the concept of a decision calculus. Management Sci. (1970) 16(April):466–485LinkGoogle Scholar
  • Lodish Leonard M. Sales-territory alignment to maximize profit. J. Marketing Res. (1975) 12:30–36CrossrefGoogle Scholar
  • Shanker Roy J., Turner Ronald E., Zoltners Andris A. Sales territory design: an integrated approach. Management Sci. (1975) 22:309–320LinkGoogle Scholar
  • Sinha Prabhakant, Zoltners Andris A. The multiple-choice knapsack problem. Oper. Res. (1979) 27(3):503–515LinkGoogle Scholar
  • Skiera Bernd, Albers Sonke. COSTA: contribution optimizing sales territory alignment. Marketing Sci. (1998) 17:196–213LinkGoogle Scholar
  • Vandenbosch Mark B., Weinberg Charles B., Eliashberg Jehoshua, Lilien Gary L. Salesforce operations. Marketing, Handbooks in Operations Research and Management Science (1993) 5(North-Holland, Amsterdam, The Netherlands) 653–694Google Scholar
  • Zoltners Andris A. Integer programming models for sales territory alignment to maximize profit. J. Marketing Res. (1976) 13:426–430CrossrefGoogle Scholar
  • Zoltners Andris A., Sinha Prabhakant. Sales territory alignment: a review and model. Management Sci. (1983) 29:1237–1256LinkGoogle Scholar
  • Zoltners Andris A., Lorimer Sally E. Sales territory alignment: an overlooked productivity tool. J. Personal Selling Sales Management (2000) 20(3):139–150Google Scholar
  • Zoltners Andris A., Sinha Prabhakant, Lorimer Sally E.Sales Force Design for Strategic Advantage (2004) (Palgrave Press, London, UK) 69–71CrossrefGoogle Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.