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Sales force modeling: State of the field and research agenda |
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| Authors: | Murali K Mantrala Sönke Albers Fabio Caldieraro Ove Jensen Kissan Joseph Manfred Krafft Chakravarthi Narasimhan Srinath Gopalakrishna Andris Zoltners Rajiv Lal Leonard Lodish |
| Institution: | 1. Trulaske College of Business, University of Missouri, Columbia, MO, USA 2. Christian-Albrechts-University at Kiel, Kiel, Germany 3. Foster School of Business, University of Washington, Seattle, WA, USA 4. WHU–Otto Beisheim School of Management, Vallendar, Germany 5. The University of Kansas School of Business, Lawrence, KS, USA 6. Westphalian Wilhelms University Münster, Münster, Germany 7. Olin Business School, Washington University in St. Louis, St. Louis, MO, USA 8. Kellogg School of Management, Northwestern University, Evanston, IL, USA 9. Harvard Business School, Harvard University, Boston, MA, USA 10. The Wharton School, University of Pennsylvania, Philadelphia, PA, USA |
| Abstract: | Inspired by Erin Anderson’s contributions to sales force research, this paper focuses on research that utilizes quantitative models to investigate important questions in sales force management. The purpose is to summarize several significant developments in knowledge over the last 40 years and identify major opportunities for impactful theoretical, empirical, and decision model-based research in the future. |
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