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Sales Territory Alignment: An Overlooked Productivity Tool
8 references·1 citing·39 second hop
Sales Territory Alignment: An Overlooked Productivity Tool (2000)Sales Territory Alignment: An Overlooked …Sales and Marketing Management (2008)Sales and Marketing ManagementSales and Marketing Management (2007)Sales and Marketing ManagementThe transformation of industrial selling: Causes and consequences (1996)The transformation of industr…Improving the performance of the industrial sales force in the 1990s (1994)Improving the performance of …TQM for sales and marketing management (1993)TQM for sales and marketing m…Case Research in Marketing: Opportunities, Problems, and a Process (1985)Case Research in Marketing: O…Sales Territory Alignment: A Review and Model (1983)Sales Territory Alignment: A …Experiences with a Sales Districting Model: Criteria and Implementation (1971)Experiences with a Sales Dist…The dual mechanism of sales capabilities in influencing organizational performance (2016)The dual mechanism of sales c…Nonpartisan Political Redistricting by Computer (1965)Optimal Political Districting by Implicit Enumeration Techniques (1970)Solving a large scale districting problem: a case report (1988)Districting Modeling with Exact Contiguity Constraints (2009)Operations management applied to home care services: Analysis of the districting problem (2012)Why major account selling works (1986)Qualifying sales leads: The tight and loose approaches (1988)Going to Market: Distribution Systems for Industrial Products (1989)Benchmarks of Successful Salesforce Performance (1999)The Opening and Reading Behavior of Business-to-Business Direct Mail (2000)Developing Buyer-Seller Relationships (1987)Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)The Effect of a Market Orientation on Business Profitability (1990)CRM in Sales-Intensive Organizations: A Review and Future Directions (2005)Management Practices in Solution Sales—A Multilevel and Cross-Functional Framework (2011)The Effects of Leader–Member Exchange and Organizational Identification on Performance and Turnover Among Salespeople (2011)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Firm Resources and Sustained Competitive Advantage (1991)How critical events shape the evolution of sales organizations: A case study of a business-to-business services firm (2017)How and when corporate social responsibility affects salespeople's organizational citizenship behaviors?: The moderating role of ethics and justice (2018)Technology-enabled sales capability: A capabilities-based contingency framework (2022)Experimental and Quasi-Experimental Designs for Research (1963)The Interpretation of Cultures (1974)Information Privacy: Measuring Individuals’ Concerns About Organizational Practices1 (1996)Focus Groups as Qualitative Research (1997)Theorising from case studies: Towards a pluralist future for international business research (2010)The Interpretation of Cultures (2017)Technology Diffusion: An Empirical Test of Competitive Effects (1989)Dependence, Trust, and Relational Behavior on the Part of Foreign Subsidiary Marketing Operations: Implications for Managing Global Marketing Operations (2001)Effect of Ethical Climate on Turnover Intention: Linking Attitudinal- and Stress Theory (2007)Towards a unified territorial design approach — Applications, algorithms and GIS integration (2005)A hierarchical location model for public facility planning (2007)THE MAX‐P‐REGIONS PROBLEM* (2011)Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in Selling (1991)Salesperson Failure: Definition, Determinants, and Outcomes (1994)The Evolution of National Account Management: A Literature Perspective (1997)Customer Integration in Business-to-Business-Marketing (1997)Resources for Research and Pedagogy on New Product Development Processes (1997)
this work references cited by second hop

References

  • 1985Case Research in Marketing: Opportunities, Problems, and a Process1,557 cited
  • 2007Sales and Marketing Management382 cited
  • 1983Sales Territory Alignment: A Review and Model181 cited
  • 1971Experiences with a Sales Districting Model: Criteria and Implementation141 cited
  • 1996The transformation of industrial selling: Causes and consequences82 cited
  • 2008Sales and Marketing Management38 cited
  • 1993TQM for sales and marketing management31 cited
  • 1994Improving the performance of the industrial sales force in the 1990s23 cited

Cited by

  • 2016The dual mechanism of sales capabilities in influencing organizational performance45 cited

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