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Trends in optimization models of sales force management
16 references·1 citing·38 second hop
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References

  • 1979Prospect Theory: An Analysis of Decision under Risk48,459 cited
  • 1988Prospect theory: An analysis of decision under risk32,475 cited
  • 1955A BEHAVIORAL MODEL OF RATIONAL CHOICE15,851 cited
  • 1977Attitude-behavior relations: A theoretical analysis and review of empirical research.7,609 cited
  • 2003Maps of Bounded Rationality: Psychology for Behavioral Economics5,374 cited
  • 1990Forecasting, Structural Time Series Models and the Kalman Filter4,101 cited
  • 2013Big Data : The Management Revolution3,540 cited
  • 2010To Explain or to Predict?2,974 cited
  • 2000Performance Pay and Productivity2,491 cited
  • 1997Market Segmentation: Conceptual and Methodological Foundations1,866 cited
  • 2008Application of data mining techniques in customer relationship management: A literature review and classification1,267 cited
  • 2004Data Mining Techniques: For Marketing, Sales, and Customer Relationship Management1,226 cited
  • 2002The Tenuous Trade‐off between Risk and Incentives996 cited
  • 1980The Cost of Thinking945 cited
  • 2013Managing Customer Relationships in the Social Media Era: Introducing the Social CRM House812 cited

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  • 2004Models and Managers: The Concept of a Decision Calculus809 cited
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    • 2020An antecedent and contingent outcome model of fail fast strategy in sales force management19 cited