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Sales Territory Alignment: A Review and Model

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  1. Muyldermans, L. & Cattrysse, D. & Van Oudheusden, D. & Lotan, T., 2002. "Districting for salt spreading operations," European Journal of Operational Research, Elsevier, vol. 139(3), pages 521-532, June.
  2. Sprecher, Arno, 1999. "Sales force deployment by genetic concepts," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 514, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  3. Ram Gopalan & Steven O. Kimbrough & Frederic H. Murphy & Nicholas Quintus, 2013. "The Philadelphia Districting Contest: Designing Territories for City Council Based Upon the 2010 Census," Interfaces, INFORMS, vol. 43(5), pages 477-489, October.
  4. Tobias Vlćek & Knut Haase & Malte Fliedner & Tobias Cors, 2024. "Police service district planning," OR Spectrum: Quantitative Approaches in Management, Springer;Gesellschaft für Operations Research e.V., vol. 46(4), pages 1029-1061, December.
  5. Önal, Hayri & Wang, Yicheng & Dissanayake, Sahan T.M. & Westervelt, James D., 2016. "Optimal design of compact and functionally contiguous conservation management areas," European Journal of Operational Research, Elsevier, vol. 251(3), pages 957-968.
  6. Rui Fragoso & Conceição Rego & Vladimir Bushenkov, 2016. "Clustering of Territorial Areas: A Multi-Criteria Districting Problem," Journal of Quantitative Economics, Springer;The Indian Econometric Society (TIES), vol. 14(2), pages 179-198, December.
  7. Bernd Skiera & Sönke Albers, 1998. "COSTA: Contribution Optimizing Sales Territory Alignment," Marketing Science, INFORMS, vol. 17(3), pages 196-213.
  8. Walter W. Zhang & Sanjog Misra, 2022. "Coarse Personalization," Papers 2204.05793, arXiv.org, revised Aug 2024.
  9. R. Church & J. C. Duque & D. E. Restrepo, 2020. "The p-Innovation ecosystems model," Papers 2008.05885, arXiv.org.
  10. Ríos-Mercado, Roger Z. & López-Pérez, J. Fabián, 2013. "Commercial territory design planning with realignment and disjoint assignment requirements," Omega, Elsevier, vol. 41(3), pages 525-535.
  11. Darmon, Rene Y., 2002. "Salespeople's management of customer information: Impact on optimal territory and sales force sizes," European Journal of Operational Research, Elsevier, vol. 137(1), pages 162-176, February.
  12. Govind, Rahul & Chatterjee, Rabikar & Mittal, Vikas, 2008. "Timely access to health care: Customer-focused resource allocation in a hospital network," International Journal of Research in Marketing, Elsevier, vol. 25(4), pages 294-300.
  13. Shubham Akshat & Sommer E. Gentry & S. Raghavan, 2024. "Heterogeneous donor circles for fair liver transplant allocation," Health Care Management Science, Springer, vol. 27(1), pages 20-45, March.
  14. Fabio Caldieraro & Anne T. Coughlan, 2009. "Optimal Sales Force Diversification and Group Incentive Payments," Marketing Science, INFORMS, vol. 28(6), pages 1009-1026, 11-12.
  15. Haase, Knut, 1999. "Sales force deployment by mathematical programming," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 508, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  16. Jania Astrid Saucedo Martinez & Abraham Mendoza & Maria del Rosario Alvarado Vazquez, 2019. "Collection of Solid Waste in Municipal Areas: Urban Logistics," Sustainability, MDPI, vol. 11(19), pages 1-15, October.
  17. Skiera, Bernd & Albers, Sönke, 1993. "COSTA: ein Entscheidungs-Unterstützungs-System zur deckungsbeitragsmaximalen Einteilung von Verkaufsgebieten," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 324, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  18. T R P Ramos & R C Oliveira, 2011. "Delimitation of service areas in reverse logistics networks with multiple depots," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 62(7), pages 1198-1210, July.
  19. Hyun Kim & Yongwan Chun & Kamyoung Kim, 2015. "Delimitation of Functional Regions Using a p-Regions Problem Approach," International Regional Science Review, , vol. 38(3), pages 235-263, July.
  20. Murali Mantrala & Sönke Albers & Fabio Caldieraro & Ove Jensen & Kissan Joseph & Manfred Krafft & Chakravarthi Narasimhan & Srinath Gopalakrishna & Andris Zoltners & Rajiv Lal & Leonard Lodish, 2010. "Sales force modeling: State of the field and research agenda," Marketing Letters, Springer, vol. 21(3), pages 255-272, September.
  21. Mourão, Maria Cândida & Nunes, Ana Catarina & Prins, Christian, 2009. "Heuristic methods for the sectoring arc routing problem," European Journal of Operational Research, Elsevier, vol. 196(3), pages 856-868, August.
  22. Juan Carlos Duque & Raúl Ramos & Jordi Suriñach, 2007. "Supervised Regionalization Methods: A Survey," International Regional Science Review, , vol. 30(3), pages 195-220, July.
  23. Johannes Habel & Sascha Alavi & Nicolas Heinitz, 2023. "A theory of predictive sales analytics adoption," AMS Review, Springer;Academy of Marketing Science, vol. 13(1), pages 34-54, June.
  24. F Caro & T Shirabe & M Guignard & A Weintraub, 2004. "School redistricting: embedding GIS tools with integer programming," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 55(8), pages 836-849, August.
  25. Stephanie M. Mangus & Eli Jones & Judith Anne Garretson Folse & Shrihari Sridhar, 2020. "The interplay between business and personal trust on relationship performance in conditions of market turbulence," Journal of the Academy of Marketing Science, Springer, vol. 48(6), pages 1138-1155, November.
  26. J. Fabián López-Pérez & Roger Z. Ríos-Mercado, 2013. "Embotelladoras ARCA Uses Operations Research to Improve Territory Design Plans," Interfaces, INFORMS, vol. 43(3), pages 209-220, May-June.
  27. Andris A. Zoltners & Prabhakant Sinha, 2005. "The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation," Marketing Science, INFORMS, vol. 24(3), pages 313-331, September.
  28. Andreas Drexl & Knut Haase, 1999. "Fast Approximation Methods for Sales Force Deployment," Management Science, INFORMS, vol. 45(10), pages 1307-1323, October.
  29. Haase, Knut & Müller, Sven, 2014. "Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints," European Journal of Operational Research, Elsevier, vol. 237(2), pages 677-689.
  30. Sommer Gentry & Eric Chow & Allan Massie & Dorry Segev, 2015. "Gerrymandering for Justice: Redistricting U.S. Liver Allocation," Interfaces, INFORMS, vol. 45(5), pages 462-480, October.
  31. Drexl, Andreas & Haase, Knut, 1996. "Fast approximation methods for sales force deployment," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 411, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  32. Fernando Tavares-Pereira & José Figueira & Vincent Mousseau & Bernard Roy, 2007. "Multiple criteria districting problems," Annals of Operations Research, Springer, vol. 154(1), pages 69-92, October.
  33. Tavares Pereira, Fernando & Figueira, José Rui & Mousseau, Vincent & Roy, Bernard, 2009. "Comparing two territory partitions in districting problems: Indices and practical issues," Socio-Economic Planning Sciences, Elsevier, vol. 43(1), pages 72-88, March.
  34. Han, Jialin & Hu, Yaoguang & Mao, Mingsong & Wan, Shuping, 2020. "A multi-objective districting problem applied to agricultural machinery maintenance service network," European Journal of Operational Research, Elsevier, vol. 287(3), pages 1120-1130.
  35. Teixeira, Joao C. & Antunes, Antonio P., 2008. "A hierarchical location model for public facility planning," European Journal of Operational Research, Elsevier, vol. 185(1), pages 92-104, February.
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