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COSTA: Contribution optimizing sales territory alignment

Citations

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Cited by:

  1. Derek J. Clark & Tore Nilssen, 2021. "Competitive balance when winning breeds winners," Social Choice and Welfare, Springer;The Society for Social Choice and Welfare, vol. 56(2), pages 363-384, February.
  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. Clark, Derek J. & Kundu, Tapas, 2021. "Competitive balance: Information disclosure and discrimination in an asymmetric contest," Journal of Economic Behavior & Organization, Elsevier, vol. 184(C), pages 178-198.
  4. Clark, Derek J. & Nilssen, Tore, 2018. "Keep on fighting: The dynamics of head starts in all-pay auctions," Games and Economic Behavior, Elsevier, vol. 110(C), pages 258-272.
  5. 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.
  6. 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.
  7. 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.
  8. Albers, Sönke, 2012. "Optimizable and implementable aggregate response modeling for marketing decision support," International Journal of Research in Marketing, Elsevier, vol. 29(2), pages 111-122.
  9. V Kumar & Amalesh Sharma & Shaphali Gupta, 2017. "Accessing the influence of strategic marketing research on generating impact: moderating roles of models, journals, and estimation approaches," Journal of the Academy of Marketing Science, Springer, vol. 45(2), pages 164-185, March.
  10. Anna Franceschetti & Ola Jabali & Gilbert Laporte, 2017. "Continuous approximation models in freight distribution management," TOP: An Official Journal of the Spanish Society of Statistics and Operations Research, Springer;Sociedad de Estadística e Investigación Operativa, vol. 25(3), pages 413-433, October.
  11. Meyer, Anne & Glock, Katharina & Radaschewski, Frank, 2021. "Planning profitable tours for field sales forces: A unified view on sales analytics and mathematical optimization," Omega, Elsevier, vol. 105(C).
  12. 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.
  13. Marc Fischer & Sönke Albers & Nils Wagner & Monika Frie, 2011. "Practice Prize Winner --Dynamic Marketing Budget Allocation Across Countries, Products, and Marketing Activities," Marketing Science, INFORMS, vol. 30(4), pages 568-585, July.
  14. Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre (Ed.), 1999. "Jahresbericht 1998," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 495, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  15. Vidal, Thibaut & Laporte, Gilbert & Matl, Piotr, 2020. "A concise guide to existing and emerging vehicle routing problem variants," European Journal of Operational Research, Elsevier, vol. 286(2), pages 401-416.
  16. 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.
  17. Robert Ridlon & Jiwoong Shin, 2013. "Favoring the Winner or Loser in Repeated Contests," Marketing Science, INFORMS, vol. 32(5), pages 768-785, September.
  18. Guenzi, Paolo & Sajtos, Laszlo & Troilo, Gabriele, 2016. "The dual mechanism of sales capabilities in influencing organizational performance," Journal of Business Research, Elsevier, vol. 69(9), pages 3707-3713.
  19. Haugland, Dag & Ho, Sin C. & Laporte, Gilbert, 2007. "Designing delivery districts for the vehicle routing problem with stochastic demands," European Journal of Operational Research, Elsevier, vol. 180(3), pages 997-1010, August.
  20. Clark, Derek J. & Nilssen, Tore, 2020. "Creating balance in dynamic competitions," International Journal of Industrial Organization, Elsevier, vol. 69(C).
  21. 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.
  22. Andreas Drexl & Knut Haase, 1999. "Fast Approximation Methods for Sales Force Deployment," Management Science, INFORMS, vol. 45(10), pages 1307-1323, October.
  23. 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.
  24. M Blais & S D Lapierre & G Laporte, 2003. "Solving a home-care districting problem in an urban setting," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 54(11), pages 1141-1147, November.
  25. Clark, Derek J. & Nilssen, Tore, 2018. "Beating the Matthew Effect: Head Starts and Catching Up in a Dynamic All-Pay Auction," Memorandum 2/2018, Oslo University, Department of Economics.
  26. Bielecki, Andre & Albers, Sönke & Mantrala, Murali, 2012. "Salesperson Efficiency Benchmarking Using Sales Response Data: Who is Working Hard and Working Smart?," EconStor Preprints 57427, ZBW - Leibniz Information Centre for Economics.
  27. Derek J. Clark & Tore Nilssen & Jan Yngve Sand, 2020. "Gaining advantage by winning contests," Review of Economic Design, Springer;Society for Economic Design, vol. 24(1), pages 23-38, June.
  28. Clark, Derek J. & Nilssen , Tore & Sand, Jan Yngve, 2014. "Keep on Fighting: Dynamic Win Effects in an All-Pay Auction," Memorandum 23/2014, Oslo University, Department of Economics.
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