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“Sales
Force Effectiveness: A Framework for Researchers and
Practitioners," (with P. Sinha and S.E. Lorimer),
Journal of Personal Selling & Sales Management,
Vol. XXVIII, No.2, Spring 2008, pp.115-131.
"Match Your Sales Force Structure to Your Business
Life Cycle,” (with P. Sinha and S. E. Lorimer),
Harvard Business Review, July/August 2006.
“Sales
Territory Design: Thirty Years of Modeling and Implementation,”
(with P. Sinha), winning entry in the INFORMS Society
for Marketing Science Practice Prize Competition, Marketing
Science, Vol. 24, No. 3, Summer 2005, pp. 313-331.
“The
Changing Environment of Selling and Sales Management,”
(with E. Jones, S. P. Brown, B. A. Weitz), Journal of
Personal Selling & Sales Management, Vol. XXV, No.
2, Spring 2005, pp. 105-111.
“Sales
and Marketing Integration: A Proposed Framework,”
(with D. Rouziès, E. Anderson, A, K. Kohli, R.
E. Michaels, B. A. Weitz), Journal of Personal Selling
& Sales Management, Vol. XXV, No. 2, Spring 2005,
pp. 113-122.
“Global
sales effectiveness initiatives: What works and what
does not?” (with P. Sinha) Published in Journal
of Medical Marketing, Vol. 5, 2005, pp. 19-26.
"Sales Force Decision Models: Insights from 25
Years of Implementation," (with P. Sinha), Interfaces,
June 2001, Vol. 3, Issue 3, Part 2, 37 pages.
"Integer Programming Models for Sales Resource
Allocation," (with P. Sinha), Management Science,
Vol. 26, No. 3, March 1980, pp. 242-260.
"Impact of Resource Allocation Rules on Marketing
Investment-Level Decisions and Profitability,"
(with M. Mantrala and P. Sinha), Journal of Marketing
Research, Vol. 29, May 1992, pp. 162-175.
"An Integrated Model-Based Approach for Sales Force
Structuring," (with A. Rangaswamy and P. Sinha),
Marketing Science, Vol. 9, No. 4, Fall 1990, pp. 279-298.
"Structuring a Multiproduct Sales Quota-Bonus Plan
for a Heterogeneous Sales Force: A Practical Model-based
Approach," (with M. Mantrala and P. Sinha), Marketing
Science, Vol. 13, No. 2, Spring 1994, pp. 121-144.
"Sales Territory Alignment: A Review and Model,"
(with P. Sinha), Management Science, Vol. 29, No. 11,
November 1983, pp. 1237-1256.
"Sales Territory Alignment: An Overlooked Productivity
Tool," (with S. E. Lorimer), The Journal of Personal
Selling & Sales Management, Summer 2000, Vol. XX,
Number 3, pp. 139-150. |
