Concepedia

Sales Force Effectiveness

Sales Force Effectiveness is a performance metric that quantifies the extent to which a pharmaceutical sales force achieves its strategic objectives in influencing physician prescribing behavior relative to allocated resources, distinguishing it from broader sales performance constructs by its focus on the efficiency and impact of individual or team-level promotional activities within regulated healthcare markets.

32

Publications

2.2K

Citations

67

Authors

35

Institutions

Publications per year

2017–2026

3

Parents

Publications

32

Response Modeling with Nonrandom Marketing-Mix Variables

Puneet Manchanda, Peter E. Rossi, Pradeep K. Chintagunta · Journal of Marketing Research · 2004 · 324 citations

, , +14

Making Sales Technology Effective

Gary K. Hunter, William D. Perreault · Journal of Marketing · 2006 · 249 citations

, , +13

The 30‐Sec Sale: Using Thin‐Slice Judgments to Evaluate Sales Effectiveness

Nalini Ambady, Mary Anne Krabbenhoft, Daniel B. Hogan · Journal of Consumer Psychology · 2006 · 181 citations

, , +11

Sales Force Effectiveness: A Framework for Researchers and Practitioners

Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer · Journal of Personal Selling and Sales Management · 2008 · 173 citations

, , +17

Making Sales Technology Effective

Gary K. Hunter, William D. Perreault · Journal of Marketing · 2007 · 164 citations

, , +13

1–5 of 32

Authors

67

  1. SE
    Sally E. Lorimer

    Northwestern University, United States

    3 publications · 311 citations

    3

    h-index

  2. PS
    Prabhakant Sinha

    Northwestern University, United States

    3 publications · 311 citations

    3

    h-index

  3. AA
    Andris A. Zoltners

    Northwestern University, United States

    3 publications · 311 citations

    3

    h-index

  4. PE
    Peter E. Rossi

    University of Chicago, United States

    2 publications · 411 citations

    2

    h-index

  5. WD
    William D. Perreault

    University of North Carolina at Chapel Hill, United States

    2 publications · 413 citations

    2

    h-index

1–5 of 67

Institutions

35

  1. University of Chicago

    Chicago, United States

    3 h-index

    6 publications

    1.3K citations

  2. Woodlawn School

    Mooresville, United States

    2 h-index

    3 publications

    349 citations

  3. University of Missouri

    Columbia, United States

    2 h-index

    1 publications

    19 citations

  4. University of North Carolina at Chapel Hill

    Chapel Hill, United States

    2 h-index

    2 publications

    413 citations

  5. Florida International University

    Miami, United States

    2 h-index

    2 publications

    413 citations

  6. University of New Haven

    West Haven, United States

    1 h-index

    1 publications

    88 citations

  7. Northwestern University

    Evanston, United States

    1 h-index

    1 publications

    88 citations

  8. Universitat de València

    Valencia, Spain

    1 h-index

    2 publications

    50 citations

1–8 of 35

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 4 publications · 359 citations

    4

    h-index

  2. Marketing Letters

    1 publications · 131 citations

    2

    h-index

  3. Journal of Marketing

    JM · 2 publications · 413 citations

    2

    h-index

  4. Journal of Business and Industrial Marketing

    2 publications · 166 citations

    2

    h-index

  5. Journal of the Academy of Marketing Science

    2 publications · 117 citations

    2

    h-index

1–5