Concepedia

Sales Force Integration

Sales Force Integration is a strategic framework within indirect distribution that systematically aligns manufacturer and intermediary sales functions to achieve unified market coverage, coordination, and performance accountability.

14

Publications

1.6K

Citations

39

Authors

34

Institutions

Publications per year

2017–2026

2

Parents

Publications

14

Integration of the Sales Force: An Empirical Examination

Erin Anderson, David C. Schmittlein · The RAND Journal of Economics · 1984 · 649 citations

, , +10

Transaction costs as determinants of opportunism in integrated and independent sales forces

Erin Anderson · Journal of Economic Behavior & Organization · 1988 · 310 citations

, , +12

Developing marketing capabilities for customer value creation through Marketing–Sales integration

Paolo Guenzi, Gabriele Troilo · Industrial Marketing Management · 2006 · 171 citations

, , +14

Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force

Deva Rangarajan, Arun Sharma, Teidorlang Lyngdoh et al. · Business Horizons · 2021 · 103 citations · Full text

, , +16

The embedded sales force: Connecting buying and selling organizations

Kevin Bradford, Steven Brown, Shankar Ganesan et al. · Marketing Letters · 2010 · 92 citations

, , +15

1–5 of 14

Authors

39

  1. EA
    Erin Anderson

    University of Pennsylvania, United States

    3 publications · 996 citations

    3

    h-index

  2. AC
    Aaron Chatterji

    Duke University, United States

    1 publications · 24 citations

    1

    h-index

  3. AH
    Andreas Hildesheim

    University of Mannheim, Germany

    1 publications · 32 citations

    1

    h-index

  4. VO
    Vincent Onyemah

    Babson College, United States

    1 publications · 92 citations

    1

    h-index

  5. BA
    Barton A. Weitz

    University of Florida, United States

    1 publications · 92 citations

    1

    h-index

1–5 of 39

Institutions

34

  1. HEC Paris

    Jouy-en-Josas, France

    2 h-index

    2 publications

    129 citations

  2. Bocconi University

    Milan, Italy

    1 h-index

    2 publications

    342 citations

  3. Western University

    London, Canada

    1 h-index

    1 publications

    12 citations

  4. DePaul University

    Chicago, United States

    1 h-index

    1 publications

    16 citations

  5. Indiana University Bloomington

    Bloomington, United States

    1 h-index

    1 publications

    92 citations

  6. University of Washington

    Seattle, United States

    1 h-index

    1 publications

    92 citations

  7. Institut d'Economie Scientifique Et de Gestion

    Puteaux, France

    1 h-index

    1 publications

    103 citations

  8. University of Nebraska–Lincoln

    Lincoln, United States

    1 h-index

    1 publications

    28 citations

1–8 of 34

Venues

  1. Industrial Marketing Management

    4 publications · 210 citations

    3

    h-index

  2. Business Horizons

    2 publications · 140 citations

    2

    h-index

  3. The RAND Journal of Economics

    1 publications · 649 citations

    1

    h-index

  4. Marketing Letters

    1 publications · 92 citations

    1

    h-index

  5. Journal of the Academy of Marketing Science

    1 publications · 28 citations

    1

    h-index

1–5