Concepedia

Sales Force Structure

Sales Force Structure is a strategic framework within international sales management that specifies the organizational configuration and territorial alignment of sales personnel to optimize market coverage, customer responsiveness, and sales performance across diverse geographic regions.

49

Publications

3.7K

Citations

114

Authors

77

Institutions

Publications per year

2017–2026

7

Parents

Publications

49

The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes

Judy A. Siguaw, Gene Brown, Robert E. Widing · Journal of Marketing Research · 1994 · 414 citations

, , +7

The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes

Judy A. Siguaw · Journal of Marketing Research · 1994 · 304 citations

, , +7

Reputation Management as a Motivation for Sales Structure Decisions

Allen M. Weiss, Erin Anderson, Deborah J. MacInnis · Journal of Marketing · 1999 · 263 citations

, , +13

Managing the sales force through the unexpected exogenous COVID-19 crisis

Nathaniel N. Hartmann, Bruno Lussier · Industrial Marketing Management · 2020 · 252 citations · Full text

, , +6

Reputation Management as a Motivation for Sales Structure Decisions

Allen M. Weiss, Deborah J. MacInnis · Journal of Marketing · 1999 · 234 citations

, , +13

1–5 of 49

Authors

114

  1. AA
    Andris A. Zoltners

    Northwestern University, United States

    5 publications · 302 citations

    5

    h-index

  2. PS
    Prabhakant Sinha

    Northwestern University, United States

    4 publications · 224 citations

    4

    h-index

  3. LM
    Leonard M. Lodish

    University of Pennsylvania, United States

    3 publications · 152 citations

    3

    h-index

  4. CB
    Charles B. Weinberg

    University of British Columbia, Canada

    3 publications · 92 citations

    3

    h-index

  5. WA
    Wyatt A. Schrock

    Michigan State University, United States

    2 publications · 79 citations

    2

    h-index

1–5 of 114

Institutions

77

  1. University of Georgia

    Athens, United States

    4 h-index

    4 publications

    193 citations

  2. Northwestern University

    Evanston, United States

    4 h-index

    4 publications

    237 citations

  3. University of Pennsylvania

    Philadelphia, United States

    4 h-index

    4 publications

    224 citations

  4. Baylor University

    Waco, United States

    3 h-index

    4 publications

    263 citations

  5. University of Washington

    Seattle, United States

    3 h-index

    3 publications

    293 citations

  6. University of Missouri

    Columbia, United States

    2 h-index

    3 publications

    175 citations

  7. Issues Research

    Durango, United States

    2 h-index

    2 publications

    70 citations

  8. California Southern University

    Chandler, United States

    2 h-index

    4 publications

    994 citations

1–8 of 77

Venues

  1. Industrial Marketing Management

    9 publications · 737 citations

    9

    h-index

  2. Journal of Personal Selling and Sales Management

    JPSSM · 7 publications · 463 citations

    7

    h-index

  3. Journal of Marketing

    JM · 6 publications · 646 citations

    6

    h-index

  4. Journal of Marketing Research

    4 publications · 785 citations

    4

    h-index

  5. Journal of the Academy of Marketing Science

    3 publications · 150 citations

    3

    h-index

1–5