Concepedia

Sales Resource Allocation

Sales Resource Allocation is a strategic decision-making process that determines the optimal distribution of sales personnel, budget, and technological tools across markets, products, or customer segments to maximize sales efficiency and effectiveness within an organization’s overall sales operations framework.

20

Publications

702

Citations

51

Authors

40

Institutions

Publications per year

2017–2026

5

Parents

Publications

20

DSS Effectiveness in Marketing Resource Allocation Decisions: Reality vs. Perception

Gary L. Lilien, Arvind Rangaswamy, Gerrit van Bruggen et al. · Information Systems Research · 2004 · 115 citations

, , +15

Integer Programming Models for Sales Resource Allocation

Andris A. Zoltners, Prabhakant Sinha · Management Science · 1980 · 91 citations

, , +13

Fast Approximation Methods for Sales Force Deployment

Andreas Drexl, Knut Haase · Management Science · 1999 · 79 citations

, , +17

A Multiple-Product Sales Force Allocation Model

David B. Montgomery, Alvin J. Silk, Carlos E. Zaragoza · Management Science · 1971 · 45 citations

, , +13

A Management-Oriented Model for Allocating Sales Effort

A. Parasuraman, Ralph L. Day · Journal of Marketing Research · 1977 · 38 citations

, , +12

1–5 of 20

Authors

51

  1. PS
    Prabhakant Sinha

    Northwestern University, United States

    2 publications · 121 citations

    2

    h-index

  2. RL
    Ralph L. Day

    Indiana University, United States

    2 publications · 60 citations

    2

    h-index

  3. AA
    Andris A. Zoltners

    Northwestern University, United States

    2 publications · 121 citations

    2

    h-index

  4. AA
    Arthur A. Brown

    Sandia National Laboratories California, United States

    1 publications · 22 citations

    1

    h-index

  5. KK
    Konstantin Kloos

    University of Würzburg, Germany

    1 publications · 12 citations

    1

    h-index

1–5 of 51

Institutions

40

  1. Pennsylvania State University

    State College, United States

    2 h-index

    4 publications

    378 citations

  2. Zaragoza Logistics Center

    Zaragoza, Spain

    1 h-index

    1 publications

    12 citations

  3. University of Oregon

    Eugene, United States

    1 h-index

    1 publications

    32 citations

  4. Rutgers Sexual and Reproductive Health and Rights

    Utrecht, Netherlands

    1 h-index

    1 publications

    30 citations

  5. University of North Texas

    Denton, United States

    1 h-index

    1 publications

    34 citations

  6. Ohio University

    Athens, United States

    1 h-index

    1 publications

    33 citations

  7. University of Northern Iowa

    Cedar Falls, United States

    1 h-index

    1 publications

    38 citations

  8. Indiana University

    Bloomington, United States

    1 h-index

    1 publications

    38 citations

1–8 of 40

Venues

  1. Management Science

    4 publications · 245 citations

    4

    h-index

  2. Journal of Personal Selling and Sales Management

    JPSSM · 2 publications · 65 citations

    2

    h-index

  3. Journal of Marketing Research

    2 publications · 60 citations

    2

    h-index

  4. Decision Sciences

    1 publications · 14 citations

    1

    h-index

  5. OR Spectrum

    1 publications · 12 citations

    1

    h-index

1–5