Concepedia

Territory Balancing

Territory Balancing is a strategic method in sales force management that allocates and adjusts geographic or market segments among sales representatives to optimize workload equity, resource efficiency, and revenue potential.

7

Publications

356

Citations

14

Authors

8

Institutions

Publications per year

2017–2026

0

Parents

Publications

7

A reactive GRASP for a commercial territory design problem with multiple balancing requirements

Roger Z. Rı́os-Mercado, Elena Fernández · Computers & Operations Research · 2007 · 134 citations

, , +10

COSTA: Contribution Optimizing Sales Territory Alignment

Bernd Skiera, Sönke Albers · Marketing Science · 1998 · 86 citations

, , +17

A bi-objective programming model for designing compact and balanced territories in commercial districting

M. Angélica Salazar–Aguilar, Roger Z. Rı́os-Mercado, José Luis González–Velarde · Transportation Research Part C Emerging Technologies · 2010 · 57 citations

, , +14

Sales Territory Alignment: An Overlooked Productivity Tool

Andris A. Zoltners, Sally E. Lorimer · Journal of Personal Selling and Sales Management · 2000 · 40 citations

, , +17

Embotelladoras ARCA Uses Operations Research to Improve Territory Design Plans

López Pérez, Roger Z. Ríos‐Mercado · INFORMS Journal on Applied Analytics · 2013 · 17 citations

, , +14

1–5 of 7

Authors

14

  1. RZ
    Roger Z. Ríos‐Mercado

    Universidad Autónoma de Nuevo León, Mexico

    3 publications · 208 citations

    3

    h-index

  2. NS
    Niladri Syam

    University of Houston, United States

    1 publications · 12 citations

    1

    h-index

  3. BS
    Bernd Skiera

    Goethe University Frankfurt, Germany

    1 publications · 86 citations

    1

    h-index

  4. JD
    James D. Hess

    University of Houston, United States

    1 publications · 12 citations

    1

    h-index

  5. SE
    Sally E. Lorimer

    Northwestern University, United States

    1 publications · 40 citations

    1

    h-index

1–5 of 14

Institutions

8

  1. Universidad Autónoma de Nuevo León

    San Nicolás de los Garza, Mexico

    3 h-index

    5 publications

    282 citations

  2. Tecnológico de Monterrey

    Monterrey, Mexico

    1 h-index

    1 publications

    57 citations

  3. Kaliningrad Law Institute Ministry of Internal Affairs of the Russian Federation

    Kaliningrad, Russia

    1 h-index

    1 publications

    10 citations

  4. Universitat Politècnica de Catalunya

    Barcelona, Spain

    1 h-index

    1 publications

    134 citations

  5. Christian-Albrechts-Universität zu Kiel

    Kiel, Germany

    1 h-index

    2 publications

    172 citations

  6. University of Houston

    Houston, United States

    1 h-index

    3 publications

    36 citations

  7. Immanuel Kant Baltic Federal University

    Kaliningrad, Russia

    1 h-index

    1 publications

    10 citations

  8. GlobalFoundries (United States)

    Santa Clara, United States

    1 h-index

    1 publications

    40 citations

1–8 of 8

Venues

  1. Marketing Science

    1 publications · 86 citations

    1

    h-index

  2. 1

    h-index

  3. Journal of Personal Selling and Sales Management

    JPSSM · 1 publications · 40 citations

    1

    h-index

  4. Baltic Region

    1 publications · 10 citations

    1

    h-index

  5. INFORMS Journal on Applied Analytics

    1 publications · 17 citations

    1

    h-index

1–5