Concepedia

Territory Performance Analysis

Territory Performance Analysis is a systematic evaluation framework used in sales and marketing management to assess the effectiveness and productivity of designated geographic or market segments by measuring key performance indicators against strategic objectives.

7

Publications

332

Citations

12

Authors

10

Institutions

Publications per year

2017–2026

2

Parents

Publications

7

Territory Sales Response

Adrian B. Ryans, Charles B. Weinberg · Journal of Marketing Research · 1979 · 99 citations

, , +9

An Analytical Approach for Evaluating Sales Territory Performance

David W. Cravens, Robert B. Woodruff, Joe C. Stamper · Journal of Marketing · 1972 · 64 citations

, , +17

Territory Sales Response

Adrian B. Ryans, Charles B. Weinberg · Journal of Marketing Research · 1979 · 60 citations

, , +9

Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance

Bruce K. Pilling, Naveen Donthu, Steve W. Henson · Journal of Personal Selling and Sales Management · 1999 · 41 citations · Full text

, , +15

An Analytical Approach for Evaluating Sales Territory Performance

David W. Cravens, Robert B. Woodruff, Joe C. Stamper · Journal of Marketing · 1972 · 35 citations

, , +17

1–5 of 7

Authors

12

  1. CB
    Charles B. Weinberg

    University of British Columbia, Canada

    2 publications · 159 citations

    2

    h-index

  2. DW
    David W. Cravens

    Texas Christian University, United States

    2 publications · 99 citations

    2

    h-index

  3. RB
    Robert B. Woodruff

    University of Tennessee at Knoxville, United States

    2 publications · 99 citations

    2

    h-index

  4. AB
    Adrian B. Ryans

    Western University, Canada

    2 publications · 159 citations

    2

    h-index

  5. JC
    Joe C. Stamper

    University of Tennessee at Knoxville, United States

    2 publications · 99 citations

    2

    h-index

1–5 of 12

Institutions

10

  1. University of Tennessee at Knoxville

    Knoxville, United States

    2 h-index

    4 publications

    198 citations

  2. Knoxville College

    Knoxville, United States

    2 h-index

    2 publications

    99 citations

  3. Magna International (Germany)

    Grevenbroich, Germany

    2 h-index

    2 publications

    99 citations

  4. University of New Orleans

    New Orleans, United States

    1 h-index

    1 publications

    41 citations

  5. Polytechnic Institute of Portalegre

    Portalegre, Portugal

    1 h-index

    1 publications

    18 citations

  6. Stanford University

    Stanford, United States

    1 h-index

    1 publications

    99 citations

  7. University of Évora

    Evora, Portugal

    1 h-index

    2 publications

    36 citations

  8. University of British Columbia

    Vancouver, Canada

    1 h-index

    1 publications

    99 citations

1–8 of 10

Venues

  1. Journal of Marketing

    JM · 2 publications · 99 citations

    2

    h-index

  2. Journal of Marketing Research

    2 publications · 159 citations

    2

    h-index

  3. Sustainability

    1 publications · 18 citations

    1

    h-index

  4. Journal of Personal Selling and Sales Management

    JPSSM · 1 publications · 41 citations

    1

    h-index

  5. 1

    h-index

1–5