Concepedia

Territory Sizing

Territory Sizing is a methodological construct in sales and marketing management that determines the optimal scale and scope of a sales territory by analyzing workload, customer potential, and resource allocation to ensure equitable and efficient coverage.

23

Publications

861

Citations

38

Authors

27

Institutions

Publications per year

2017–2026

3

Parents

Publications

23

Problems of Smaller Territories.

Cyril S. Belshaw, Burton Benedict · Man · 1968 · 167 citations

, , +8

Sales Territory Design: An Integrated Approach

Roy J. Shanker, Ronald E. Turner, Andris A. Zoltners · Management Science · 1975 · 67 citations

, , +13

An Analytical Approach for Evaluating Sales Territory Performance

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

, , +17

Dynamic design of sales territories

Hongtao Lei, Gilbert Laporte, Yajie Liu et al. · Computers & Operations Research · 2014 · 57 citations

, , +7

Integration and territory coverage of the hypermarket industry in France: A relative entropy measure

Gérard Cliquet · The International Review of Retail Distribution and Consumer Research · 1998 · 48 citations

, , +9

1–5 of 23

Authors

38

  1. AA
    Andris A. Zoltners

    Northwestern University, United States

    4 publications · 151 citations

    4

    h-index

  2. RB
    Robert B. Woodruff

    University of Tennessee at Knoxville, United States

    2 publications · 99 citations

    2

    h-index

  3. DW
    David W. Cravens

    Texas Christian University, United States

    2 publications · 99 citations

    2

    h-index

  4. JC
    Joe C. Stamper

    University of Tennessee at Knoxville, United States

    2 publications · 99 citations

    2

    h-index

  5. RR
    Richard R. Batsell

    Rice University, United States

    2 publications · 50 citations

    2

    h-index

1–5 of 38

Institutions

27

  1. Magna International (Germany)

    Grevenbroich, Germany

    2 h-index

    2 publications

    99 citations

  2. Knoxville College

    Knoxville, United States

    2 h-index

    2 publications

    99 citations

  3. University of Tennessee at Knoxville

    Knoxville, United States

    2 h-index

    4 publications

    198 citations

  4. Sapienza University of Rome

    Rome, Italy

    1 h-index

    3 publications

    117 citations

  5. The University of Texas at Austin

    Austin, United States

    1 h-index

    1 publications

    35 citations

  6. Massachusetts Institute of Technology

    Cambridge, United States

    1 h-index

    1 publications

    19 citations

  7. GlobalFoundries (United States)

    Santa Clara, United States

    1 h-index

    1 publications

    40 citations

  8. Paul University Awka

    Awka, Nigeria

    1 h-index

    1 publications

    14 citations

1–8 of 27

Venues

  1. Journal of Marketing Research

    4 publications · 94 citations

    4

    h-index

  2. Journal of Marketing

    JM · 3 publications · 114 citations

    3

    h-index

  3. Management Science

    2 publications · 93 citations

    2

    h-index

  4. European Journal of Operational Research

    2 publications · 32 citations

    2

    h-index

  5. Man

    1 publications · 167 citations

    1

    h-index

1–5