Sales Force Effort
Introduction
Sonke Albers, Hari Sridhar and Murali K. Mantrala seek working papers with sales response models that estimate the impact of selling effort using objective data
: : : Posting
: : dialog
Sonke Albers, Hari Sridhar and I are conducting a review of empirical studies of sales response models that provide estimates of the impact of changes in personal selling (sales force) effort (e.g., sales calls, hours, details, number of reps, dollar expenditures etc) on sales (dollars, units, or shares) for a research project. We are seeking past or current unpublished working papers on the topic that use objective data (as opposed to subjective or self-report data) on the topic and would greatly appreciate if the authors of any such works could share them and/or get in touch with us. Thanks in advance.
Murali
Murali K. Mantrala
Sam M. Walton Professor of Marketing
Robert J. Trulaske Jr., College of Business
438 Cornell Hall
University of Missouri
Columbia, MO 65211
Phone: O: 573-884-2734
mantralam@missouri.edu
or
Sonke Albers
Professor of Innovation and Marketing
University of Kiel
24098 Kiel
Germany
Tel. +49-431-880-1542
albers@bwl.uni-kiel.de