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A meta-analysis of personal selling elasticities

Albers, Sönke; Mantrala, Murali K.; Sridhar, Shrihari - In: MSI reports : working paper series (2008) 1, pp. 3-24

Persistent link: https://www.econbiz.de/10003727165

Models for sales management decisions

Albers, Sönke; Mantrala, Murali K. - In: Handbook of marketing decision models, (pp. 163-210). 2008

Persistent link: https://www.econbiz.de/10003755268

Personal selling elasticities : a meta-analysis

Albers, Sönke; Mantrala, Murali K.; Sridhar, Shrihari - In: Journal of marketing research : JMR 47 (2010) 5, pp. 840-853

Persistent link: https://www.econbiz.de/10008665407

Sales force modeling : state of the field and research agenda

Mantrala, Murali K.; Albers, Sönke; Caldieraro, Fabio; … - In: Marketing letters : a journal of research in marketing 21 (2010) 3, pp. 255-272

Persistent link: https://www.econbiz.de/10008648801

The impact of the Internet on B2B sales force size and structure

Mantrala, Murali K.; Albers, Sönke - In: Handbook of business-to-business marketing, (pp. 539-559). 2012

Persistent link: https://www.econbiz.de/10009500120

Salesperson efficiency benchmarking using sales response data : who is working hard and working smart?

Bielecki, André; Albers, Sönke; Mantrala, Murali K. - 2012

A key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm's sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable...

Persistent link: https://www.econbiz.de/10009533312

Pharmaceutical detailing elasticities : a meta-analysis

Sridhar, Shrihari; Mantrala, Murali K.; Albers, Sönke - In: Innovation and marketing in the pharmaceutical industry …, (pp. 531-556). 2014

Persistent link: https://www.econbiz.de/10010353473

Guest editorial: Special section on enhancing sales force productivity

Albers, Sönke; Krafft, Manfred; Mantrala, Murali K. - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 44-45

Persistent link: https://www.econbiz.de/10009519920

Introduction: Special Issue on enhancing sales force productivity

Mantrala, Murali K.; Albers, Sönke; Gopalakrishna, Srinath - In: The journal of personal selling & sales management : JPSSM 28 (2008) 2, pp. 109-113

Persistent link: https://www.econbiz.de/10003735683

A meta-analysis of marketing communication carryover effects

Köhler, Christine; Mantrala, Murali K.; Albers, Sönke; … - In: Journal of marketing research : JMR 54 (2017) 6, pp. 990-1008

Persistent link: https://www.econbiz.de/10011785010