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Entrepreneurship in retailing : Leopold Stiefel's "big idea" and the growth of Media Markt and Saturn

Mantrala, Murali K.; Krafft, Manfred - In: Retailing in the 21st century : current and future trends, (pp. 43-60). 2010

Persistent link: https://www.econbiz.de/10003936876

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

Pharma rebates, pharmacy benefit managers and employer outcomes

Özden Gür Ali; Mantrala, Murali K. - In: Health care management science 13 (2010) 4, pp. 281-293

Persistent link: https://www.econbiz.de/10008732108

Uphill or downhill? : locating the firm on a profit function

Mantrala, Murali K.; Naik, Prasad A.; Sridhar, Shrihari; … - In: Journal of marketing 71 (2007) 2, pp. 26-44

Persistent link: https://www.econbiz.de/10003557049

Delegation of pricing authority to the sales force : an agency-theoretic perspective of its determinants and impact on performance/ Heiko Frenzen; Ann-Kristin Hansen; Manfred Kraff...

Frenzen, Heiko; Hansen, Ann-Kristin; Krafft, Manfred; … - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 58-68

Persistent link: https://www.econbiz.de/10003960762

Dynamic marketing investment strategies for platform firms

Sridhar, Shrihari; Mantrala, Murali K.; Naik, Prasad A.; … - In: MSI reports : working paper series (2009) 4, pp. 101-118

Persistent link: https://www.econbiz.de/10003960983

Are Indian consumers brand conscious? : insights for global retailers

Mukherjee, Arpita; Satija, Divya; Goyal, Tanu M.; … - In: Asia Pacific journal of marketing and logistics 24 (2012) 3, pp. 482-499

Persistent link: https://www.econbiz.de/10009577066

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

Developing India-centric B2B sales theory : an inductive apporach using sales job ads

Mantrala, Murali K.; Sridhar, Shrihari; Dong, Xiaodan - In: The journal of business & industrial marketing 27 (2012) 3, pp. 169-175

Persistent link: https://www.econbiz.de/10009558466

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