The sales force deployment problem is considered which arises in many selling organizations. As a solution a novel mixed-integer formulation is introduced which is specifically characterized by an infinite number of variables. A column generation approach is proposed to obtain upper and lower...

Sales force deployment involves the concurrent resolution of four interrelated subproblems: sizing the sales force, salesman location, sales territory alignment, and sales resource allocation. The first subproblem addresses the topic of selecting the appropriate number of salesman. The salesman...

This paper develops and tests a new model for multiple-unit adoptions of durable goods based on the diffusion modeling tradition. Multiple-unit adoptions are a major component of sales for many consumer durable product categories. For instance, sales of multiple-unit adoptions for televisions...

Purpose – The purpose of this study is to examine empirically the relationship between psychic distance and adaptation of the retail offer across a range of countries. Design/methodology/approach – Data were collected using a mail survey of randomly selected non-food retailers that operated...

Partial least squares structural equation modeling (PLS‐SEM) is an essential element of marketing researchers' methodological toolbox. During the last decade, the PLS‐SEM field has undergone massive developments, raising the question of whether the method's users are following the most...