Territory Sales Response

Ryans, Adrian B.; Weinberg, Charles B.
November 1979
Journal of Marketing Research (JMR);Nov79, Vol. 16 Issue 4, p453
Academic Journal
What factors account for the wide variation in performance within a salesforce. and what is the relative importance of these factors? The authors attempt to answer that question by first developing a framework that identifies the major constructs to be included in a model of territory response, and then testing the model in three different corporate settings. The empirical results provide a basis for useful generalizations about the importance of territory characteristics, span of control, and other factors in explaining the variability in salesperson performance.


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