World's Best Scientists 2026 revealed!

D-Index & Metrics

Business and Management

D-Index
31
Citations
4328
World Ranking
2811
National Ranking
1089

Research.com Recognitions

  • Fellow of the Institute for the Study of Business Markets (ISBM)
  • Fellow of the Institute for the Study of Business Markets (ISBM)

Best Publications

  • The Multiple-Choice Knapsack Problem

    Prabhakant Sinha;Andris A. Zoltners

  • The Changing Environment of Selling and Sales Management

    Eli Jones;Steven P. Brown;Andris A. Zoltners;Barton A. Weitz

  • Sales and Marketing Integration: A Proposed Framework

    Dominique Rouziès;Erin Anderson;Ajay K. Kohli;Ronald E. Michaels

  • Sales Territory Alignment: A Review and Model

    Andris A. Zoltners;Prabhakant Sinha

  • Analysis of New Product Diffusion Using a Four-Segment Trial-Repeat Model

    Minhi Hahn;Sehoon Park;Lakshman Krishnamurthi;Andris A. Zoltners

  • Sales Force Effectiveness: A Framework for Researchers and Practitioners

    Andris A. Zoltners;Prabhakant Sinha;Sally E. Lorimer

  • Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability:

    Murali K. Mantrala;Prabhakant Sinha;Andris A. Zoltners

  • The 2004 ISMS Practice Prize Winner-Sales Territory Design: Thirty Years of Modeling and Implementation

    Andris A. Zoltners;Prabhakant Sinha

  • Integer Programming Models for Sales Resource Allocation

    Andris A. Zoltners;Prabhakant Sinha

  • The Complete Guide to Accelerating Sales Force Performance

    Andris Zoltners;Prabhakant Sinha;Greggor Zoltners

  • Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-Based Approach

    Murali K. Mantrala;Prabhakant Sinha;Andris A. Zoltners

  • Sales force modeling: State of the field and research agenda

    Murali K. Mantrala;Sönke Albers;Fabio Caldieraro;Ove Jensen

  • An Integrated Model-Based Approach for Sales Force Structuring

    Arvind Rangaswamy;Prabhakant Sinha;Andris Zoltners

  • Sales Territory Design: An Integrated Approach

    Roy J. Shanker;Ronald E. Turner;Andris A. Zoltners

  • Sales-Force Decision Models: Insights from 25 Years of Implementation

    Prabhakant Sinha;Andris A. Zoltners

  • Some Easy Postoptimality Analysis for Zero-One Programming

    Christopher J. Piper;Andris A. Zoltners

  • A computational study of a multiple-choice knapsack algorithm

    R. D. Armstrong;D. S. Kung;P. Sinha;A. A. Zoltners

  • Sales Force Design for Strategic Advantage

    Andris A. Zoltners;Prabhakant Sinha;Sally E. Lorimer

  • Practical insights for sales force digitalization success

    Andris A. Zoltners;Prabhakant Sinha;Dharmendra Sahay;Arun Shastri

  • Match your sales force structure to your business life cycle.

    Andris A Zoltners;Prabhakant Sinha;Sally E Lorimer

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