This paper analyzes the various parameters that affect the design of fair sales territories. Among these parameters are the effects of age, seniority, compensation schemes, and market structure. Since human motivation plays a part, there is considerable complexity in modeling the parameters.
sales, computer-based models, marketing strategy, territory models, fairness, workloads
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Cron, William L., "Predicting Salesforce Reactions to New Territory Design According to Equity Theory Propositions" (1983). Working Papers. 52.