| 000 | nam a22 4500 | ||
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| 999 |
_c48349 _d48349 |
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| 003 | OSt | ||
| 005 | 20170925190859.0 | ||
| 008 | 170925b xxu||||| |||| 00| 0 eng d | ||
| 100 |
_aShi, Huanhuan _927606 |
||
| 245 | _aSales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets. | ||
| 300 | _a25-44 p. | ||
| 520 | _aHuanhuan Shi, Shrihari Sridhar, Rajdeep Grewal, & Gary Lilien Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets When a sales representative (rep) leaves a business-to-business fi rm, a crucial link with the rep ’ s customers becomes severed. The fi rm reassigns those customers to different sales reps (either existing reps or new hires) in a manner that mitigates potential sales losses. What causal effect do sales rep departures have on customer-level revenue, and which sales rep replacement strategies are more effective? Using data from a Fortune 500 fi rm and a difference-in- differences analysis with correction for selection bias, the authors show that sales rep transitions lead to 13.2% – 17.6% losses in annual sales. New hires are less effective than existing sales reps in mitigating sales losses. Existing sales reps who are similar (vs. dissimilar) to the departing reps (in terms of past industry experience) are more effective in mitigating sales losses; however, reps with high past performance do not exhibit greater ef fi cacy for mitigating sales losses than reps with average or low past performance. The analysis presents means to quantify the economic consequences of losing a sales rep and to determine how to reassign customers to sales reps according to the resulting economic impact | ||
| 653 | _aBusiness-to-business marketing, | ||
| 653 | _aCustomer assignment strategies | ||
| 653 | _aCausal inference | ||
| 653 | _adifference-in- differences | ||
| 653 | _asales representative departures | ||
| 700 |
_aSridhar, Shrihari _927607 |
||
| 700 |
_aGrewal, Rajdeep _927608 |
||
| 700 |
_aLilien, Gary _927609 |
||
| 773 | 0 |
_029537 _965586 _aFRAZIER GARY L. _o5557519 _tJOURNAL OF MARKETING _x0022-2429 |
|
| 856 |
_3Volume 81, Number 2 March 2017 _uhttp://web.b.ebscohost.com/ehost/detail/detail?vid=1&sid=5360b1f1-6965-49c3-8586-35a2a2b960cc%40sessionmgr4008&bdata=JnNpdGU9ZWhvc3QtbGl2ZQ%3d%3d#AN=122682369&db=bsh |
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| 942 |
_2ddc _cJA-ARTICLE |
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