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Profile
| Academic position | Full Professor |
|---|---|
| Research fields | Business Administration |
| Keywords | sales channels, sales force size, B2B marketing, sales organization, sales resource allocation |
Current contact address
| Country | United States of America |
|---|---|
| City | Columbia |
| Institution | University of Missouri-Columbia |
| Institute | Department of Marketing |
Host during sponsorship
| Prof. Dr. Manfred Krafft | Institut für Marketing, Universität Münster, Münster |
|---|---|
| Prof. Dr. Sönke Albers | Institut für Innovationsforschung, Christian-Albrechts-Universität zu Kiel, Kiel |
| Start of initial sponsorship | 01/06/2010 |
Programme(s)
| 2010 | Humboldt Research Award Programme |
|---|
Nominator's project description
| Professor Mantrala is internationally renowned for his outstanding research in allocation of resources and sales management. He has made important contributions to the determination of optimal budget levels, its allocation across marketing instruments, the compensation of sales people, and the markdown of pricing products in retailing. During his stay in Germany he intends to investigate the influence of the Internet on salesforce management. Professor Mantrala is hosted by Prof. Albers at the University of Kiel and Prof. Krafft at the University of Münster |