Andris A. Zoltners

3.2k total citations
48 papers, 2.1k citations indexed

About

Andris A. Zoltners is a scholar working on Marketing, Management Information Systems and Industrial and Manufacturing Engineering. According to data from OpenAlex, Andris A. Zoltners has authored 48 papers receiving a total of 2.1k indexed citations (citations by other indexed papers that have themselves been cited), including 16 papers in Marketing, 13 papers in Management Information Systems and 12 papers in Industrial and Manufacturing Engineering. Recurrent topics in Andris A. Zoltners's work include Consumer Market Behavior and Pricing (10 papers), Optimization and Packing Problems (7 papers) and Supply Chain and Inventory Management (7 papers). Andris A. Zoltners is often cited by papers focused on Consumer Market Behavior and Pricing (10 papers), Optimization and Packing Problems (7 papers) and Supply Chain and Inventory Management (7 papers). Andris A. Zoltners collaborates with scholars based in United States, Canada and Netherlands. Andris A. Zoltners's co-authors include Prabhakant Sinha, Sally E. Lorimer, Barton A. Weitz, Eli Jones, Murali K. Mantrala, Steven P. Brown, Ronald E. Michaels, Erin Anderson, Ajay K. Kohli and Dominique Rouziès and has published in prestigious journals such as Journal of Marketing, Management Science and Journal of Marketing Research.

In The Last Decade

Andris A. Zoltners

47 papers receiving 1.9k citations

Peers — A (Enhanced Table)

Peers by citation overlap · career bar shows stage (early→late) cites · hero ref

Name h Career Trend Papers Cites
Andris A. Zoltners United States 27 636 629 422 405 390 48 2.1k
Sohail S. Chaudhry United States 23 482 0.8× 328 0.5× 385 0.9× 579 1.4× 476 1.2× 87 2.4k
Prabhakant Sinha United States 22 314 0.5× 374 0.6× 182 0.4× 263 0.6× 243 0.6× 35 1.4k
Robert M. O’Keefe United States 29 335 0.5× 534 0.8× 403 1.0× 684 1.7× 580 1.5× 93 3.4k
George M. Giaglis Greece 27 185 0.3× 456 0.7× 557 1.3× 688 1.7× 258 0.7× 121 2.6k
Mohan Tanniru United States 23 450 0.7× 671 1.1× 607 1.4× 664 1.6× 190 0.5× 108 2.6k
Uday Apte United States 19 316 0.5× 339 0.5× 495 1.2× 812 2.0× 132 0.3× 55 1.7k
Rajeev Kohli United States 19 132 0.2× 928 1.5× 368 0.9× 378 0.9× 457 1.2× 47 2.0k
Haluk Demirkan United States 25 832 1.3× 1.5k 2.4× 846 2.0× 1.1k 2.8× 385 1.0× 94 4.0k
Vincent S. Lai Hong Kong 23 435 0.7× 414 0.7× 541 1.3× 573 1.4× 433 1.1× 61 2.8k
Giri Kumar Tayi United States 25 172 0.3× 493 0.8× 363 0.9× 827 2.0× 854 2.2× 83 2.3k

Countries citing papers authored by Andris A. Zoltners

Since Specialization
Citations

This map shows the geographic impact of Andris A. Zoltners's research. It shows the number of citations coming from papers published by authors working in each country. You can also color the map by specialization and compare the number of citations received by Andris A. Zoltners with the expected number of citations based on a country's size and research output (numbers larger than one mean the country cites Andris A. Zoltners more than expected).

Fields of papers citing papers by Andris A. Zoltners

Since Specialization
Physical SciencesHealth SciencesLife SciencesSocial Sciences

This network shows the impact of papers produced by Andris A. Zoltners. Nodes represent research fields, and links connect fields that are likely to share authors. Colored nodes show fields that tend to cite the papers produced by Andris A. Zoltners. The network helps show where Andris A. Zoltners may publish in the future.

Co-authorship network of co-authors of Andris A. Zoltners

This figure shows the co-authorship network connecting the top 25 collaborators of Andris A. Zoltners. A scholar is included among the top collaborators of Andris A. Zoltners based on the total number of citations received by their joint publications. Widths of edges represent the number of papers authors have co-authored together. Node borders signify the number of papers an author published with Andris A. Zoltners. Andris A. Zoltners is excluded from the visualization to improve readability, since they are connected to all nodes in the network.

All Works

20 of 20 papers shown
1.
Zoltners, Andris A.. (2015). Getting beyond “Show me the money”. Harvard business review. 93(4). 19. 4 indexed citations
2.
Zoltners, Andris A., Prabhakant Sinha, & Sally E. Lorimer. (2012). Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness. Journal of Personal Selling and Sales Management. 32(2). 171–186. 38 indexed citations
3.
Zoltners, Andris A., Prabhakant Sinha, & Sally E. Lorimer. (2011). Structuring the Sales Force for Customer and Company Success. Oxford University Press eBooks. 2 indexed citations
4.
Zoltners, Andris A., Prabhakant Sinha, & Sally E. Lorimer. (2008). Sales Force Effectiveness: A Framework for Researchers and Practitioners. Journal of Personal Selling and Sales Management. 28(2). 115–131. 122 indexed citations
5.
Jones, Eli, Steven P. Brown, Andris A. Zoltners, & Barton A. Weitz. (2005). The Changing Environment of Selling and Sales Management. Journal of Personal Selling and Sales Management. 25(2). 105–111. 232 indexed citations
6.
Zoltners, Andris A. & Prabhakant Sinha. (2005). The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation. Marketing Science. 24(3). 313–331. 73 indexed citations
7.
Zoltners, Andris A., et al.. (2001). The Complete Guide to Accelerating Sales Force Performance. 50 indexed citations
8.
Sinha, Prabhakant & Andris A. Zoltners. (2001). Sales-Force Decision Models: Insights from 25 Years of Implementation. INFORMS Journal on Applied Analytics. 31(3 - Supplement). 8–44. 36 indexed citations
9.
Zoltners, Andris A. & Sally E. Lorimer. (2000). Sales Territory Alignment: An Overlooked Productivity Tool. Journal of Personal Selling and Sales Management. 20(3). 139–150. 30 indexed citations
10.
Mantrala, Murali K., Prabhakant Sinha, & Andris A. Zoltners. (1992). Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability. Journal of Marketing Research. 29(2). 162–175. 66 indexed citations
11.
Mantrala, Murali K., Prabhakant Sinha, & Andris A. Zoltners. (1992). Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability. Journal of Marketing Research. 29(2). 162–162. 32 indexed citations
12.
Rangaswamy, Arvind, Prabhakant Sinha, & Andris A. Zoltners. (1990). An Integrated Model-Based Approach for Sales Force Structuring. Marketing Science. 9(4). 279–298. 42 indexed citations
13.
McCann, John M., Randall L. Schultz, & Andris A. Zoltners. (1983). Marketing Decision Models. Journal of Marketing Research. 20(4). 452–452. 23 indexed citations
14.
Zoltners, Andris A. & Joe A. Dodson. (1983). A Market Selection Model for Multiple End-Use Products. Journal of Marketing. 47(2). 76–88. 6 indexed citations
15.
Armstrong, Ronald D., Prabhakant Sinha, & Andris A. Zoltners. (1982). The Multiple-Choice Nested Knapsack Model. Management Science. 28(1). 34–43. 25 indexed citations
16.
Ross, G. Terry, Richard M. Soland, & Andris A. Zoltners. (1980). The bounded interval generalized assignment model. Naval Research Logistics Quarterly. 27(4). 625–633. 2 indexed citations
17.
Zoltners, Andris A., et al.. (1979). An Allocation Model for Catalog Space Planning. Management Science. 25(2). 117–129. 14 indexed citations
18.
Monroe, Kent B. & Andris A. Zoltners. (1979). Pricing the Product Line during Periods of Scarcity. Journal of Marketing. 43(3). 49–59. 28 indexed citations
19.
Zoltners, Andris A.. (1978). A Direct Descent Binary Knapsack Algorithm. Journal of the ACM. 25(2). 304–311. 19 indexed citations
20.
Zoltners, Andris A., et al.. (1975). Sales Territory Design: An Integrated Approach. Management Science. 22(3). 309–320. 48 indexed citations

Rankless uses publication and citation data sourced from OpenAlex, an open and comprehensive bibliographic database. While OpenAlex provides broad and valuable coverage of the global research landscape, it—like all bibliographic datasets—has inherent limitations. These include incomplete records, variations in author disambiguation, differences in journal indexing, and delays in data updates. As a result, some metrics and network relationships displayed in Rankless may not fully capture the entirety of a scholar's output or impact.

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