{"id":"https://openalex.org/W2136196803","doi":null,"title":"FORMALIZATION OF SALES FORCE MARKET INFORMATION GENERATION","display_name":"FORMALIZATION OF SALES FORCE MARKET INFORMATION GENERATION","publication_year":2008,"publication_date":"2008-12-30","ids":{"openalex":"https://openalex.org/W2136196803","mag":"2136196803"},"language":"en","primary_location":{"id":"pmh:oai:CiteSeerX.psu:10.1.1.132.2942","doi":null,"is_oa":false,"landing_page_url":"http://citeseerx.ist.psu.edu/viewdoc/summary?doi=10.1.1.132.2942","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"http://www.sbaer.uca.edu/research/acme/2005/21.pdf","raw_type":"text"},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5024305560","display_name":"Thomas William Lanis","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Thomas W. Lanis","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"middle","author":{"id":"https://openalex.org/A5070795536","display_name":"Patrick D. Fountain","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Patrick D. Fountain","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":null,"display_name":"Karla Peterson","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Karla Peterson","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":1,"citation_normalized_percentile":{"value":0.0,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":93},"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T13204","display_name":"Competitive and Knowledge Intelligence","score":0.9609000086784363,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T13204","display_name":"Competitive and Knowledge Intelligence","score":0.9609000086784363,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10003","display_name":"Innovation and Knowledge Management","score":0.01640000008046627,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11726","display_name":"Organizational Management and Innovation","score":0.006399999838322401,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-force","display_name":"sales force","score":0.8479999899864197},{"id":"https://openalex.org/keywords/organizational-formalization","display_name":"organizational formalization","score":0.8270000219345093},{"id":"https://openalex.org/keywords/scale-development","display_name":"scale development","score":0.8299999833106995},{"id":"https://openalex.org/keywords/sales-management","display_name":"sales management","score":0.5479999780654907},{"id":"https://openalex.org/keywords/market-intelligence","display_name":"market intelligence","score":0.34299999475479126}],"concepts":[{"id":"https://openalex.org/C2780009758","wikidata":"https://www.wikidata.org/wiki/Q6804172","display_name":"Measure (data warehouse)","level":2,"score":0.5823407173156738},{"id":"https://openalex.org/C2778755073","wikidata":"https://www.wikidata.org/wiki/Q10858537","display_name":"Scale (ratio)","level":2,"score":0.5746877789497375},{"id":"https://openalex.org/C2992111769","wikidata":"https://www.wikidata.org/wiki/Q7404316","display_name":"Sales force","level":2,"score":0.48638036847114563},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.3655179738998413},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.36103713512420654},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.3327614963054657},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.3310086727142334},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.32350051403045654},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.3183053135871887},{"id":"https://openalex.org/C124101348","wikidata":"https://www.wikidata.org/wiki/Q172491","display_name":"Data mining","level":1,"score":0.1016668975353241},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0},{"id":"https://openalex.org/C62520636","wikidata":"https://www.wikidata.org/wiki/Q944","display_name":"Quantum mechanics","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"pmh:oai:CiteSeerX.psu:10.1.1.132.2942","doi":null,"is_oa":false,"landing_page_url":"http://citeseerx.ist.psu.edu/viewdoc/summary?doi=10.1.1.132.2942","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"http://www.sbaer.uca.edu/research/acme/2005/21.pdf","raw_type":"text"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":16,"referenced_works":["https://openalex.org/W1661164319","https://openalex.org/W1991623719","https://openalex.org/W2041085891","https://openalex.org/W2041262446","https://openalex.org/W2050698050","https://openalex.org/W2057117799","https://openalex.org/W2061948596","https://openalex.org/W2065628682","https://openalex.org/W2074729444","https://openalex.org/W2089267254","https://openalex.org/W2093028602","https://openalex.org/W2094499302","https://openalex.org/W2110956318","https://openalex.org/W2137910161","https://openalex.org/W2323177869","https://openalex.org/W2328783997"],"related_works":["https://openalex.org/W3207833357","https://openalex.org/W4234361240","https://openalex.org/W2327498245","https://openalex.org/W607823294","https://openalex.org/W1595093985","https://openalex.org/W1969036203","https://openalex.org/W2483483750","https://openalex.org/W4243843912","https://openalex.org/W2081151243","https://openalex.org/W2326509614"],"abstract_inverted_index":{"This":[0,52],"paper":[1,53],"proposes":[2],"and":[3,66],"tests":[4],"a":[5,48],"measure":[6],"of":[7,10,21,31,68],"the":[8,19],"formalization":[9,20,34,65,67],"sales":[11,22,69],"force":[12,23,70],"market":[13,24,60,62,71],"information":[14,25,63,72],"generation.":[15,73],"The":[16,43],"measure,":[17],"called":[18],"generation":[26],"scale,":[27],"is":[28],"an":[29,32],"adaptation":[30],"organization":[33],"scale":[35,46],"used":[36],"by":[37],"Ayers,":[38],"Dahlstrom":[39],"&":[40],"Skinner":[41],"(1997).":[42],"resulting":[44],"5-item":[45],"showed":[47],"coefficient":[49],"alpha":[50],"of.885.":[51],"also":[54],"briefly":[55],"reviews":[56],"literature":[57],"related":[58],"to":[59],"information,":[61],"generation,":[64]},"counts_by_year":[{"year":2016,"cited_by_count":1}],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2025-10-27T00:00:00"}
