{"id":"https://openalex.org/W1977419556","doi":"https://doi.org/10.1016/s0377-2217(02)00703-8","title":"Controlling sales force turnover costs through optimal recruiting and training policies","display_name":"Controlling sales force turnover costs through optimal recruiting and training policies","publication_year":2003,"publication_date":"2003-01-30","ids":{"openalex":"https://openalex.org/W1977419556","doi":"https://doi.org/10.1016/s0377-2217(02)00703-8","mag":"1977419556"},"language":"en","primary_location":{"id":"doi:10.1016/s0377-2217(02)00703-8","is_oa":false,"landing_page_url":"https://doi.org/10.1016/s0377-2217(02)00703-8","pdf_url":null,"source":{"id":"https://openalex.org/S103321696","display_name":"European Journal of Operational Research","issn_l":"0377-2217","issn":["0377-2217","1872-6860"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"European Journal of Operational Research","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"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/A5056553543","display_name":"Ren\u00e9 Y. Darmon","orcid":null},"institutions":[{"id":"https://openalex.org/I4210142324","display_name":"CY Cergy Paris Universit\u00e9","ror":"https://ror.org/043htjv09","country_code":"FR","type":"education","lineage":["https://openalex.org/I4210142324"]},{"id":"https://openalex.org/I124261006","display_name":"\u00c9cole Sup\u00e9rieure des Sciences \u00c9conomiques et Commerciales","ror":"https://ror.org/02dga6j42","country_code":"FR","type":"other","lineage":["https://openalex.org/I124261006"]}],"countries":["FR"],"is_corresponding":true,"raw_author_name":"Ren\u00e9 Y Darmon","raw_affiliation_strings":["Marketing Department, ESSEC, Avenue Bernard Hirsch, BP 105, 95021 Cergy-Pontoise, France"],"affiliations":[{"raw_affiliation_string":"Marketing Department, ESSEC, Avenue Bernard Hirsch, BP 105, 95021 Cergy-Pontoise, France","institution_ids":["https://openalex.org/I124261006","https://openalex.org/I4210142324"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5056553543"],"corresponding_institution_ids":["https://openalex.org/I124261006","https://openalex.org/I4210142324"],"apc_list":{"value":3290,"currency":"USD","value_usd":3290},"apc_paid":null,"fwci":1.2309,"has_fulltext":false,"cited_by_count":21,"citation_normalized_percentile":{"value":0.84999388,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":96},"biblio":{"volume":"154","issue":"1","first_page":"291","last_page":"303"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12671","display_name":"Management and Marketing Education","score":0.9591000080108643,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"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/T12671","display_name":"Management and Marketing Education","score":0.9591000080108643,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"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/business","display_name":"Business","score":0.7187673449516296},{"id":"https://openalex.org/keywords/sales-force","display_name":"Sales force","score":0.6461700201034546},{"id":"https://openalex.org/keywords/idle","display_name":"Idle","score":0.6196155548095703},{"id":"https://openalex.org/keywords/turnover","display_name":"Turnover","score":0.6180701851844788},{"id":"https://openalex.org/keywords/training","display_name":"Training (meteorology)","score":0.49545252323150635},{"id":"https://openalex.org/keywords/marketing","display_name":"Marketing","score":0.4639551043510437},{"id":"https://openalex.org/keywords/operations-management","display_name":"Operations management","score":0.45919716358184814},{"id":"https://openalex.org/keywords/economics","display_name":"Economics","score":0.22454646229743958},{"id":"https://openalex.org/keywords/computer-science","display_name":"Computer science","score":0.19215193390846252},{"id":"https://openalex.org/keywords/management","display_name":"Management","score":0.08563902974128723}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.7187673449516296},{"id":"https://openalex.org/C2992111769","wikidata":"https://www.wikidata.org/wiki/Q7404316","display_name":"Sales force","level":2,"score":0.6461700201034546},{"id":"https://openalex.org/C16320812","wikidata":"https://www.wikidata.org/wiki/Q1812200","display_name":"Idle","level":2,"score":0.6196155548095703},{"id":"https://openalex.org/C26077564","wikidata":"https://www.wikidata.org/wiki/Q1910318","display_name":"Turnover","level":2,"score":0.6180701851844788},{"id":"https://openalex.org/C2777211547","wikidata":"https://www.wikidata.org/wiki/Q17141490","display_name":"Training (meteorology)","level":2,"score":0.49545252323150635},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.4639551043510437},{"id":"https://openalex.org/C21547014","wikidata":"https://www.wikidata.org/wiki/Q1423657","display_name":"Operations management","level":1,"score":0.45919716358184814},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.22454646229743958},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.19215193390846252},{"id":"https://openalex.org/C187736073","wikidata":"https://www.wikidata.org/wiki/Q2920921","display_name":"Management","level":1,"score":0.08563902974128723},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0},{"id":"https://openalex.org/C153294291","wikidata":"https://www.wikidata.org/wiki/Q25261","display_name":"Meteorology","level":1,"score":0.0},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1016/s0377-2217(02)00703-8","is_oa":false,"landing_page_url":"https://doi.org/10.1016/s0377-2217(02)00703-8","pdf_url":null,"source":{"id":"https://openalex.org/S103321696","display_name":"European Journal of Operational Research","issn_l":"0377-2217","issn":["0377-2217","1872-6860"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"European Journal of Operational Research","raw_type":"journal-article"},{"id":"pmh:oai:RePEc:eee:ejores:v:154:y:2004:i:1:p:291-303","is_oa":false,"landing_page_url":"http://www.sciencedirect.com/science/article/pii/S0377-2217(02)00703-8","pdf_url":null,"source":{"id":"https://openalex.org/S4306401271","display_name":"RePEc: Research Papers in Economics","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/I77793887","host_organization_name":"Federal Reserve Bank of St. Louis","host_organization_lineage":["https://openalex.org/I77793887"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"article"}],"best_oa_location":null,"sustainable_development_goals":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":19,"referenced_works":["https://openalex.org/W435940661","https://openalex.org/W761487401","https://openalex.org/W1974079459","https://openalex.org/W1982113685","https://openalex.org/W1997840147","https://openalex.org/W2045181804","https://openalex.org/W2063616611","https://openalex.org/W2065176267","https://openalex.org/W2098480850","https://openalex.org/W2108761769","https://openalex.org/W2234850796","https://openalex.org/W2304355369","https://openalex.org/W2330004525","https://openalex.org/W4240039161","https://openalex.org/W6615265209","https://openalex.org/W6622247640","https://openalex.org/W6675005192","https://openalex.org/W6689585656","https://openalex.org/W6697935469"],"related_works":["https://openalex.org/W2974485871","https://openalex.org/W1577119738","https://openalex.org/W2908872315","https://openalex.org/W1600399803","https://openalex.org/W4235210722","https://openalex.org/W4388633481","https://openalex.org/W2994960476","https://openalex.org/W2049601620","https://openalex.org/W2070778588","https://openalex.org/W4243853579"],"abstract_inverted_index":null,"counts_by_year":[{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":2},{"year":2022,"cited_by_count":1},{"year":2021,"cited_by_count":1},{"year":2020,"cited_by_count":2},{"year":2019,"cited_by_count":1},{"year":2017,"cited_by_count":2},{"year":2014,"cited_by_count":2},{"year":2013,"cited_by_count":1}],"updated_date":"2026-04-05T17:49:38.594831","created_date":"2025-10-10T00:00:00"}