A. Andris, A. Zoltners-andris, P. Zoltners, and S. E. Shinha, Match your sales force structure to your business life cycle, Harvard Business Review, 2006.

M. J. Anzanello and F. S. Fogliatto, Learning curve models and applications: Literature review and research directions, International Journal of Industrial Ergonomics, vol.41, issue.5, pp.41573-583, 2011.
DOI : 10.1016/j.ergon.2011.05.001

. Calfee, Direct???to???Consumer Advertising and the Demand for Cholesterol???Reducing Drugs, The Journal of Law and Economics, vol.45, issue.S2, pp.45673-690, 2002.
DOI : 10.1086/374704

M. A. Cook, Forecasting for the pharmaceutical industry: models for new product and in-market forecasting and how to use them, 2015.

R. Y. Darmon, Identifying profit-producing salesforce members, Journal of Personal Selling & Sales Management, vol.2, issue.2, pp.14-23, 1982.

R. Y. Darmon, Identifying Sources of Turnover Costs: A Segmental Approach, Journal of Marketing, vol.54, issue.2, pp.46-56, 1990.
DOI : 10.2307/1251869

R. Y. Darmon, Controlling sales force turnover costs through optimal recruiting and training policies, European Journal of Operational Research, vol.154, issue.1, pp.291-303, 2004.
DOI : 10.1016/S0377-2217(02)00703-8

. Desiraju, Diffusion of new pharmaceutical drugs in developing and developed nations, International Journal of Research in Marketing, vol.21, issue.4, pp.341-357, 2004.
DOI : 10.1016/j.ijresmar.2004.05.001

. Doumic, Toward an integrated workforce planning framework using structured equations, 2016.
DOI : 10.1016/j.ejor.2017.03.076

URL : https://hal.archives-ouvertes.fr/hal-01343368

Z. Gans, N. Gans, and Y. Zhou, Managing Learning and Turnover in Employee Staffing, Operations Research, vol.50, issue.6, pp.991-1006, 2002.
DOI : 10.1287/opre.50.6.991.343

URL : http://citeseerx.ist.psu.edu/viewdoc/summary?doi=10.1.1.571.8100

. Gerchak, On manpower planning in the presence of learning. Engineering Costs and Production Economics, pp.295-303, 1990.

. Grosse, Production economics and the learning curve: A meta-analysis, International Journal of Production Economics, vol.170, pp.401-412, 2015.
DOI : 10.1016/j.ijpe.2015.06.021

. Hahn, Analysis of New Product Diffusion Using a Four-Segment Trial-Repeat Model, Marketing Science, vol.13, issue.3, pp.224-247, 1994.
DOI : 10.1287/mksc.13.3.224

. Hewitt, Integer programming techniques for solving non-linear workforce planning models with learning, European Journal of Operational Research, vol.242, issue.3, pp.942-950, 2015.
DOI : 10.1016/j.ejor.2014.10.060

. Jaber, . Bonney, M. Y. Jaber, and M. Bonney, A comparative study of learning curves with forgetting, Applied Mathematical Modelling, vol.21, issue.8, pp.523-531, 1997.
DOI : 10.1016/S0307-904X(97)00055-3

E. Karen, E. Flaherty-]-karen, and J. M. Flaherty, Using career stage theory to predict turnover intentions among salespeople, Journal of Marketing Theory and Practice, vol.10, issue.3, pp.48-57, 2002.

. Kremer, Generalizations on the effectiveness of pharmaceutical promotional expenditures, International Journal of Research in Marketing, vol.25, issue.4, pp.234-246, 2008.
DOI : 10.1016/j.ijresmar.2008.08.001

[. Parsons and P. V. , Analysis of Sales Call Effectiveness, Journal of Marketing Research, vol.18, issue.1, 1981.
DOI : 10.2307/3151321

. Lilien, Bayesian Estimation and Control of Detailing Effort in a Repeat Purchase Diffusion Environment, Management Science, vol.27, issue.5, pp.493-506, 1981.
DOI : 10.1287/mnsc.27.5.493

. Lucas, An Empirical Study of Salesforce Turnover, Journal of Marketing, vol.51, issue.3, pp.5134-59, 1987.
DOI : 10.2307/1251646

C. Manchanda, P. Manchanda, and P. Chintagunta, Responsiveness of Physician Prescription Behavior to Salesforce Effort: An Individual Level Analysis, Marketing Letters, vol.15, issue.2/3, pp.129-145, 2004.
DOI : 10.1023/B:MARK.0000047389.93584.09

. Muchinsky, . Morrow, P. M. Muchinsky, and P. C. Morrow, A multidisciplinary model of voluntary employee turnover, Journal of Vocational Behavior, vol.17, issue.3, pp.263-290, 1980.
DOI : 10.1016/0001-8791(80)90022-6

F. Ng, T. W. Ng, and D. C. Feldman, Re-examining the relationship between age and voluntary turnover, Journal of Vocational Behavior, vol.74, issue.3, pp.283-294, 2009.
DOI : 10.1016/j.jvb.2009.01.004

. Peres, Innovation diffusion and new product growth models: A critical review and research directions, International Journal of Research in Marketing, vol.27, issue.2, pp.91-106, 2010.
DOI : 10.1016/j.ijresmar.2009.12.012

R. Qin and D. A. Nembhard, Workforce agility for stochastically diffused conditions???A real options perspective, International Journal of Production Economics, vol.125, issue.2, pp.324-334, 2010.
DOI : 10.1016/j.ijpe.2010.01.006

S. Stremersch, Health and marketing: The emergence of a new field of research, International Journal of Research in Marketing, vol.25, issue.4, pp.229-233, 2008.
DOI : 10.1016/j.ijresmar.2008.09.002

K. Vakratsas, D. Vakratsas, and C. Kolsarici, A dual-market diffusion model for a new prescription pharmaceutical, International Journal of Research in Marketing, vol.25, issue.4, pp.282-293, 2008.
DOI : 10.1016/j.ijresmar.2008.05.002

T. P. Wright, Factors Affecting the Cost of Airplanes, Journal of the Aeronautical Sciences, vol.3, issue.4, pp.122-128, 1936.
DOI : 10.2514/8.155