Fast Approximation Methods for Sales Force Deployment
Published Online:1 Oct 1999https://doi.org/10.1287/mnsc.45.10.1307
References
- Entscheidungshilfen für den Persänlichen Verkauf (1989) ((in German.) Duncker & Humblot, Berlin, Germany) Google Scholar
- Steuerungssysteme für den Verkaufsaußendienst. (1992) . in German.) Technical report 306, Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel, Kiel, GermanyGoogle Scholar
- , Gordon F. N. A critique of entropy and gravity in travel forecasting. Traffic Flow and Transportation (1972) (New York)109–117Google Scholar
- Allocating selling effort via dynamic programming. Management Sci. (1977) 23:667–678Link, Google Scholar
- Using the CPLEX Callable Library (1996) (CPLEX Optimization Inc., Houston, TX) Google Scholar
- Applied Mathematical Programming (1977) (Addison-Wesley, Reading, MA) Google Scholar
- Investigating the sensitivity of equilibrium profits to adverstising dynamics and competitive effects. Management Sci. (1993) 39:1146–1162Link, Google Scholar
- Sales Force Management (1993) 4th ed.(Irwin, Homewood, IL) Google Scholar
- Extension of the Luss-Gupta resource allocation algorithm by means of first order approximation techniques. Oper. Res. (1981) 29:621–626Link, Google Scholar
- , Bagozzi R. P. A sales territory alignment program and account planning system (TAPS). Sales Management: New Developments from Behavioral and Decision Model Research (1979) (Marketing Science Institute, Cambridge, MA) 325–343Google Scholar
- Deckungsbeitragsorientierte Verkaufsgebietseinteilung und Standortplanung für Außendienstmitarbeiter. (in German.). Z. betriebswirtschaftliche Forschung (1997) 49:877–891Google Scholar
- Effective sales territory development. J. Marketing (1977) 41(2):39–43Crossref, Google Scholar
- A user-oriented model for sales force size, product, and market allocation decisions. J. Marketing (1980) 44:70–78Crossref, Google Scholar
- Impact of resource allocation rules on marketing investment-level decisions and profitability. J. Marketing Res. (1992) 29:162–175Crossref, Google Scholar
- Turfing. Oper. Res. (1977) 25:367–386Link, Google Scholar
- Sales territory design: An integrated approach. Management Sci. (1975) 22:309–320Link, Google Scholar
- COSTA: Ein Entscheidungs-Unterstützungs-System zur deckungsbeitragsmaximalen Einteilung von Verkaufsgebieten. (in German.). Z. Betriebswirtschaft (1994) 64:1261–1283Google Scholar
- COSTA: Contribution optimizing sales territory alignment. (1996) . Technical report 408, Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel, GermanyGoogle Scholar
- COSTA: Contribution optimizing sales territory alignment. Marketing Sci. (1998) 17:196–213Link, Google Scholar
- Integer programming models for sales resource allocation. Management Sci. (1980) 26:242–260Link, Google Scholar
- Sales territory alignment: A review and model. Management Sci. (1983) 29:1237–1256Link, Google Scholar
- An optimal algorithm for sales representative time management. Management Sci. (1979) 25:1197–1207Link, Google Scholar

