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Preface to Management Science: Marketing Management Models

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  • David B. Montgomery

Abstract

The papers in this special marketing issue of Management Science relate to three areas of marketing. The first four papers: Multiple-Product Sales Force Allocation Model, CALLPLAN: An Interactive Salesman's Call Planning System, Experience with a Sales Districting Model: Criteria and Implementation, and Allocating Sales Force Effort with Commissions and Quotas address issues arising in the management of a sales force. The next three Optimal Advertising Expenditure, Behavioral Measurement for Marketing Models: Estimating the Effects of Advertising Repetition for Media Planning, and Optimizing Consumer Advertising, Intermediary Advertising and Markup in a Vertical Market Structure deal with advertising decision models. The final two papers A probabilistic Market Model of Purchase Timing and Brand Selection, A Graph Theory Approach to Comparing Consumer Information Processing Models consider models of consumer behavior.

Suggested Citation

  • David B. Montgomery, 1971. "Preface to Management Science: Marketing Management Models," Management Science, INFORMS, vol. 18(4-Part-II), pages 1-2, December.
    • Handle: RePEc:inm:ormnsc:v:18:y:1971:i:4-part-ii:p:p1-p2
    DOI: 10.1287/mnsc.18.4.P1
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