Fast Approximation Methods for Sales Force Deployment
Author
Abstract
Suggested Citation
DOI: 10.1287/mnsc.45.10.1307
Download full text from publisher
References listed on IDEAS
- Charles A. Beswick, 1977. "Allocating Selling Effort Via Dynamic Programming," Management Science, INFORMS, vol. 23(7), pages 667-678, March.
- Roy J. Shanker & Ronald E. Turner & Andris A. Zoltners, 1975. "Sales Territory Design: An Integrated Approach," Management Science, INFORMS, vol. 22(3), pages 309-320, November.
- Pradeep K. Chintagunta, 1993. "Investigating the Sensitivity of Equilibrium Profits to Advertising Dynamics and Competitive Effects," Management Science, INFORMS, vol. 39(9), pages 1146-1162, September.
- Andris A. Zoltners & Prabhakant Sinha, 1983. "Sales Territory Alignment: A Review and Model," Management Science, INFORMS, vol. 29(11), pages 1237-1256, November.
- Albers, Sönke & Krafft, Manfred, 1992. "Steuerungssysteme für den Verkaufsaußendienst," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 306, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Skiera, Bernd & Albers, Sönke, 1993. "COSTA: ein Entscheidungs-Unterstützungs-System zur deckungsbeitragsmaximalen Einteilung von Verkaufsgebieten," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 324, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Andris A. Zoltners & Prabhakant Sinha & Philip S. C. Chong, 1979. "An Optimal Algorithm for Sales Representative Time Management," Management Science, INFORMS, vol. 25(12), pages 1197-1207, December.
- Bernd Skiera & Sönke Albers, 1998.
"COSTA: Contribution Optimizing Sales Territory Alignment,"
Marketing Science, INFORMS, vol. 17(3), pages 196-213.
- Skiera, Bernd & Albers, Sönke, 1996. "COSTA: Contribution optimizing sales territory alignment," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 408, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Andris A. Zoltners & Prabhakant Sinha, 1980. "Integer Programming Models for Sales Resource Allocation," Management Science, INFORMS, vol. 26(3), pages 242-260, March.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Bender, Matthias & Kalcsics, Jörg & Meyer, Anne, 2020. "Districting for parcel delivery services – A two-Stage solution approach and a real-World case study," Omega, Elsevier, vol. 96(C).
- Bard, Jonathan F. & Jarrah, Ahmad I. & Zan, Jing, 2010. "Validating vehicle routing zone construction using Monte Carlo simulation," European Journal of Operational Research, Elsevier, vol. 206(1), pages 73-85, October.
- D. M. King & S. H. Jacobson & E. C. Sewell, 2018. "The geo-graph in practice: creating United States Congressional Districts from census blocks," Computational Optimization and Applications, Springer, vol. 69(1), pages 25-49, January.
- Mourão, Maria Cândida & Nunes, Ana Catarina & Prins, Christian, 2009. "Heuristic methods for the sectoring arc routing problem," European Journal of Operational Research, Elsevier, vol. 196(3), pages 856-868, August.
- Vidal, Thibaut & Laporte, Gilbert & Matl, Piotr, 2020. "A concise guide to existing and emerging vehicle routing problem variants," European Journal of Operational Research, Elsevier, vol. 286(2), pages 401-416.
- Haugland, Dag & Ho, Sin C. & Laporte, Gilbert, 2007. "Designing delivery districts for the vehicle routing problem with stochastic demands," European Journal of Operational Research, Elsevier, vol. 180(3), pages 997-1010, August.
- Haase, Knut & Müller, Sven, 2014. "Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints," European Journal of Operational Research, Elsevier, vol. 237(2), pages 677-689.
- Alexander Butsch & Jörg Kalcsics & Gilbert Laporte, 2014. "Districting for Arc Routing," INFORMS Journal on Computing, INFORMS, vol. 26(4), pages 809-824, November.
- Douglas M. King & Sheldon H. Jacobson & Edward C. Sewell & Wendy K. Tam Cho, 2012. "Geo-Graphs: An Efficient Model for Enforcing Contiguity and Hole Constraints in Planar Graph Partitioning," Operations Research, INFORMS, vol. 60(5), pages 1213-1228, October.
- Camacho-Collados, M. & Liberatore, F. & Angulo, J.M., 2015. "A multi-criteria Police Districting Problem for the efficient and effective design of patrol sector," European Journal of Operational Research, Elsevier, vol. 246(2), pages 674-684.
- Sprecher, Arno, 1999. "Sales force deployment by genetic concepts," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 514, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Bard, Jonathan F. & Jarrah, Ahmad I., 2013. "Integrating commercial and residential pickup and delivery networks: A case study," Omega, Elsevier, vol. 41(4), pages 706-720.
- Ríos-Mercado, Roger Z. & López-Pérez, J. Fabián, 2013. "Commercial territory design planning with realignment and disjoint assignment requirements," Omega, Elsevier, vol. 41(3), pages 525-535.
- Haase, Knut, 1999. "Sales force deployment by mathematical programming," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 508, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Anna Franceschetti & Ola Jabali & Gilbert Laporte, 2017. "Continuous approximation models in freight distribution management," TOP: An Official Journal of the Spanish Society of Statistics and Operations Research, Springer;Sociedad de Estadística e Investigación Operativa, vol. 25(3), pages 413-433, October.
- Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre (Ed.), 2000. "Jahresbericht 1999," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 522, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Johannes Habel & Sascha Alavi & Nicolas Heinitz, 2023. "A theory of predictive sales analytics adoption," AMS Review, Springer;Academy of Marketing Science, vol. 13(1), pages 34-54, June.
- M Blais & S D Lapierre & G Laporte, 2003. "Solving a home-care districting problem in an urban setting," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 54(11), pages 1141-1147, November.
- María Salazar-Aguilar & Roger Ríos-Mercado & Mauricio Cabrera-Ríos, 2011. "New Models for Commercial Territory Design," Networks and Spatial Economics, Springer, vol. 11(3), pages 487-507, September.
- Knut Haase & Habib Zain Al Abideen & Salim Al-Bosta & Mathias Kasper & Matthes Koch & Sven Müller & Dirk Helbing, 2016. "Improving Pilgrim Safety During the Hajj: An Analytical and Operational Research Approach," Interfaces, INFORMS, vol. 46(1), pages 74-90, February.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Drexl, Andreas & Haase, Knut, 1996. "Fast approximation methods for sales force deployment," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 411, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Johannes Habel & Sascha Alavi & Nicolas Heinitz, 2023. "A theory of predictive sales analytics adoption," AMS Review, Springer;Academy of Marketing Science, vol. 13(1), pages 34-54, June.
- Skiera, Bernd & Albers, Sönke, 1993. "COSTA: ein Entscheidungs-Unterstützungs-System zur deckungsbeitragsmaximalen Einteilung von Verkaufsgebieten," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 324, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Andris A. Zoltners & Prabhakant Sinha, 2005. "The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation," Marketing Science, INFORMS, vol. 24(3), pages 313-331, September.
- Fabio Caldieraro & Anne T. Coughlan, 2009. "Optimal Sales Force Diversification and Group Incentive Payments," Marketing Science, INFORMS, vol. 28(6), pages 1009-1026, 11-12.
- Darmon, Rene Y., 2002. "Salespeople's management of customer information: Impact on optimal territory and sales force sizes," European Journal of Operational Research, Elsevier, vol. 137(1), pages 162-176, February.
- Sprecher, Arno, 1999. "Sales force deployment by genetic concepts," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 514, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Brian Lunday & Hanif Sherali & Kevin Lunday, 2012. "The coastal seaspace patrol sector design and allocation problem," Computational Management Science, Springer, vol. 9(4), pages 483-514, November.
- Rui Fragoso & Conceição Rego & Vladimir Bushenkov, 2016.
"Clustering of Territorial Areas: A Multi-Criteria Districting Problem,"
Journal of Quantitative Economics, Springer;The Indian Econometric Society (TIES), vol. 14(2), pages 179-198, December.
- Rui Fragoso & Maria Conceição Rego & Vladimir Bushenkov, 2014. "Clustering of territorial areas: A multi-criteria districting problem," CEFAGE-UE Working Papers 2014_02, University of Evora, CEFAGE-UE (Portugal).
- AgralI, Semra & Geunes, Joseph, 2009. "Solving knapsack problems with S-curve return functions," European Journal of Operational Research, Elsevier, vol. 193(2), pages 605-615, March.
- Jörg Kalcsics & Stefan Nickel & Michael Schröder, 2005. "Towards a unified territorial design approach — Applications, algorithms and GIS integration," TOP: An Official Journal of the Spanish Society of Statistics and Operations Research, Springer;Sociedad de Estadística e Investigación Operativa, vol. 13(1), pages 1-56, June.
- Haase, Knut & Müller, Sven, 2014. "Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints," European Journal of Operational Research, Elsevier, vol. 237(2), pages 677-689.
- Bernd Skiera & Sönke Albers, 1998.
"COSTA: Contribution Optimizing Sales Territory Alignment,"
Marketing Science, INFORMS, vol. 17(3), pages 196-213.
- Skiera, Bernd & Albers, Sönke, 1996. "COSTA: Contribution optimizing sales territory alignment," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 408, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Amin Sayedi & Jeffrey D. Shulman, 2017. "Strategic compliments in sales," Quantitative Marketing and Economics (QME), Springer, vol. 15(1), pages 57-84, March.
- Fernando Tavares-Pereira & José Figueira & Vincent Mousseau & Bernard Roy, 2007. "Multiple criteria districting problems," Annals of Operations Research, Springer, vol. 154(1), pages 69-92, October.
- Haase, Knut, 1999. "Sales force deployment by mathematical programming," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 508, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
- Tavares Pereira, Fernando & Figueira, José Rui & Mousseau, Vincent & Roy, Bernard, 2009. "Comparing two territory partitions in districting problems: Indices and practical issues," Socio-Economic Planning Sciences, Elsevier, vol. 43(1), pages 72-88, March.
- Murali Mantrala & Sönke Albers & Fabio Caldieraro & Ove Jensen & Kissan Joseph & Manfred Krafft & Chakravarthi Narasimhan & Srinath Gopalakrishna & Andris Zoltners & Rajiv Lal & Leonard Lodish, 2010. "Sales force modeling: State of the field and research agenda," Marketing Letters, Springer, vol. 21(3), pages 255-272, September.
- Karen Gedenk & Henrik Sattler, 1997. "Preisschwellen und Deckungsbeitrag - Verschenkt der Handel große Potentiale?," Working Paper Series A 1997-04, Friedrich Schiller University of Jena, School of of Economics and Business Administration.
- Nair, Anand & Narasimhan, Ram, 2006. "Dynamics of competing with quality- and advertising-based goodwill," European Journal of Operational Research, Elsevier, vol. 175(1), pages 462-474, November.
More about this item
Keywords
marketing models; sales force sizing; salesman location; sales territory alignment; sales resource allocation; application/distribution of beverages;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:inm:ormnsc:v:45:y:1999:i:10:p:1307-1323. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Asher (email available below). General contact details of provider: https://edirc.repec.org/data/inforea.html .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.