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Heuristica biobjetivo de dos etapas para rediseno de territorios de venta

Author

Listed:
  • Juan Gabriel Correa Medina
  • Ma. Loecelia Guadalupe Ruvalcaba Sanchez

    () (Universidad Autonoma de Aguascalientes)

  • Elias Olivares Benitez
  • Vittorio Zanella Palacios

    (Universidad Popular Autonoma del Estado de Puebla)

Abstract

El rediseno apropiado de territorios de ventas es un elemento clave para incrementar las ventas y minimizar los costos asociados. Por lo tanto, su practica se vuelve frecuente al ser motivada por fusiones y cambios en un mercado en constante movimiento. En este trabajo se presenta y describe una heuristica biobjetivo de dos etapas para el rediseno de territorios de venta inspirada por un problema real de una empresa que vende productos en Mexico. La heuristica busca reducir al minimo la distancia total recorrida y la variacion del volumen de ventas de cada vendedor con respecto a la situacion actual. Se resuelve un conjunto de instancias reales. Se construye un superfrente a partir de un conjunto de ejecuciones de la heuristica por instancia. Ademas se presentan los resultados obtenidos a partir de las metricas de comparacion por instancia y algunas conclusiones.

Suggested Citation

  • Juan Gabriel Correa Medina & Ma. Loecelia Guadalupe Ruvalcaba Sanchez & Elias Olivares Benitez & Vittorio Zanella Palacios, 2011. "Heuristica biobjetivo de dos etapas para rediseno de territorios de venta," EconoQuantum, Revista de Economia y Negocios, Universidad de Guadalajara, Centro Universitario de Ciencias Economico Administrativas, Departamento de Metodos Cuantitativos y Maestria en Economia., vol. 8(2), pages 143-161, Julio-Dic.
  • Handle: RePEc:qua:journl:v:8:y:2011:i:2:p:143-161
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    More about this item

    Keywords

    rediseno de territorios de venta; heuristica; multiobjetivo.;

    JEL classification:

    • C61 - Mathematical and Quantitative Methods - - Mathematical Methods; Programming Models; Mathematical and Simulation Modeling - - - Optimization Techniques; Programming Models; Dynamic Analysis
    • C63 - Mathematical and Quantitative Methods - - Mathematical Methods; Programming Models; Mathematical and Simulation Modeling - - - Computational Techniques

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