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Assigning Regions to Sales Representatives at Pfizer Turkey

In: Multiple Criteria Decision Making and Aiding

Author

Listed:
  • Murat Köksalan

    (Middle East Technical University)

  • Sakine Batun

    (Middle East Technical University)

Abstract

This case is based on a project conducted for a pharmaceutical company, Pfizer. Sales representatives of pharmaceutical companies typically visit medical doctors regularly to promote their products. There are a number of criteria that may be of interest in assigning representatives to a group of doctors: minimizing total distance traveled by representatives, balancing the workload of representatives, and minimizing the disruption in the assignments of each representative are three main concerns. In this case study, a realistic scenario is created for students to attempt to find meaningful solutions to this multiple criteria problem from practice.

Suggested Citation

  • Murat Köksalan & Sakine Batun, 2019. "Assigning Regions to Sales Representatives at Pfizer Turkey," International Series in Operations Research & Management Science, in: Sandra Huber & Martin Josef Geiger & Adiel Teixeira de Almeida (ed.), Multiple Criteria Decision Making and Aiding, pages 221-230, Springer.
    • Handle: RePEc:spr:isochp:978-3-319-99304-1_7
    DOI: 10.1007/978-3-319-99304-1_7
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