search query: @indexterm ARMED FORCES / total: 137
reference: 32 / 137
| Author: | Lovell, C. A. K. Morey, R. C. |
| Title: | The allocation of consumer incentives to meet simultaneous sales quotas: an application to U.S. army recruiting. |
| Journal: | Management Science
1991 : MAR, VOL. 37:3, p. 350-367 |
| Index terms: | INCENTIVES RECRUITMENT ARMED FORCES USA |
| Language: | eng |
| Abstract: | An analytical approach is presented and illustrated that improves the cost effectiveness of the allocation of various types of monetary incentives to different product classes. These incentives often have, in addition to a market expansion goal, an important redistribution motive of causing consumers to switch from one brand to another. An analytical approach is developed to improve the allocation of consumer incentives where sales targets are exogenously set. The model generates a system of simultaneous behavioural equations. |
SCIMA