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| Author: | Stam, A. Joachimsthaler, E. Gardiner, L. |
| Title: | Interactive multiple objective decision support for sales force sizing and deployment |
| Journal: | Decision Sciences
1992 : MAR-APR, VOL. 23:2, p. 445-466 |
| Index terms: | DECISION SUPPORT SYSTEMS MARKETING MANAGEMENT MATHEMATICAL PROGRAMMING |
| Language: | eng |
| Abstract: | The authors contribute to the existing sales resource modeling literature by dealing with the deployment of two sales resources and interactively solving this problem with respect to five short-run and long-run objectives of the firm. This approach differs from existing sales force modeling efforts in which the solution is found noninteractively by optimizing a single sales resource model with respect to a single objective , often short-run sales. |
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