search query: @author Mahajan, J. / total: 6
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| Author: | Mahajan, J. Vakharia, A.J. |
| Title: | A Multiobjective Approach and Empirical Application of Sales-Organization Design |
| Journal: | Decision Sciences
1990 : Summer, VOL. 21:3, p. 608-625 |
| Index terms: | GOAL PROGRAMMING MARKETING MANAGEMENT ORGANIZATIONAL DEVELOPMENT |
| Language: | eng |
| Abstract: | The authors address a critical issue, namely the determination of an appropriate structural design of a sales organization. A new approach is proposed for organizing the selling function using multiobjective modeling techniques. The situational characteristics are considered under which the sales organization operates. Using real life data, appropriate structural designs are developed. |
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