Arbeitspapier
Sales force deployment by mathematical programming
The sales force deployment problem is considered which arises in many selling organizations. As a solution a novel mixed-integer formulation is introduced which is specifically characterized by an infinite number of variables. A column generation approach is proposed to obtain upper and lower bounds. The associated subproblem is solved analytically. A computational study shows that the approach outperforms recently introduced approaches.
- Sprache
-
Englisch
- Erschienen in
-
Series: Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel ; No. 508
- Klassifikation
-
Management
- Thema
-
Marketing models
sales force sizing
salesperson location
sales territory alignment
sales resource allocation
nonlinear mixed-integer programming
column generation
Handelsvertretung
Personaleinsatzplanung
Betriebliche Standortwahl
Mathematische Optimierung
Theorie
- Ereignis
-
Geistige Schöpfung
- (wer)
-
Haase, Knut
- Ereignis
-
Veröffentlichung
- (wer)
-
Universität Kiel, Institut für Betriebswirtschaftslehre
ZBW – Leibniz Information Centre for Economics
- (wo)
-
Kiel
- (wann)
-
1999
- Handle
- Letzte Aktualisierung
-
22.02.2023, 11:45 MEZ
Datenpartner
Dieses Objekt wird bereitgestellt von:
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. Bei Fragen zum Objekt wenden Sie sich bitte an den Datenpartner.
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. Bei Fragen zum Objekt wenden Sie sich bitte an den Datenpartner.
Objekttyp
- Arbeitspapier
Beteiligte
- Haase, Knut
- Universität Kiel, Institut für Betriebswirtschaftslehre
- ZBW – Leibniz Information Centre for Economics
Entstanden
- 1999
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