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.

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Year of publication:	1999
Authors:	Haase, Knut
Publisher:	Kiel : Universität Kiel, Institut für Betriebswirtschaftslehre
Subject:	Handelsvertretung \| Personaleinsatzplanung \| Betriebliche Standortwahl \| Mathematische Optimierung \| Theorie \| Marketing models \| sales force sizing \| salesperson location \| sales territory alignment \| sales resource allocation \| nonlinear mixed-integer programming \| column generation

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Series:	Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel ; 508
Type of publication:	Book / Working Paper
Type of publication (narrower categories):	Working Paper
Language:	English
Other identifiers:	1000747239 [GVK] hdl:10419/147596 [Handle] RePEc:zbw:cauman:508 [RePEc]
Source:	EconStor

Persistent link: https://www.econbiz.de/10011558749