In a recent article in Management Science, [Drui, A. B. 1963. The use of regression equations to predict manpower requirements. Management Sci. 8(4, July) 669-677.] an application of multiple regression analysis to the prediction of departmental manpower requirements was described. Little...

The papers in this special marketing issue of Management Science relate to three areas of marketing. The first four papers: Multiple-Product Sales Force Allocation Model, CALLPLAN: An Interactive Salesman's Call Planning System, Experience with a Sales Districting Model: Criteria and...

This paper is concerned with the problem of measuring market response to a "communications mix"--the various means which a firm employs to transmit sales messages to potential buyers. Distributed lag models are applied to time series data for an ethical drug to estimate the short-run,...

When several products are marketed by the same sales force, it frequently becomes impossible or impractical for salesmen to promote all items in the product line extensively in each and every time period. Management's problem is to decide how the available selling effort should be allocated...

This paper develops a model which is an extension of a class of stochastic response models first proposed by Coleman [Coleman, J. A. 1964a. Models of Change and Response Uncertainty. Prentice-Hall, Inc., Englewood Cliffs, New Jersey.]. In its present form the model applies to the binary response...

This study examines an aspect of competitive interactions that has attracted increasing research attention: the relationship between deterrence and competitive reputations. We build a conceptual model of the antecedents and consequences of a firm's reputation for being a credible defender of its...