Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/147596 
Authors: 
Year of Publication: 
1999
Series/Report no.: 
Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel No. 508
Publisher: 
Universität Kiel, Institut für Betriebswirtschaftslehre, Kiel
Abstract: 
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.
Subjects: 
Marketing models
sales force sizing
salesperson location
sales territory alignment
sales resource allocation
nonlinear mixed-integer programming
column generation
Document Type: 
Working Paper
Document Version: 
Digitized Version

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