CAPPLAN: a decision‐support system for planning the pricing and sales effort policy of a salesforce

European Journal of Marketing

Volumn 30, Issue 7, 1996, Pages 68-82

  Albers, Sönke ^a  

^a UNIVERSITY OF KIEL   (Germany)

Author keywords

Decision support systems; Pricing policy; Profit; Sales

Indexed keywords

EID: 0004577570     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090569610123825     Document Type: Article

References (18)

1. Fudge, W.K. and Lodish, L.M. (1977, “Evaluation of the effectiveness of a model based salesman’s planning system by field experimentation”, Interfaces, Vol. 8 No. 1, Part 2, pp. 97‐106.
2. Hanssens, D.M., Parsons, L.J. and Schultz, R.L. (1990, Market Response Models: Econometric and Time Series Analysis, Kluwer Academic Press, Boston, MA, Dordrecht, London, p. 39.
3. Keen, P.G.W. (1975, “Computer‐based decision aids: the evaluation problem”, Sloan Management Review, Vol. 16 No. 3, Spring, pp. 17‐29.
4. Lal, R. (1986, “Delegating pricing responsibility to the salesforce”, Marketing Science, Vol. 5, pp. 159‐68.
5. Little, J.D.C. (1979, “Decision support systems for marketing managers”, Journal of Marketing, Vol. 43, Summer, pp. 9‐26.
6. Little, J.D.C. and Lodish, L.M. (1981, “Commentary on judgment based marketing decision models”, Journal of Marketing, Vol. 45, Fall, pp. 24‐9.
7. Lodish, L.M. (1971, “CALLPLAN: an interactive salesman’s call planning system”, Management Science, Vol. 18 No. 4, Part II, pp. 25‐40.
8. Lodish, L.M. (1980, “A user‐oriented model for sales force size, product, and market allocation decisions”, Journal of Marketing, Vol. 44, Summer, pp. 70‐8.
9. Lodish, L.M. (1981, “Experience with decision‐calculus models and decision support systems”, in Schultz, R.L. and Zoltners, A.A. (Eds), Marketing Decision Models, North‐Holland, New York, NY, Oxford, pp. 165‐82.
10. Lodish, L.M., Curtis, E., Ness, M. and Simpson, M.K. (1988, “Sales force sizing and deployment using a decision calculus model at Syntex Laboratories”, Interfaces, Vol. 18, January‐February, pp. 5‐20.
11. Mantrala, M.K., Sinha, P. and Zoltners, A.A. (1992, “Impact of resource allocation rules on marketing investment‐level decisions and profitability”, Journal of Marketing Research, Vol. 29, pp. 162‐75.
12. Mantrala, M.K., Sinha, P. and Zoltners, A.A. (1994, “Structuring a multiproduct sales quota‐bonus plan for a heterogeneous sales force: a practical model‐based approach”, Marketing Science, Vol. 13, pp. 121‐44.
13. McIntyre, S.H. (1982, “An experimental study of the impact of judgment‐based marketing models”, Management Science, Vol. 28, pp. 17‐33.
14. Naert, P. and Weverbergh, M. (1981, “Subjective versus empirical decision models”, in Schultz, R.L. and Zoltners, A.A. (Eds) (1981), Marketing Decision Models, North‐Holland, New York, NY, Oxford, pp. 99‐124.
15. Simon, H. (1989, Price Management, North‐Holland, Amsterdam, p. 106ff.
16. Srinivasan, V. (1981, “An investigation of the equal commission rate policy for a multi‐product salesforce”, Management Science, Vol. 27, pp. 731‐56.
17. Stephenson, P.R., Cron, W.L. and Frazier, G.L. (1979, “Delegating pricing authority to the sales force: the effects on sales and profit performance”, Journal of Marketing, Vol. 43, Spring, pp. 21‐8.
18. Zoltners, A.A. and Sinha, P. (1980, “Integer programming models for sales resource allocation”, Management Science, Vol. 26, pp. 242‐60.