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Optimal Control of Sales Force Effort in Time

Author

Listed:
  • Charles S. Tapiero

    (Columbia University)

  • John U. Farley

    (Columbia University)

Abstract

This paper examines the temporal effects of alternative procedures for controlling sales force effort, particularly when the effect of such effort is felt in both current and future periods. Related informational requirements for both firm and salesmen are also discussed in terms of nonzero sum differential games, and implications for the temporal management of selling effort are derived.

Suggested Citation

  • Charles S. Tapiero & John U. Farley, 1975. "Optimal Control of Sales Force Effort in Time," Management Science, INFORMS, vol. 21(9), pages 976-985, May.
    • Handle: RePEc:inm:ormnsc:v:21:y:1975:i:9:p:976-985
    DOI: 10.1287/mnsc.21.9.976
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    File URL: http://dx.doi.org/10.1287/mnsc.21.9.976
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    Cited by:

    1. Lee, Chung-Yee & Yang, Ruina, 2013. "Compensation plan for competing salespersons under asymmetric information," European Journal of Operational Research, Elsevier, vol. 227(3), pages 570-580.
    2. Drexl, Andreas & Haase, Knut, 1996. "Fast approximation methods for sales force deployment," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 411, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    3. Ayc{s}e Kocab{i}y{i}kou{g}lu & Ioana Popescu, 2007. "Managerial Motivation Dynamics and Incentives," Management Science, INFORMS, vol. 53(5), pages 834-848, May.
    4. Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.
    5. Olivier Rubel & Ashutosh Prasad, 2016. "Dynamic Incentives in Sales Force Compensation," Marketing Science, INFORMS, vol. 35(4), pages 676-689, July.
    6. Mark Ferguson & V. Daniel R. Guide , Jr. & Gilvan C. Souza, 2006. "Supply Chain Coordination for False Failure Returns," Manufacturing & Service Operations Management, INFORMS, vol. 8(4), pages 376-393, August.

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