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Optimal Control of Sales Force Effort in Time

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.
Year of publication:
1975
Authors: Tapiero, Charles S. ; Farley, John U.
Published in:
Management Science. - Institute for Operations Research and the Management Sciences - INFORMS, ISSN 0025-1909. - Vol. 21.1975, 9, p. 976-985
Publisher: Institute for Operations Research and the Management Sciences - INFORMS
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Extent:
application/pdf
Type of publication: Article
Other identifiers:
10.1287/mnsc.21.9.976 [DOI]
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Persistent link: https://www.econbiz.de/10009214577
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