Sales force deployment involves the concurrent resolution of four interrelated subproblems: sizing the sales force, salesman location, sales territory alignment, and sales resource allocation. The first subproblem addresses the topic of selecting the appropriate number of salesman. The salesman...

11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German...

This paper considers two problem classes that are important to researchers as well as practitioners, namely packing and project scheduling problems. First, the two problem categories are described. This includes a classification of packing problems as well as of project scheduling concepts....

A recurring problem in project management involves the allocation of scarce resources to the individual jobs comprising the project. In many situations such as audit scheduling, the resources correspond to individuals (skilled labour). This naturally leads to an assignment type project...

This paper considers two problem classes that are important to researchers as well as practitioners, namely packing and project scheduling problems. First, the two problem categories are described. This includes a classification of packing problems as well as of project scheduling concepts....