In Sinha and Clelland (Sinha, B.K., R. C. Clelland. 1976. Modeling for the management of library collections. Management Sci. 22 (5, January) 547--557.) a set of models is developed to aid in the management of library collections. In particular, two questions are addressed: 1. How many items in...

The operation of the university library as a means to supply information is examined. It is shown that despite the increase in size of libraries, their standard of service is declining. Reasons for this decline are advanced. The strategic goals of the library are redefined with implications for...

In a multiproduct sales force, it has previously been shown that a commission structure based on equal fractions of each product's realized gross margin is jointly optimal if the sales force's goal is to maximize (expected) income and products are independent. Jointly optimal means that the...

Every week, motion picture exhibitors must decide whether to keep or replace the movies playing in their theaters in light of the past week's sales data. This decision is complex because of the dynamic decision environment, the uncertainty of demand, the complex revenue-sharing terms between the...

Most marketing planning models have carry-over effects in which one period's decisions influence the results obtained in future periods. In this paper it is shown that failure to allow for the carry-over effect beyond the planning horizon can result in underallocation of resources and in biases...

This paper is concerned with the application of marketing and management science to some of the problems involved in managing a series of performing arts presentations. Although some of the decisions are largely "artistic" and not subject to formal analytic procedures, many other decisions can...

If marginal costs are constant, salesman who are paid a commission based on gross margin and who are given control over price will set prices so as to maximize simultaneously their own income and the company's profits. The result holds even if a salesman can only make a probabilistic estimate of...

We develop and empirically validate a procedure specifically designed to allow farm equipment manufacturers to assess their customer value relative to the competition. Using a combination of psychometric procedures for evaluating farmer judgments (confirmatory factor analysis and conjoint...

Understanding the lead-lag relationship between distribution and demand is an important and challenging issue for all marketers. It is particularly challenging in the movie industry, where the very short lifespan and decaying revenue and exhibition patterns of motion pictures means that the...