Deciding which items to include in a sales catalog and how much space should be allocated to each item is a major planning problem facing many large retailers and catalog firms. The steps in the catalog planning process include compiling a list of candidate items, developing one or several ad...

A specially-structured integer programming model, called the multiple-choice nested knapsack model, is developed in this paper. The model is characterized by variables which are partitioned into multiple-choice sets and resource constraints which are nested across the multiple-choice sets. The...

A practical conceptual framework for sales resource allocation modeling is presented in this paper. A literature review of sales resource allocation models is described in terms of this framework. The conceptual framework also lends itself to several integer programming models which may be used...

Distribution channel design is a complex decision involving (a) the strategic choice of the appropriate channel structure, and (b) the tactical selection of the appropriate intermediaries. This paper presents a decision framework and a model to aid management in the tactical selection of the...