A sales territory design procedure should solve the dual problems of boundary definition and call frequency. Furthermore, it should be possible to base the design on several workload and potential criteria. A procedure is presented which meets this specification. It employs recent developments...

This paper defines the components and characteristics of an important class of models called weighted assignment models and identifies these elements in a number of existing and potential applications. The weighted assignment model represents problems with the following characteristics: A set of...

A four segment trial-repeat model is developed to model sales of a frequently purchased product in the early stage of the product's life cycle. The model can be calibrated using aggregate data alone. Two versions of the model, one emphasizing the competitive aspect of marketing communications...