Strategic Sales Management Guided By Economic Regimes
نویسندگان
چکیده
We present methods to characterize market conditions from historical data, and we describe how this knowledge can be used to make strategic and tactical sales decisions. The methods are based on learning dominant market conditions, such as over-supply or scarcity, from historical data using computational methods to represent the price density function. We show how to use this knowledge, together with real-time observable information, to identify the current dominant market condition and to forecast market changes over a planning horizon. We validate our methods by presenting experimental results in a case study, the Trading Agent Competition for Supply Chain Management.
منابع مشابه
Tactical and Strategic Sales Management for Intelligent Agents Guided By Economic Regimes
AND
متن کاملReal-Time Tactical and Strategic Sales Management for Intelligent Agents Guided by Economic Regimes
Many enterprises that participate in dynamic markets need to make product pricing and inventory resource utilization decisions in real-time. We describe a family of statistical models that address these needs by combining characterization of the economic environment with the ability to predict future economic conditions to make tactical (short-term) decisions, such as product pricing, and strat...
متن کاملStrategic Sales Management in an Autonomous Trading Agent for TAC SCM
To operate successfully in a competitive trading environment such as the Trading Agent Competition for Supply Chain Management (Collins et al. 2004) (TAC SCM), an agent has to allocate resources and set prices in a way that maximizes its expected profit. This requires the ability to detect changing market conditions and act accordingly. In TAC SCM six agents buy parts, assemble personal compute...
متن کاملAdaptive Tactical Pricing in Multi-Agent Supply Chain Markets Using Economic Regimes
In today’s complex and dynamic supply chain markets, information systems are essential for effective supply chain management. Complex decision making processes on strategic, tactical, and operational levels require substantial timely support in order to contribute to organizations’ agility. Consequently, there is a need for sophisticated dynamic product pricing mechanisms that can adapt quickly...
متن کاملMarketing Strategy Evaluation by Integrating Dynamic Systems Modeling and Network Data Envelopment Analysis
Nowadays, the service industries play an essential role in the economic development of countries, and among the various fields of insurance, life insurance is of particular importance because it covers its cover directly to humans. Increased competition in the insurance industry has led managers to seek marketing strategies that, in addition to increasing insurance sales, reduce costs and gain ...
متن کامل