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 rst subproblem addresses the topic of selecting the appropriate number of salesman. The salesman location aspect of the problem involves determining the location of each salesman in one sales coverage...

The main purpose of this paper is to discern the dynamic causal relationships (in the Granger (temporal) sense) among sales, advertising and prices in the context of the Portuguese car market. The present research (based on multiple cointegration tests preceded by various unit root or non-stationarity tests) is one of the first attempts at putting the salesmarketing mix analysis within a multiv...

We consider a dynamic inventory (production) model with general order (production) costs and excess demand that can be backordered or refused by the rm. A unit backordered incurs a backorder cost, a unit refused incurs a lost sales charge. Endogenizing the sales decision is necessary in the presence of general convex order costs so that the rm is not forced to backorder a unit whose subsequent ...

Streaming music services have exploded in popularity in the past few years, variously raising optimism and concern about their impacts on recorded music revenue. On the one hand, streaming services allow sellers to engage in bundling with the promise of increasing revenues, profits, and consumer surplus. Successful bundling would indeed translate some of the interest in music not generating rev...

OBJECTIVES To describe sales and sales patterns of veterinary antimicrobial agents in 25 European Union (EU)/European Economic Area (EEA) countries for 2011. METHODS Data on the sales of veterinary antimicrobial agents from 25 EU member states and EEA countries for 2011 were collected at package level (name, formulation, strength, pack size, number of packages sold) according to a standardize...

Multi-buy is one method by which retailers discount alcoholic beverage sales. It is common in the UK. A Scottish ban on multi-buys had an immediate impact on sales. Because other methods for lowering price as a marketing tool will be used, the longer-term impact is unknown. Legislating a minimum price per unit of alcohol may have a longer lasting effect on overall alcohol consumption.

Due to data and methodology constraints, there is a lack of good quality-controlled residential price indices publicly available in China. New home sales account for quite a large share of total home sales in Chinese cities (87% in 2010). As a result, the standard repeat sales approach cannot be employed, as a new housing units only appears once on the market. The hedonic method may be more sui...

We investigate an automobile supply chain where a manufacturer and a retailer serve heterogeneous consumers with electric vehicles (EVs) under a government’s price-discount incentive scheme that involves a price discount rate and a subsidy ceiling. We show that the subsidy ceiling is more effective in influencing the optimal wholesale pricing decision of the manufacturer with a higher unit prod...

We investigate an automobile supply chain where a manufacturer and a retailer serve heterogeneous consumers with electric vehicles (EVs) under a government’s price-discount incentive scheme that involves a price discount rate and a subsidy ceiling. We show that the subsidy ceiling is more effective in influencing the optimal wholesale pricing decision of the manufacturer with a higher unit prod...