INCORPORATING SALES FORCE PREFERENCES IN A GOAL PROGRAMMING MODEL FOR THE SALES RESOURCE ALLOCATION PROBLEM
提出了一个整数目标规划模型，将销售代表的偏好与管理层的组织目标结合，用于销售区域分配和资源分配问题，帮助测试不同策略对个人效用和组织目标的影响。
ABSTRACT This note presents a model for the sales territory assignment and resource allocation problem. The integer‐goal‐programming model includes input from the sales representatives in the form of preference values along with organizational goal values from management. The approach integrates the multiple objectiive inputs both for individual sales reprresentatives and for the organization into a single model by employing the approaches of multiattribute utility theory and multicriteria decision making. The purpose of the model is to provide a vehicle for testing various strategies and assessing the impact of those strategies on the sales representatives’utilities and the organization's goals.