EMPIRICAL AND JUDGMENT‐BASED SALES‐FORCE DECISION MODELS: A COMPARATIVE ANALYSIS*
比较了多预测变量经验模型与单预测变量判断模型这两类销售团队决策模型，通过文献回顾和实证研究发现两者在规范性的销售拜访分配上产生相似指导，对销售管理者选择模型有参考价值。
ABSTRACT Multiple‐predictor empirical and single‐predictor judgment‐based models represent the two basic types of sales‐force decision models (SDMs). The important similarities and differences between the two modeling approaches are identified and discussed. The SDM literature is reviewed to determine how each model type has been applied and to evaluate previous attempts at model validation. A research study designed to compare the normative sales‐call allocations generated from each modeling approach is presented. Study results indicate that empirical and judgment‐based SDMs would produce similar normative guidelines. The implications of this finding are discussed.