Territory Sales Response Models: Stability over Time
研究了区域销售反应模型随时间是否稳定，基于五年数据发现所有参数均保持稳定，对依赖此类模型做管理决策的人有参考价值。
Empirical tests of territory sales response models have involved primarily a cross-sectional analysis of a salesforce at one point in time. Because such models often influence subsequent management decisions, the assumption that such models are stable over time is an important one. The authors consider factors that could influence the stability of such a model and use a five-year data base to explore the stability of a previously reported model of territory sales response. In this data base all the parameters appear to be stable over time.