1998
DOI: 10.1287/mksc.17.3.196
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COSTA: Contribution Optimizing Sales Territory Alignment

Abstract: Standard-Nutzungsbedingungen:Die Dokumente auf EconStor dürfen zu eigenen wissenschaftlichen Zwecken und zum Privatgebrauch gespeichert und kopiert werden.Sie dürfen die Dokumente nicht für öffentliche oder kommerzielle Zwecke vervielfältigen, öffentlich ausstellen, öffentlich zugänglich machen, vertreiben oder anderweitig nutzen.Sofern die Verfasser die Dokumente unter Open-Content-Lizenzen (insbesondere CC-Lizenzen) zur Verfügung gestellt haben sollten, gelten abweichend von diesen Nutzungsbedingungen die in… Show more

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Cited by 80 publications
(44 citation statements)
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“…Some authors suggest that a good alignment is profit maximizing [Lodish 1975;Skiera and Albers 1996;Zoltners 1976]. Most managers feel that it should be disruption minimizing.…”
Section: Realignment Overlooked?mentioning
confidence: 99%
“…Some authors suggest that a good alignment is profit maximizing [Lodish 1975;Skiera and Albers 1996;Zoltners 1976]. Most managers feel that it should be disruption minimizing.…”
Section: Realignment Overlooked?mentioning
confidence: 99%
“…Most of it deals with deterministic problems. These include the drawing of political districts (Mehrotra et al 1992;Bozkaya et al 2003), the design of school districts (Ferland and Guénette 1990), the construction of police districts (D'Amico et al 2002), districting for home-care services (Blais et al 2003), the alignment of commercial territories (Skiera and Albers 1998;Drexl 1999); Kalcsics et al 2005;Rí os-Mercado and Fernández 2009) and the solution of location-districting problems (Novaes et al 2009). …”
Section: Introductionmentioning
confidence: 99%
“…The common objective is to maximize the profit, dividing a certain "sales force" into a given number of smaller areas. The work [47] analyzes some approaches to maximize the profit described by different authors in the literature. Other references are: [20,23] or [51].…”
Section: Sectorization: Reasons and Scopementioning
confidence: 99%