Experiences with a Sales Districting Model: Criteria and Implementation

Hess, Sidney W.; Samuels, Stuart A.

doi:10.1287/mnsc.18.4.p41

Cited by 124 publications

(56 citation statements)

References 5 publications

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“…El problema de CG cae en la categoría de Diseño Territorial (DT) de donde se desprende la cual desprende una gran diversidad de problemas que han sido abordados desde diferenteś angulos [1,8,9,13,16,23].…”

Section: Aspectos Generales De Cgunclassified

Evaluación de un algoritmo de recocido simulado con superficies de respuestas

Loranca

Rosales

Rodríguez

2009

RMTA

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ResumenEn la solución al problema de conglomerado geográfico está implícito un proceso de clasificación combinatorio sobre unidades geográficas. La agregación propuesta en este trabajo considerara como función objetivo la minimización de distancias entre los objetos a agrupar con el fin de lograr la compacidad geográfica (tan deseable en problemas de diseño geográfico). Este problema es NP duro [1], por lo que es necesario el uso de métodos heurísticos para obtener una solución satisfactoria tanto en la bondad de las soluciones como en tiempo de cómputo en problemas grandes. La discusión se centra en evaluar la calidad de las soluciones obtenidas bajo procedimientos sistemáticos. Este trabajo presenta la modelación del problema de conglomerado geográfico, el uso de un algoritmo de Recocido Simulado en el algoritmo de particionamiento con el fin de obtener soluciones aproximadas y finalmente, para evaluar la calidad de las soluciones generadas, la aplicación de un Diseño de Experimentos Box-Behnken y Superficies de Respuestas para encontrar un balance y adecuación de los valores de los parámetros de Recocido Simulado en el control de la obtención de buenas soluciones.Palabras clave: conglomerado geográfico, evaluación de parámetros, superficies de respuestas.Abstract *

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Section: Aspectos Generales De Cgunclassified

Evaluación de un algoritmo de recocido simulado con superficies de respuestas

Loranca

Rosales

Rodríguez

2009

RMTA

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“…Hess and Samuels (1971) built on the original political districting research to develop the first models for territory alignment. The Hess and Samuels model was a linear programming model that basically rounded the LP solution to construct compact territories that balanced a key alignment attribute such as market potential or workload.…”

Section: Sales Territory Alignment Literature Reviewmentioning

confidence: 99%

The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation

Zoltners

Sinha²

2005

Marketing Science

103

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S ales territory alignment is the assignment of accounts and their associated selling activities to salespeople and teams. Models, systems, processes, and wisdom have evolved over 1,500 project implementations for 500 companies with 500,000 sales territories.Optimization models have evolved over time to explicitly consider travel time along road networks and customer disruption. Personal computers with continually increasing speeds and storage capabilities, the Internet, and mapping databases have enabled the development of systems that communicate alignments visually to sales managers. Because of their combinatorial complexity, multiple conflicting objectives, and personnel aspects that touch everyone in the salesforce, the alignment models were unable to completely solve the sales territory alignment issues faced by companies. Consequently, processes that add local managerial knowledge were used to communicate and enhance model-derived solutions, while achieving very high implementation rates.The territory alignment team gains knowledge with every sales territory alignment. Alignment insights get codified. Alignment experts improve every model-derived solution. This wisdom becomes part of subsequent alignments and triggers further innovation. Over time, the role of processes and wisdom becomes larger than the role of the models and systems.

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“…Hess and Samuels (1971) applied linear programming (LP) to the assignment of geographical units to sales territories.…”

Section: Literature Reviewmentioning

confidence: 99%

Resolving splits in location/allocation modeling: a heuristic procedure for transit center decisions

Willoughby

Uyeno

2001

Transportation Research Part E: Logistics and Transportation Re

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A heuristic procedure is developed to assign buses to transit centers (garages) in such a way that all the buses on a particular route are assigned to a single transit center. This research builds on an optimal mixed integer programming location/allocation model that splits the bus assignments when capacity limitations were reached at a transit center. The heuristic procedure adopts a two-step process: namely, assignment of all buses of a route to a unique transit center, then switching of routes to alternative transit centers to enforce capacity limitations. The procedure is shown to still provide cost savings over current locations and allocations for the Vancouver Regional Transit System (VRTS), Canada's largest urban transit network. Ó

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Experiences with a Sales Districting Model: Criteria and Implementation

Cited by 124 publications

References 5 publications

Evaluación de un algoritmo de recocido simulado con superficies de respuestas

Evaluación de un algoritmo de recocido simulado con superficies de respuestas

The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation

Resolving splits in location/allocation modeling: a heuristic procedure for transit center decisions

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