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Sales Quota Plans: Mechanisms For Adaptive Learning
dc.contributor.authorMantrala, Muralien_US
dc.contributor.authorRaman, Kalyanen_US
dc.contributor.authorDesiraju, Ramaraoen_US
dc.date.accessioned2006-09-11T18:45:37Z
dc.date.available2006-09-11T18:45:37Z
dc.date.issued1997-10en_US
dc.identifier.citationMantrala, Murali; Raman, Kalyan; Desiraju, Ramarao; (1997). "Sales Quota Plans: Mechanisms For Adaptive Learning." Marketing Letters 8(4): 393-405. <http://hdl.handle.net/2027.42/47249>en_US
dc.identifier.issn0923-0645en_US
dc.identifier.issn1573-059Xen_US
dc.identifier.urihttps://hdl.handle.net/2027.42/47249
dc.description.abstractA vexing problem in managing sales forces occurs when the sales manager does not know the characteristics of a sales territory. In this paper we show how sales quota-bonus plans can be optimally used to learn about unknown territory characteristics over a multiperiod horizon. We demonstrate this process in two scenarios—one in which the sales manager and the rep are symmetrically informed about the territory characteristics, and the other in which the rep is better informed than the manager. Overall our analysis underscores the importance of Bayesian techniques in sales force management.en_US
dc.format.extent91589 bytes
dc.format.extent3115 bytes
dc.format.mimetypeapplication/pdf
dc.format.mimetypetext/plain
dc.language.isoen_US
dc.publisherKluwer Academic Publishers; Springer Science+Business Mediaen_US
dc.subject.otherEconomics / Management Scienceen_US
dc.subject.otherMarketingen_US
dc.subject.otherSales Force Managementen_US
dc.subject.otherSales Quota-bonus Plansen_US
dc.subject.otherSales Response Uncertaintyen_US
dc.subject.otherBayesian Learning-by-Doingen_US
dc.subject.otherAdaptive Controlen_US
dc.titleSales Quota Plans: Mechanisms For Adaptive Learningen_US
dc.typeArticleen_US
dc.subject.hlbsecondlevelMarketingen_US
dc.subject.hlbsecondlevelSoutheast Asian and Pacific Languages and Culturesen_US
dc.subject.hlbsecondlevelManagementen_US
dc.subject.hlbsecondlevelWest European Studiesen_US
dc.subject.hlbsecondlevelEconomicsen_US
dc.subject.hlbtoplevelBusinessen_US
dc.subject.hlbtoplevelSocial Sciencesen_US
dc.subject.hlbtoplevelHumanitiesen_US
dc.description.peerreviewedPeer Revieweden_US
dc.contributor.affiliationumMarketing Department, University of Michigan, Flint, MI, 48502en_US
dc.contributor.affiliationotherAssociate Professor of Marketing, University of Florida, 207 Bryan Hall, Gainesville, FL, 32611, E-mail:en_US
dc.contributor.affiliationotherDepartment of Business Administration, University of Delaware, Newark, DE, 19716en_US
dc.contributor.affiliationumcampusFlinten_US
dc.description.bitstreamurlhttp://deepblue.lib.umich.edu/bitstream/2027.42/47249/1/11002_2004_Article_144497.pdfen_US
dc.identifier.doihttp://dx.doi.org/10.1023/A:1007943127984en_US
dc.identifier.sourceMarketing Lettersen_US
dc.owningcollnameInterdisciplinary and Peer-Reviewed


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