Optimal Control of Sales Force Effort in Time

This paper examines the temporal effects of alternative procedures for controlling sales force effort, particularly when the effect of such effort is felt in both current and future periods. Related informational requirements for both firm and salesmen are also discussed in terms of nonzero sum differential games, and implications for the temporal management of selling effort are derived.

• 저널Management Science · 21(9) · 976–985
• 토픽Game Theory and Applications · Management Science and Operations Research
• DOI10.1287/mnsc.21.9.976
• 저자Charles S. Tapiero, John U. Farley