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Gahler, Daniel ; Hruschka, Harald

Resource Allocation Heuristics for Unknown Sales Response Functions with Additive Disturbances

Gahler, Daniel und Hruschka, Harald (2016) Resource Allocation Heuristics for Unknown Sales Response Functions with Additive Disturbances. Regensburger Diskussionsbeiträge zur Wirtschaftswissenschaft 488, Working Paper, Regensburg.

Veröffentlichungsdatum dieses Volltextes: 21 Nov 2016 13:04
Monographie
DOI zum Zitieren dieses Dokuments: 10.5283/epub.34818


Zusammenfassung

We develop an exploration-exploitation algorithm which solves the allocation of a fixed resource (e.g., a budget, a sales force size, etc.) to several units (e.g., sales districts, customer groups, etc.) with the objective to attain maximum sales. This algorithm does not require knowledge of the form of the sales response function and is also able cope with additive random ...

We develop an exploration-exploitation algorithm which solves the allocation of a fixed resource (e.g., a budget, a sales force size, etc.) to several units (e.g., sales districts, customer groups, etc.) with the objective to attain maximum sales. This algorithm does not require knowledge of the form of the sales response function and is also able cope with additive random disturbances. The latter as a rule are a component of sales response functions estimated by econometric methods. We compare the algorithm to three rules of thumb which in practice are often used for this allocation problem. The comparison is based on a Monte Carlo simulation for five replications of 192 experimental constellations, which are obtained from four function types, four procedures (i.e., the three rules of thumb and the algorithm), similar/varied elasticities, similar/varied saturations, and three error levels. A statistical analysis of the simulation results shows that the algorithm performs better than the three rules of thumb if the objective consists in maximizing sales across several periods. We also mention several more general marketing decision problems which could be solved by appropriate modifications of the algorithm presented.


Beteiligte Einrichtungen


Details

DokumentenartMonographie (Working Paper)
Ort der Veröffentlichung:Regensburg
Schriftenreihe der Universität Regensburg:Regensburger Diskussionsbeiträge zur Wirtschaftswissenschaft
Band:488
Datum17 November 2016
InstitutionenWirtschaftswissenschaften > Institut für Betriebswirtschaftslehre > Lehrstuhl für Marketing (Prof. Dr. Harald Hruschka)
Klassifikation
NotationArt
M30Journal of Economics Literature Classification
C61Journal of Economics Literature Classification
C63Journal of Economics Literature Classification
Stichwörter / KeywordsMarketing Resource Allocation; Exploration-Exploitation Algorithm; Monte Carlo Simulation; Optimization
Dewey-Dezimal-Klassifikation300 Sozialwissenschaften > 330 Wirtschaft
StatusVeröffentlicht
BegutachtetNie, das Dokument wird nicht wissenschaftlich begutachtet werden
An der Universität Regensburg entstandenJa
URN der UB Regensburgurn:nbn:de:bvb:355-epub-348181
Dokumenten-ID34818

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