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Resource Allocation Heuristics for Unknown Sales Response Functions with Additive Disturbances
Gahler, Daniel and Hruschka, Harald (2016) Resource Allocation Heuristics for Unknown Sales Response Functions with Additive Disturbances. Regensburger Diskussionsbeiträge zur Wirtschaftswissenschaft 488, Working Paper, Regensburg.Date of publication of this fulltext: 21 Nov 2016 13:04
Monograph
DOI to cite this document: 10.5283/epub.34818
Abstract
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.
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Details
| Item type | Monograph (Working Paper) | ||||||||
| Place of Publication: | Regensburg | ||||||||
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| Series of the University of Regensburg: | Regensburger Diskussionsbeiträge zur Wirtschaftswissenschaft | ||||||||
| Volume: | 488 | ||||||||
| Date | 17 November 2016 | ||||||||
| Institutions | Business, Economics and Information Systems > Institut für Betriebswirtschaftslehre > Lehrstuhl für Marketing (Prof. Dr. Harald Hruschka) | ||||||||
| Classification |
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| Keywords | Marketing Resource Allocation; Exploration-Exploitation Algorithm; Monte Carlo Simulation; Optimization | ||||||||
| Dewey Decimal Classification | 300 Social sciences > 330 Economics | ||||||||
| Status | Published | ||||||||
| Refereed | No, this document will not be refereed | ||||||||
| Created at the University of Regensburg | Yes | ||||||||
| URN of the UB Regensburg | urn:nbn:de:bvb:355-epub-348181 | ||||||||
| Item ID | 34818 |
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