Direkt zum Inhalt

Gahler, Daniel ; Hruschka, Harald

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.


Involved Institutions


Details

Item typeMonograph (Working Paper)
Place of Publication:Regensburg
Series of the University of Regensburg:Regensburger Diskussionsbeiträge zur Wirtschaftswissenschaft
Volume:488
Date17 November 2016
InstitutionsBusiness, Economics and Information Systems > Institut für Betriebswirtschaftslehre > Lehrstuhl für Marketing (Prof. Dr. Harald Hruschka)
Classification
NotationType
M30Journal of Economics Literature Classification
C61Journal of Economics Literature Classification
C63Journal of Economics Literature Classification
KeywordsMarketing Resource Allocation; Exploration-Exploitation Algorithm; Monte Carlo Simulation; Optimization
Dewey Decimal Classification300 Social sciences > 330 Economics
StatusPublished
RefereedNo, this document will not be refereed
Created at the University of RegensburgYes
URN of the UB Regensburgurn:nbn:de:bvb:355-epub-348181
Item ID34818

Export bibliographical data

Owner only: item control page

nach oben