𝔖 Bobbio Scriptorium
✦   LIBER   ✦

A model of consumer response to two retail sales promotion techniques

✍ Scribed by Michel Laroche; Frank Pons; Nadia Zgolli; Marie-Cécile Cervellon; Chankon Kim


Book ID
117319715
Publisher
Elsevier Science
Year
2003
Tongue
English
Weight
204 KB
Volume
56
Category
Article
ISSN
0148-2963

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A normative model of market response to
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This paper outlines a procedure to estimate optimal salesmen's call policies generating the highest long-run profits over an infinite planning horizon. This procedure is based on a simple model of market responses to sales calls, which accounts for the main characteristics of sales call responses su