An expert system predevelopment test for assessment of sales territory difficulty

An expert system predevelopment test for assessment of sales territory difficulty

Since expert systems (ESS) are costly and risky to develop, it is important to evaluate both technical feasibility and management benefits prior to ES development. ES research has emphasized the technical feasibility of system development. This paper discusses a predevelopment test used to assess ma...

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Veröffentlicht in:International journal of research in marketing 1990-12, Vol.7 (2), p.203-215
Hauptverfasser: Claxton, John D., Vandenbosch, Mark B., Weinberg, Charles B.
Format: Artikel
Sprache:eng
Schlagworte:
Experiments
Expert systems
Hypotheses
Management decisions
Sales managers
Sales territories
Statistical analysis
Systems development
Tests
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Zusammenfassung:Since expert systems (ESS) are costly and risky to develop, it is important to evaluate both technical feasibility and management benefits prior to ES development. ES research has emphasized the technical feasibility of system development. This paper discusses a predevelopment test used to assess management benefits. In particular, this research considers the potential of an ES to aid sales managers in making salesforce evaluations. The predevelopment test compares ES output with alternative decision aids.
ISSN:0167-8116
1873-8001
DOI:10.1016/0167-8116(90)90022-F