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...
Gespeichert in:
| Veröffentlicht in: | International journal of research in marketing 1990-12, Vol.7 (2), p.203-215 |
|---|---|
| Hauptverfasser: | , , |
| Format: | Artikel |
| Sprache: | eng |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Tags: |
Tag hinzufügen
Keine Tags, Fügen Sie den ersten Tag hinzu!
|
| container_end_page | 215 |
|---|---|
| container_issue | 2 |
| container_start_page | 203 |
| container_title | International journal of research in marketing |
| container_volume | 7 |
| creator | Claxton, John D. Vandenbosch, Mark B. Weinberg, Charles B. |
| description | 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. |
| doi_str_mv | 10.1016/0167-8116(90)90022-F |
| format | Article |
| fullrecord | <record><control><sourceid>proquest_cross</sourceid><recordid>TN_cdi_proquest_journals_196710906</recordid><sourceformat>XML</sourceformat><sourcesystem>PC</sourcesystem><els_id>016781169090022F</els_id><sourcerecordid>1123405</sourcerecordid><originalsourceid>FETCH-LOGICAL-c248t-b33235b6da33910b84bb86cc6dab54071359db46e0dedea6a7c9ea64134911463</originalsourceid><addsrcrecordid>eNp9UMFKAzEQDaJgrf6Bh-BJD6uTTZpNLkIpVoWCCHoOu9lZSNl21yQt7t-bbcWjh-HBzHszbx4h1wzuGTD5kKrIFGPyVsOdBsjzbHlCJkwVPFMA7JRM_ijn5CKENQAIVagJeZ9vKX736CMNQ4i4ob3HGvfYdv0Gt5FGDJE2nadlCBjCodc1NJQthjT03sXOD7R2TePsro3DJTlryjbg1S9Oyefy6WPxkq3enl8X81Vmc6FiVnGe81kl65JzzaBSoqqUtDY1qpmAgvGZrishEerkp5RlYXUCwbjQjAnJp-TmuLf33dcuuTTrbue36aRhWhYMNIwkcSRZ34XgsTG9d5vSD4aBGbMzYzBmDMZoMIfszDLJHo8yTA_sHXoTrMOtxdp5tNHUnft_wQ-sRnar</addsrcrecordid><sourcetype>Aggregation Database</sourcetype><iscdi>true</iscdi><recordtype>article</recordtype><pqid>196710906</pqid></control><display><type>article</type><title>An expert system predevelopment test for assessment of sales territory difficulty</title><source>Access via ScienceDirect (Elsevier)</source><creator>Claxton, John D. ; Vandenbosch, Mark B. ; Weinberg, Charles B.</creator><creatorcontrib>Claxton, John D. ; Vandenbosch, Mark B. ; Weinberg, Charles B.</creatorcontrib><description>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.</description><identifier>ISSN: 0167-8116</identifier><identifier>EISSN: 1873-8001</identifier><identifier>DOI: 10.1016/0167-8116(90)90022-F</identifier><identifier>CODEN: IJRME6</identifier><language>eng</language><publisher>Amsterdam: Elsevier B.V</publisher><subject>Experiments ; Expert systems ; Hypotheses ; Management decisions ; Sales managers ; Sales territories ; Statistical analysis ; Systems development ; Tests</subject><ispartof>International journal of research in marketing, 1990-12, Vol.7 (2), p.203-215</ispartof><rights>1990</rights><rights>Copyright Elsevier Sequoia S.A. Dec 1990</rights><lds50>peer_reviewed</lds50><woscitedreferencessubscribed>false</woscitedreferencessubscribed><citedby>FETCH-LOGICAL-c248t-b33235b6da33910b84bb86cc6dab54071359db46e0dedea6a7c9ea64134911463</citedby><cites>FETCH-LOGICAL-c248t-b33235b6da33910b84bb86cc6dab54071359db46e0dedea6a7c9ea64134911463</cites></display><links><openurl>$$Topenurl_article</openurl><openurlfulltext>$$Topenurlfull_article</openurlfulltext><thumbnail>$$Tsyndetics_thumb_exl</thumbnail><linktohtml>$$Uhttps://dx.doi.org/10.1016/0167-8116(90)90022-F$$EHTML$$P50$$Gelsevier$$H</linktohtml><link.rule.ids>315,781,785,3551,27926,27927,45997</link.rule.ids></links><search><creatorcontrib>Claxton, John D.</creatorcontrib><creatorcontrib>Vandenbosch, Mark B.</creatorcontrib><creatorcontrib>Weinberg, Charles B.</creatorcontrib><title>An expert system predevelopment test for assessment of sales territory difficulty</title><title>International journal of research in marketing</title><description>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.</description><subject>Experiments</subject><subject>Expert systems</subject><subject>Hypotheses</subject><subject>Management decisions</subject><subject>Sales managers</subject><subject>Sales territories</subject><subject>Statistical analysis</subject><subject>Systems development</subject><subject>Tests</subject><issn>0167-8116</issn><issn>1873-8001</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>1990</creationdate><recordtype>article</recordtype><recordid>eNp9UMFKAzEQDaJgrf6Bh-BJD6uTTZpNLkIpVoWCCHoOu9lZSNl21yQt7t-bbcWjh-HBzHszbx4h1wzuGTD5kKrIFGPyVsOdBsjzbHlCJkwVPFMA7JRM_ijn5CKENQAIVagJeZ9vKX736CMNQ4i4ob3HGvfYdv0Gt5FGDJE2nadlCBjCodc1NJQthjT03sXOD7R2TePsro3DJTlryjbg1S9Oyefy6WPxkq3enl8X81Vmc6FiVnGe81kl65JzzaBSoqqUtDY1qpmAgvGZrishEerkp5RlYXUCwbjQjAnJp-TmuLf33dcuuTTrbue36aRhWhYMNIwkcSRZ34XgsTG9d5vSD4aBGbMzYzBmDMZoMIfszDLJHo8yTA_sHXoTrMOtxdp5tNHUnft_wQ-sRnar</recordid><startdate>19901201</startdate><enddate>19901201</enddate><creator>Claxton, John D.</creator><creator>Vandenbosch, Mark B.</creator><creator>Weinberg, Charles B.</creator><general>Elsevier B.V</general><general>Elsevier Sequoia S.A</general><scope>AAYXX</scope><scope>CITATION</scope></search><sort><creationdate>19901201</creationdate><title>An expert system predevelopment test for assessment of sales territory difficulty</title><author>Claxton, John D. ; Vandenbosch, Mark B. ; Weinberg, Charles B.</author></sort><facets><frbrtype>5</frbrtype><frbrgroupid>cdi_FETCH-LOGICAL-c248t-b33235b6da33910b84bb86cc6dab54071359db46e0dedea6a7c9ea64134911463</frbrgroupid><rsrctype>articles</rsrctype><prefilter>articles</prefilter><language>eng</language><creationdate>1990</creationdate><topic>Experiments</topic><topic>Expert systems</topic><topic>Hypotheses</topic><topic>Management decisions</topic><topic>Sales managers</topic><topic>Sales territories</topic><topic>Statistical analysis</topic><topic>Systems development</topic><topic>Tests</topic><toplevel>peer_reviewed</toplevel><toplevel>online_resources</toplevel><creatorcontrib>Claxton, John D.</creatorcontrib><creatorcontrib>Vandenbosch, Mark B.</creatorcontrib><creatorcontrib>Weinberg, Charles B.</creatorcontrib><collection>CrossRef</collection><jtitle>International journal of research in marketing</jtitle></facets><delivery><delcategory>Remote Search Resource</delcategory><fulltext>fulltext</fulltext></delivery><addata><au>Claxton, John D.</au><au>Vandenbosch, Mark B.</au><au>Weinberg, Charles B.</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>An expert system predevelopment test for assessment of sales territory difficulty</atitle><jtitle>International journal of research in marketing</jtitle><date>1990-12-01</date><risdate>1990</risdate><volume>7</volume><issue>2</issue><spage>203</spage><epage>215</epage><pages>203-215</pages><issn>0167-8116</issn><eissn>1873-8001</eissn><coden>IJRME6</coden><abstract>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.</abstract><cop>Amsterdam</cop><pub>Elsevier B.V</pub><doi>10.1016/0167-8116(90)90022-F</doi><tpages>13</tpages></addata></record> |
| fulltext | fulltext |
| identifier | ISSN: 0167-8116 |
| ispartof | International journal of research in marketing, 1990-12, Vol.7 (2), p.203-215 |
| issn | 0167-8116 1873-8001 |
| language | eng |
| recordid | cdi_proquest_journals_196710906 |
| source | Access via ScienceDirect (Elsevier) |
| subjects | Experiments Expert systems Hypotheses Management decisions Sales managers Sales territories Statistical analysis Systems development Tests |
| title | An expert system predevelopment test for assessment of sales territory difficulty |
| url | https://sfx.bib-bvb.de/sfx_tum?ctx_ver=Z39.88-2004&ctx_enc=info:ofi/enc:UTF-8&ctx_tim=2024-12-18T11%3A18%3A41IST&url_ver=Z39.88-2004&url_ctx_fmt=infofi/fmt:kev:mtx:ctx&rfr_id=info:sid/primo.exlibrisgroup.com:primo3-Article-proquest_cross&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=An%20expert%20system%20predevelopment%20test%20for%20assessment%20of%20sales%20territory%20difficulty&rft.jtitle=International%20journal%20of%20research%20in%20marketing&rft.au=Claxton,%20John%20D.&rft.date=1990-12-01&rft.volume=7&rft.issue=2&rft.spage=203&rft.epage=215&rft.pages=203-215&rft.issn=0167-8116&rft.eissn=1873-8001&rft.coden=IJRME6&rft_id=info:doi/10.1016/0167-8116(90)90022-F&rft_dat=%3Cproquest_cross%3E1123405%3C/proquest_cross%3E%3Curl%3E%3C/url%3E&disable_directlink=true&sfx.directlink=off&sfx.report_link=0&rft_id=info:oai/&rft_pqid=196710906&rft_id=info:pmid/&rft_els_id=016781169090022F&rfr_iscdi=true |