Interactive Multiple Objective Decision Support for Sales Force Sizing and Deployment*

An interactive decision aid is introduced for the deployment of two sales resources: salespeople and sales support staff. The aid consists of a normative sales resource allocation model with five objectives and an interactive multiple objective programming solution procedure. The specific decision problem addressed involves the assignment of salespeople and sales support people to customer accounts and the allocation of the time they spend on these accounts. The authors contribute to the existing sales resource modeling literature by dealing with the deployment of two sales resources and interactively solving this problem with respect to five short-run and long-run objectives of the firm. This approach differs from existing sales force modeling efforts in which the solution is found noninteractively by optimizing a single sales resource model with respect to a single objective, often short-run sales. An application of the decision aid to the deployment problem of an industrial sales force manager is presented. Furthermore, useful extensions of the basic sales resource allocation model are discussed.     

Linking Objectives to Actions: A Decision Support Approach Based on Cause–Effect Linkages

The process of translating objectives into actions is a difficult task. This difficulty is due to the wide range of possibilities and the lack of structured information. Managers must take into account relevant information and generate a range of options before a decision is reached. So far, little is available to guide managers in translating a set of objectives into actions. This paper presents a three‐stage action‐planning process to address this gap. The process, supported by a software tool, takes managers through the stages of model building, action generation, and action evaluation and selection. A case study illustrates the application of the process. The paper concludes by discussing the implication of this work for managers and academics.     

Supply Chains in Sub‐Saharan Africa: A Decision Support System for Small‐Scale Seed Entrepreneurs*

It is necessary to infuse a consistent supply of improved seed varieties into local sub‐Saharan African crop production to improve low crop yields. The best distribution channel for the improved seed varieties may be small‐scale commercial seed companies, but local entrepreneurs struggle to determine whether such businesses are viable. Using a multi‐echelon supply chain approach, a decision support system (DSS) was designed to help African seed entrepreneurs make informed decisions about small‐scale seed chain businesses. Specifically, entrepreneurs make decisions about where to locate seed enterprises, with which farmers to contract, and where to store seed. Optimization and simulation modeling are used to evaluate infrastructure variables such as distance, transportation cost, and storage loss and cost in three development level areas. Currently, the decision tool is used in Mozambique, Malawi, Kenya, and Tanzania. The model has supported the start‐up of at least 17 small seed companies that are now introducing improved seed varieties into villages and farms. The DSS applies decision science research in a humanitarian application and offers important managerial implications about supply chain infrastructure to nongovernmental organizations and humanitarian groups. Such applications are vital as groups such as USAID, the Gates Foundation, and the International Crops Research Institute for the Semi‐Arid Tropics (ICRISAT) continue to move toward micro‐enterprise, value chain, and market‐oriented development programs.     

An Evaluation of the Role and Performance of a Decision Support System in Business Education*

With the rapid growth in end-user computing, there has been an increasing demand on business schools to train managers in the use of computers for effective decision support. While computer-aided instruction (CAI) has been in vogue for over a decade, there are very few studies that evaluate the impact of computers on decision-making skills in a business education context. The study makes use of a controlled experiment to evaluate the impact of computers on the accuracy and quality of decision making in a business decision support context. It also addresses the relationships between decision performance and various student characteristics such as aptitude, attitude, domain experience, domain expertise, gender, and system experience. The study revealed that computer support positively influenced both dimensions of decision performance.     

The Design of a Knowledge-Based Decision Support System to Support the Information Analyst in Determining Requirements

Decision support system (DSS) researchers and designers continue to look for unstructured organizational tasks where there is a critical need for intelligent computer-based support. One such decision task is information requirements determination. Requirements determination is recognized as the most crucial phase of the systems development life cycle. Unfortunately, most methodologies and CASE tools focus only on how to specify the requirements once they are determined. There is very little computer support for the process of determining requirements. This paper discusses the conceptual design and development of a knowledge-based DSS to support information analysts in the critical decision task of determining requirements for the design of effective information systems. The expert modeling support system has the expertise to assist the analyst in studying the organization as a whole and in modeling the system under study in the context of the overall organization's goals and needs. The focus of the paper is on the problems associated with building the knowledge base component of the intelligent decision support system. A prototype implementation of the system is described.     

Using Real‐Time Decision Tools to Improve Distributed Decision‐Making Capabilities in High‐Magnitude Crisis Situations*

Multi‐organizational collaborative decision making in high‐magnitude crisis situations requires real‐time information sharing and dynamic modeling for effective response. Information technology (IT) based decision support tools can play a key role in facilitating such effective response. We explore one promising class of decision support tools based on machine learning, known as support vector machines (SVM), which have the capability to dynamically model and analyze decision processes. To examine this capability, we use a case study with a design science approach to evaluate improved decision‐making effectiveness of an SVM algorithm in an agent‐based simulation experimental environment. Testing and evaluation of real‐time decision support tools in simulated environments provides an opportunity to assess their value under various dynamic conditions. Decision making in high‐magnitude crisis situations involves multiple different patterns of behavior, requiring the development, application, and evaluation of different models. Therefore, we employ a multistage linear support vector machine (MLSVM) algorithm that permits partitioning decision maker response into behavioral subsets, which can then individually model and examine their diverse patterns of response behavior. The results of our case study indicate that our MLSVM is clearly superior to both single stage SVMs and traditional approaches such as linear and quadratic discriminant analysis for understanding and predicting behavior. We conclude that machine learning algorithms show promise for quickly assessing response strategy behavior and for providing the capability to share information with decision makers in multi‐organizational collaborative environments, thus supporting more effective decision making in such contexts.     

A Decision Support System for Production/ Distribution Planning in Continuous Manufacturing

This paper presents a decision support system (DSS) for managing production/distribution planning in a continuous manufacturing environment. The vendor has multiple plants and distribution centers (DCs). The trading partners have widely varying independent demand patterns. The DSS is designed for use in a multiproduct environment with overlapping raw materials and processing requirements. The production and distribution lead times at plants may span multiple planning periods. The impact of any manual override of a suggested solution can also be evaluated. The DSS is based on a linear programming model with a rolling horizon and was originally designed for a large process industry. Results of a pilot implementation using actual data are also presented, which show potential for significant savings for the company.     

Use and Abuse of Weights in Multiple Objective Decision Support Models*

This paper examines difficulties with the use of weights to solve multiple objective decision support models: misunderstanding of the meaning of weights, issues of commensurability and, most important, the likely inability of weights alone to isolate the decision maker's most-preferred point. The constraint method is shown to be an attractive alternative.     

Decision Making in an Automated Environment: The Effects of Anonymity and Proximity with a Group Decision Support System*

Recent advances in information systems technology have made it possible to support the work of interacting groups using networked personal computers. A laboratory experiment was conducted using a group decision support system to evaluate effects of anonymity and proximity on group process in automated group problem solving. Twenty groups of four persons each performed an idea-generating task using an interactive electronic brainstorming program. This experiment's main findings were: (1) Group members working anonymously and apart generated more comments. (2) Working in the same room increased satisfaction. (3) Highest levels of perceived system effectiveness were reported under anonymity.     

A Prototype Expert Decision Support System for the Market Appraisal of the Single Family Residence

The assessment of the current market value of residential property is a potential source of anxiety for the typical homeowner. Common criticisms of the existing appraisal process include excessive subjectivity and inconsistency across properties and through time. This paper examines the nature of decision support required for valuation decisions and the appropriateness of applying expert system technologies to evaluate the recoverable value of the single-family residence. The expert system approach allows for the integration of the qualitative and quantitative aspects of appraisal, while introducing the beneficial dimensions of increased objectivity, comprehensiveness, and consistency. A prototype expert system is offered that enables the end user to conduct a market analysis of a subject property. Unlike most expert system applications that seek a diagnostic or classification response, this study explores a numerical intent for the system, in a decision-making environment that is traditionally viewed as highly judgmental. The system's early validation results show promise of proving effective as such an evaluation aid.     

Mexican and Swedish Managers' Perceptions of the Impact of EIS on Organizational Intelligence,Decision Making,and Structure*

Although information technologies in business organizations around the world may be very similar, the meanings conveyed through the technologies may be dependent on managerial values and national culture. Cultural differences need to be understood before information technology developed for organizations in one country can be effectively implemented in organizations in another country. Drawing on survey responses from managers using Executive Information Systems (EIS) across many organizations in Mexico, Sweden, and the United States, the current study examined whether cultural differences influence perceptions of the relationship between Executive Information Systems' use and various outcomes related to decision-making behaviors and processes. The study found significant differences, predicted by cultural factors, in the impact of EIS use on senior management decision making. The findings confirm the notion that IT is used by executives to reinforce the decision-making behaviors valued in their culture.     

Animation in User Interfaces Designed for Decision Support Systems: The Effects of Image Abstraction,Transition, and Interactivity on Decision Quality*

This paper develops the idea of animation in user interfaces designed for decision support systems (DSS), proposes a framework to investigate the efficacy of animation in these interfaces, and reports on a study that examined the effects of properties of animation specified by the framework. Based on a review of selected background literature, principal properties affecting the efficacy of animation in user interfaces designed for DSS are identified and the effects on decision quality of three of these properties are hypothesized. To evaluate these hypotheses, data was collected in a laboratory experiment involving two different tasks. The results for both tasks indicate that animation in user interfaces designed for DSS should employ parallel as opposed to sequential navigation interactivity techniques. The decision quality of subjects that used a parallel navigation technique was significantly greater than that of those that used a sequential navigation interactivity technique. The results regarding the efficacy of image abstraction and transition effects varied by task. For one task, decision quality was significantly greater for subjects that used realistic as opposed to abstract images, but decision quality did not vary by transition effect. For the other task, decision quality was significantly greater for subjects that used gradual as compared to abrupt transition, but image abstraction had no effect on decision quality.     

Decision Support for Bus Operations in a Mass Transit System*

A computerized system has been developed for assigning, parking, and dispatching buses so that each operator in the St. Louis metropolitan transit system generally drives the same bus each day. Combinations of optimizing routines, mathematical heuristics, decision rules from experienced personnel, and human intervention are used to manage the bus operations efficiently. This paper describes the tools created for this task and documents significant improvements in maintenance that occurred after the system became operational.     

Stochastic Judgments in the AHP: The Measurement of Rank Reversal Probabilities

This paper presents a methodology for analyzing Analytic Hierarchy Process (AHP) rankings if the pairwise preference judgments are uncertain (stochastic). If the relative preference statements are represented by judgment intervals, rather than single values, then the rankings resulting from a traditional (deterministic) AHP analysis based on single judgment values may be reversed, and therefore incorrect. In the presence of stochastic judgments, the traditional AHP rankings may be stable or unstable, depending on the nature of the uncertainty. We develop multivariate statistical techniques to obtain both point estimates and confidence intervals of the rank reversal probabilities, and show how simulation experiments can be used as an effective and accurate tool for analyzing the stability of the preference rankings under uncertainty. If the rank reversal probability is low, then the rankings are stable and the decision maker can be confident that the AHP ranking is correct. However, if the likelihood of rank reversal is high, then the decision maker should interpret the AHP rankings cautiously, as there is a subtantial probability that these rankings are incorrect. High rank reversal probabilities indicate a need for exploring alternative problem formulations and methods of analysis. The information about the extent to which the ranking of the alternatives is sensitive to the stochastic nature of the pairwise judgments should be valuable information into the decision-making process, much like variability and confidence intervals are crucial tools for statistical inference. We provide simulation experiments and numerical examples to evaluate our method. Our analysis of rank reversal due to stochastic judgments is not related to previous research on rank reversal that focuses on mathematical properties inherent to the AHP methodology, for instance, the occurrence of rank reversal if a new alternative is added or an existing one is deleted.     

Decision Models for Robot Selection: A Comparison of Ordinary Least Squares and Linear Goal Programming Methods

The profusion of robot designs, the cost of testing, and the fact that robot operational parameter maximums are often mutually exclusive are factors that create a complex selection decision for the potential user. While formal robot testing standards are now in place, formal techniques to select robots for the testing process have not been addressed. A linear goal programming model is an effective tool for the decision maker for optimizing the robot selection process in terms of requirement priorities. It is also shown that this model provides a more stable result than the ordinary least squares estimator in the presence of statistical outliers of robot parameters. The methodology is illustrated through the use of current robot specifications.     

Decision Support System of Truck Routing and Refueling: A Dual‐Objective Approach

The variable‐route vehicle‐refueling problem (VRVRP) is a variant of the network‐flow problem which seeks, for a vehicle traveling from origin s to destination d, both the route and the refueling policy (sequence of fuel stations to use between s and d) that jointly minimize the fuel cost of operating the vehicle. Commercial‐grade decision support systems that solve the VRVRP are widely used by motor carriers, but they provide heuristic solutions only. Exact methods are available from the academic side, but because they focus on minimizing costs, they tend to cut fuel costs in exchange for increased vehicle miles (which can increase fuel consumptions and pollutants emission). We propose a new approach to the VRVRP that allows carriers to jointly seek the two possibly conflicting goals; minimizing fuel cost and vehicle miles. Computational testing shows that our approach (i) outperforms the commercial software products in both goals, and (ii) finds solutions that require significantly less vehicle miles than those given by the exact method proposed in the academic literature, without incurring unacceptable increases in fuel cost.     

Decision Making with Uncertain Judgments: A Stochastic Formulation of the Analytic Hierarchy Process*

In the analytic hierarchy process (AHP), priorities are derived via a deterministic method, the eigenvalue decomposition. However, judgments may be subject to error. A stochastic characterization of the pairwise comparison judgment task is provided and statistical models are introduced for deriving the underlying priorities. Specifically, a weighted hierarchical multinomial logit model is used to obtain the priorities. Inference is then conducted from the Bayesian viewpoint using Markov chain Monte Carlo methods. The stochastic methods are found to give results that are congruent with those of the eigenvector method in matrices of different sizes and different levels of inconsistency. Moreover, inferential statements can be made about the priorities when the stochastic approach is adopted, and these statements may be of considerable value to a decision maker. The methods described are fully compatible with judgments from the standard version of AHP and can be used to construct a stochastic formulation of it.     

The Application of Neural Networks and a Qualitative Response Model to the Auditor's Going Concern Uncertainty Decision*

An auditor gives a going concern uncertainty opinion when the client company is at risk of failure or exhibits other signs of distress that threaten its ability to continue as a going concern. The decision to issue a going concern opinion is an unstructured task that requires the use of the auditor's judgment. In cases where judgment is required, the auditor may benefit from the use of statistical analysis or other forms of decision models to support the final decision. This study uses the generalized reduced gradient (GRG2) optimizer for neural network learning, a backpropagation neural network, and a logit model to predict which firms would receive audit reports reflecting a going concern uncertainty modification. The GRG2 optimizer has previously been used as a more efficient optimizer for solving business problems. The neural network model formulated using GRG2 has the highest prediction accuracy of 95 percent. It performs best when tested with a small number of variables on a group of data sets, each containing 70 observations. While the logit procedure fails to converge when using our eight variable model, the GRG2 based neural network analysis provides consistent results using either eight or four variable models. The GRG2 based neural network is proposed as a robust alternative model for auditors to support their assessment of going concern uncertainty affecting the client company.