EMPIRICAL AND JUDGMENT-BASED SALES-FORCE DECISION MODELS: A COMPARATIVE ANALYSIS*

Multiple-predictor empirical and single-predictor judgment-based models represent the two basic types of sales-force decision models (SDMs). The important similarities and differences between the two modeling approaches are identified and discussed. The SDM literature is reviewed to determine how each model type has been applied and to evaluate previous attempts at model validation. A research study designed to compare the normative sales-call allocations generated from each modeling approach is presented. Study results indicate that empirical and judgment-based SDMs would produce similar normative guidelines. The implications of this finding are discussed.     

CATEGORY WIDTH COGNITIVE STYLE AS A FACTOR IN ACCOUNTANTS' PERCEPTIONS OF ACCOUNTING INFORMATION

This paper reports the findings of a laboratory experiment designed to investigate the relationship of category width (CW) cognitive style with accountants' perceptions of accounting information. Subjects drawn from large accounting firms in Sydney, Brisbane, and Melbourne, Australia, were classified into broad, medium, and narrow categories following the test devised by Pettigrew [19]. Subjects were requested to state their level of confidence in decisions they had made after receiving (1) conventional accounting information or (2) conventional accounting information and human resources accounting (HRA) information using a one-group pretest-posttest design. The results indicated a significant relationship between CW cognitive style and the accountants' confidence in their decisions. Furthermore, CW cognitive style moderated the accounting-information/decision-making relationship.     

COST INCREASES DUE TO DEMAND UNCERTAINTY IN MRP LOT SIZING

This paper analyzes the cost increases due to demand uncertainty in single-level MRP lot sizing on a rolling horizon. It is shown that forecast errors have a tremendous effect on the cost effectiveness of lot-sizing techniques even when these forecast errors are small. Moreover, the cost differences between different techniques become rather insignificant in the presence of forecast errors. Since most industrial firms face demand uncertainty to some extent, our findings may have important managerial implications. Various simulation experiments give insight into both the nature and the magnitude of the cost increases for different heuristics. Analytical results are developed for the constant-demand case with random noise and forecasting by exponential smoothing. It is also shown how optimal buffers can be obtained by use of a simple model. Although the analysis in this paper is restricted to simplified cases, the results merit further consideration and study. This paper is one of the first to inject forecast errors into MRP lot-sizing research. As such it attempts to deal with one of the major objections against the practical relevance of previous research in this area.     

A SIMULATION ANALYSIS OF THE JAPANESE JUST-IN-TIME TECHNIQUE (WITH KANBANS) FOR A MULTILINE,MULTISTAGE PRODUCTION SYSTEM

The Japanese “just-in-time with kanban” technique reduces in-process inventory to absolute minimal levels, in concert with the Japanese belief that inventory is an unnecessary evil. Due to the success of Japanese firms that employ this type of system, American firms would like to import this technique and emulate Japanese successes. But this Japanese success may be attributable not only to the just-in-time with kanban technique but also to the production environment in which the technique is employed. This paper simulates the just-in-time with kanban technique for a multiline, multistage production system in order to determine its adaptability to an American production environment that might include such characteristics as variable processing times, variable master production scheduling, and imbalances between production stages. The results have practical implications for those firms considering adoption of the Japanese technique.     

AN APPROXIMATION TO THE HYPERCUBE MODEL WITH PATROL-INITIATED ACTIVITIES: AN APPLICATION TO POLICE

This paper applies the patrol-initiated-activity hypercube queuing model to historical data from a police agency. The model allows servers to handle both calls assigned by a central dispatcher and activities initiated by the servers. By duplicating a fairly complex dispatch strategy, the model was found to predict both assigned and server-initiated work loads accurately for the overall system and individual servers. The model is apparently ineffective in predicting small unit-travel-time differences for this police agency.     

ASSESSING ENVIRONMENTAL SCANNING AT THE SUBUNIT LEVEL: A MULTITRAIT-MULTIMETHOD ANALYSIS*

Environmental scanning activities of over 400 top management subunits in 108 European manufacturing firms provided the data base for this research. Four traits (constructs) of scanning using three methods (interest, frequency, and time) were examined. A confirmatory factor analysis approach to multitrait-multimethod (MTMM) data was employed. Verification of the reliability as well as convergent and discriminant validity of the scanning scales are reported and discussed. The viability of confirmatory factor analysis in providing a precise analysis of partitioning variance according to trait, method, and error is demonstrated.     

THE HARMS SHOE COMPANY: DEVELOPMENT OF A COMPUTER MODEL FOR THE CLASSROOM

This paper describes a case that examines five key topics in production and operations management [1]—forecasting, inventory control, transportation planning, aggregate planning, and the disaggregation of the aggregate plan—in an integrated, realistic manner for upper-level undergraduate business majors [3]. The case structure stresses the linkage of these interrelated subjects and supplements the regular classroom presentations dealing with them. The case relies on computer calculations at each stage to provide the information input for calculations at the next stage. It is a static model with a twelve-month planning horizon. Students complete several exercises and assume several roles as the case unfolds. They act on their own in filling some roles and as members of teams in performing others. They do not compete with each other, as the purpose of the case is to help them develop an appreciation of the factors that persons performing the role must consider.     

STOCHASTIC COST-VOLUME-PROFIT ANALYSIS WITH A LINEAR DEMAND FUNCTION

In this paper we incorporate a linear demand function to model the price-volume causal relationship into stochastic cost-volume-profit (CVP) analysis. We assume that the objective function is to maximize expected profit; other objective functions are also discussed and compared. A linear stochastic model follows from which probabilistic statements can be easily obtained if the random variables are assumed to be multivariate normal. The basic framework is shown to be a special case of project value maximization where project value is the cash flow of the project discounted for time and risk according to the capital asset pricing model. Moreover, an intertemporal extension that considers inventory is developed. In summary, a new approach to stochastic CVP analysis that incorporates the management decision process in an uncertain environment is developed.