Threshold incentives over multiple periods and the sales hockey stick phenomenon

In this article, we study threshold‐based sales‐force incentives and their impact on a dealer's optimal effort. A phenomenon, observed in practice, is that the dealer exerts a large effort toward the end of the incentive period to boost sales and reach the threshold to make additional profits. In the literature, the resulting last‐period sales spike is sometimes called the hockey stick phenomenon (HSP). In this article, we show that the manufacturer's choice of the incentive parameters and the underlying demand uncertainty affect the dealer's optimal effort choice. This results in the sales HSP over multiple time periods even when there is a cost associated with waiting. We then show that, by linking the threshold to a correlated market signal, the HSP can be regulated. We also characterize the variance of the total sales across all the periods and demonstrate conditions under the sales variance can be reduced. © 2010 Wiley Periodicals, Inc. Naval Research Logistics, 2010     

Neighborhood search heuristics for selecting hierarchically well‐formulated subsets in polynomial regression

The importance of subset selection in multiple regression has been recognized for more than 40 years and, not surprisingly, a variety of exact and heuristic procedures have been proposed for choosing subsets of variables. In the case of polynomial regression, the subset selection problem is complicated by two issues: (1) the substantial growth in the number of candidate predictors, and (2) the desire to obtain hierarchically well‐formulated subsets that facilitate proper interpretation of the regression parameter estimates. The first of these issues creates the need for heuristic methods that can provide solutions in reasonable computation time; whereas the second requires innovative neighborhood search approaches that accommodate the hierarchical constraints. We developed tabu search and variable neighborhood search heuristics for subset selection in polynomial regression. These heuristics are applied to a classic data set from the literature and, subsequently, evaluated in a simulation study using synthetic data sets. © 2009 Wiley Periodicals, Inc. Naval Research Logistics, 2010     

Multiproduct dynamic lot-sizing model with coordinated replenishments

In this article we consider a multiproduct dynamic lot-sizing model. In addition to a separate setup cost for each product ordered, a joint setup cost is incurred when at least one product is ordered. We formulate the model as a concave minimization problem over a compact polyhedral set and present a finite branch and bound algorithm for finding an optimal ordering schedule. Superiority of the branch and bound algorithm to the existing exact procedures is demonstrated. We report computational experience with problems whose dimensions render the existing procedures computationally infeasible.     

Landmarks in defense literature

The Cavalry Goes Through. By Bernard Newman. Henry Holt, New York (1930)