Working Papers

DEA with Econometrically Estimated Individual Coefficients: A Pharmaceutical Sales Force Application

André Bielecki and Sönke Albers

Jan 1, 2010

Proposes a benchmarking model based on multiple observations per unit that combines econometric estimation of individual coefficients of sales response functions with DEA evaluation techniques. An application for the sales force of a pharmaceutical company illustrates how this method changes the benchmarking results and increases the potential for efficiency improvement.

By using you agree to our use of cookies as identifiers and for other features of the site as described in our Privacy Policy.