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.

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