Selecting Business Targets in a Competitive Environment

R. Bruce Gerding and David D. Morrison
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R. Bruce Gerding: TRW Defense and Space Systems Group, Building E2, Room 8043, One Space Park, Redondo Beach, California 90278
David D. Morrison: TRW Defense and Space Systems Group, Building E2, Room 8043, One Space Park, Redondo Beach, California 90278

Interfaces, 1980, vol. 10, issue 4, 34-41

Abstract: To improve the planning process in TRW's Defense and Space Systems Group, a target selection model was developed which selects the optimal group of business targets to be pursued in a specific planning period given a measure of target value and a set of resource constraints. The model can be used by operating management to evaluate, in a relative sense, the potential of a number of targets. It is based upon a good deal of common sense and is therefore very simple. By tracing through the computations, one can easily understand why certain favorite targets are not selected.

Keywords: planning; marketing; decision analysis (search for similar items in EconPapers)
Date: 1980
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Persistent link: https://EconPapers.repec.org/RePEc:inm:orinte:v:10:y:1980:i:4:p:34-41

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