A Consistent and Consensual Best-Worst Method and Its Application to Salespersons’ Performance Evaluation Problem

Nastaran Goldani () and Mostafa Kazemi ()
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Nastaran Goldani: Ferdowsi University of Mashhad
Mostafa Kazemi: Ferdowsi University of Mashhad

Chapter Chapter 3 in Advances in Best-Worst Method, 2023, pp 33-48 from Springer

Abstract: Abstract It may be unrealistic to expect all experts to be specialized in all aspects of the problem and to reach full agreement in a multi-criteria group decision-making (MCGDM) process. This paper concerns obtaining solutions for a group decision-making problem, where consistency and consensus of decision-makers (DMs) are both considered. More specifically, the group decision-making (GDM) method is grounded on the best-worst method (BWM), called the consistent and consensual BWM. The method aims to minimize the inconsistencies of decision-makers’ (DMs’) comparisons and proposes collective weights based on the DMs’ consensus. The reliability of the results is enhanced by including the reliability of the DMs’ pairwise comparisons. The validity of the proposed method is indicated by conducting a case study on the salespersons’ performance evaluation problem. To do so, the salespersons’ performance evaluation criteria for a large selling company in Iran are identified at a particular time horizon. Then, the weights of the criteria are calculated using the proposed technique. For comparison analysis, we modify the conformity measure and total deviation to be compatible with the results of the GDM model.

Keywords: Best-worst method (BWM); Multi-criteria group decision-making (MCGDM); Consensus; Sales; Performance evaluation (search for similar items in EconPapers)
Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:lnopch:978-3-031-40328-6_3

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DOI: 10.1007/978-3-031-40328-6_3

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