The management of an industrial enterprise is constantly faced with the problem of deciding how much advertising, selling, or promotional effort is economically justified. A reasonable response to this question implies at least an intuitive knowledge of the relation between sales volume and promotional effort. This paper presents a case study of the development of such a relationship. Operations Research, ISSN 0030-364X, was published as Journal of the Operations Research Society of America from 1952 to 1955 under ISSN 0096-3984.
['John Magee']
The Effect of Promotional Effort on Sales