A General Model For Sales Planning.
Claude Weber, Lawrence A. Welsch · Academy of Management Proceedings · 1966
Computer models, as currently structured, are not easily understood and are not tractable analytically, nor do they lend themselves to generalization beyond the idiosyncratic situation. However, computer programs can reflect basic characteristics of management decisions, as these decisions are the outcome of complex sequences of simple cognitive steps. Unfortunately, programming these sequences results in a model approaching the complexity of the decision proems itself.