Title: Rationality and Structure in Behavioral Models of Business Systems (Classic Reprint)
Publisher: Forgotten Books
Publication Date: 2018
Language: English
ISBN 10: 0331722623
ISBN 13: 9780331722628
Binding: HRD
Condition: New
Weight: 291 grams

About this title

Synopsis

Explore a clear, evidence-based look at how sales teams respond to goals, time, and motivation.

This book surveys a simplified sales model built from system dynamics ideas to show how people adapt under pressure, using a well‑defined set of equations and simulation rules. It explains how motivation, overtime, and performance interact to shape daily effort and results, with careful attention to what can and cannot be inferred from model runs.

The work presents a concrete, step-by-step view of how a sales force responds to changing conditions. It covers the role of time units in modeling, the distinction between description and computation, and how these choices affect outcomes. The material emphasizes practical interpretation over abstract theory, helping readers connect model behavior to real-world management decisions.

See how motivation functions influence sales effort and outcomes, including how overtime and performance feed into motivation.
Learn how feedback loops—at the level of salespeople, managers, and objectives—shape system behavior.
Understand how partial model tests reveal rational patterns and where inefficiencies can arise in a full system.
Grasp the differences between modeling languages (like DYNAMO) and discrete-time equations, and what that means for simulations.

Ideal for readers of systems thinking, managerial science, or business modeling who want a grounded example of rational behavior in a dynamic setting.

"About this title" may belong to another edition of this title.

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