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Process of Problem Discovery from Sales Reports in a Relational Database

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Soft Computing as Transdisciplinary Science and Technology

Part of the book series: Advances in Soft Computing ((AINSC,volume 29))

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Summary

The purpose of this paper is to study the process of discovering problems with activities of salespeople by visualizing the salespeople’s activities from the data of sales reports, written in natural language. A framework was constructed on the basis of the doulble-helix model in which human and data-mining tools are used for spiralled progression toward creative reconstruction of ideas. One of the subjects found that the focus of salespeople’s activities failed to align with his instructions due to the influence of the timing and content of new brochure release.

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References

  1. Anderson and Oliver (1994) “An Empirical Test of the Consequences of Behavior-and Outcome-based Salses Control Systems”, Journal of Marketing, Vol. 58.

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  2. Takashima (2002) “New Trends in Sales Force Management,” Yuhikaku.

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  3. Ohsawa and McBurney (2002) “Modeling the Process of Chance Discovery,” Chance Discovery, Springer.

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  4. Ohsawa and McBurney (2002) “KeyGraph: Visualized Structure Among Event Cluster,” Chance Discovery, Springer.

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  5. Ohsawa (1994) Chansehakken no Johogijyutu, Tokyodenkidaigaku.

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Author information

Authors and Affiliations

  1. Graduate School of Business Sciences, University of Tsukuba, 3-29-1 Otsuka, Bunkyo-ku, Tokyo, 112-0012, Japan

    Takashi Yamaguchi & Yukio Ohsawa

Authors
  1. Takashi Yamaguchi
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  2. Yukio Ohsawa
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Editor information

Editors and Affiliations

  1. Dept. of Computer Science, Oklahoma State University, North Greenwood Avenue 700, 74106, Tulsa, USA

    Ajith Abraham

  2. Dept. of Computer Science and Systems Engineering, Muroran Institute of Technology, Mizumoto-cho 27-1, 050-8585, Muroran, Hokkaido, Japan

    Yasuhiko Dote

  3. Dept. of Computational Science and Engineering, Nagoya University, Furo-cho, Chikusa-ku, 464-8601, Nagoya, Aichi-ken, Japan

    Takeshi Furuhashi

  4. Institut für Sicherheits-/Prüftechnik, Fraunhofer IPK Berlin, Pascalstr. 8-9, 10587, Berlin, Germany

    Mario Köppen

  5. Division of Complex Systems Technology Graduate School of Engineering, University of Hokkaido, N-13, W-8 060 KITA-KU, Sapporo, Japan

    Azuma Ohuchi

  6. PRESTO Japan Science & Technology Corp. GSSM, University of Tsukuba, 3-29-1 Otsuka, Bunkyo-ku, 12-0012, Tokyo, Japan

    Yukio Ohsawa

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© 2005 Springer-Verlag Berlin Heidelberg

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Yamaguchi, T., Ohsawa, Y. (2005). Process of Problem Discovery from Sales Reports in a Relational Database. In: Abraham, A., Dote, Y., Furuhashi, T., Köppen, M., Ohuchi, A., Ohsawa, Y. (eds) Soft Computing as Transdisciplinary Science and Technology. Advances in Soft Computing, vol 29. Springer, Berlin, Heidelberg. https://doi.org/10.1007/3-540-32391-0_58

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  • DOI: https://doi.org/10.1007/3-540-32391-0_58

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-540-25055-5

  • Online ISBN: 978-3-540-32391-4

  • eBook Packages: EngineeringEngineering (R0)

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