BBAuthors: Kloos, Konstantin; Advisor: -; Participants: Pibernik, Richard; Schulte, Benedikt (2019)
Matching supply with demand remains a challenging task for many companies, especially when purchasing and production must be planned with sufficient lead time, demand is uncertain, overall supply may not suffice to fulfill all of the projected demands, and customers differ in their level of importance. The particular structure of sales organizations often adds another layer of complexity: These organizations often have multi-level hierarchical structures that include multiple geographic sales regions, distribution channels, customer groups, and individual customers (e.g., key accounts). In this paper, we address the problem of “allocation planning” in such sales hierarchies when customer demand is stochastic, supply is scarce, and the company’s objective is to meet individual customer ... 
