216 ◾ New JIT, New Management Technology Principle
subject to
j
j
=
(7.17)
LC fx
m
j
m
j
j
m
∑
(7.18)
where:
m= customer attributes (e.g., sex, age, age of current vehicle)
j= customer number
E
m
= eect of customer attribute (m) on the likelihood that the customer will
visit the dealer
j
indicates whether or not customer j has attribute m (0 or 1)
x
j
marks customer j for direct mailing (0 or 1)
C= total number of direct mailings sent
L
m
= lower limit for the percentage of direct mailings sent to customers with
attribute m
H
m
= upper limit for the percentage of direct mailings sent to customers with
attribute m
is mathematical formula is designed to determine a value for the variablex
j
.
If the value is 1, mailings should be sent to the customer ...