A New MCDM Model for the Optimal Selection of Sales Representatives in Cable Television Service System Providers.

A new approach to the solution of an important problem of a better use of personnel, sales representatives, for cable television service system providers in Taiwan is discussed. A new multi-criteria decision-making (MCDM) model is proposed for personnel selection meant as a process of selecting candidates who are qualified to perform specific jobs in the best possible way. The new approach involves first the selection of criteria for the sales representatives. Fuzzy importanceperformance analysis (FIPA) is used to design a questionnaire, and interviews with executives are performed. A new method for the determination of importance and degree of satisfaction of the criteria proposes is developed. Decision making trial and evaluation laboratory (DEMATEL) method is used to establish interactions between the dimensions and criteria. Analytic network process (ANP) is then used to find the weights of each dimension and selection criterion based on their interaction via pairwise comparison. The integrated weights obtained for each selection criterion are then employed in technique for order preference by similarity to ideal solution (TOPSIS) to select the best sales representative. A realistic example is provided. [ABSTRACT FROM AUTHOR]