销售努力与质保服务联合决策的供应链模型

以单一制造商和单一零售商组成的两级供应链为对象考虑随机需求下产品需求同时受到销售努力和质保期长度影响,研究由零售商提高销售努力因素及制造商提供质保服务情形下的供应链模型并提出了共同分摊销售努力和质保成本及收益共享契约下的供应链协调策略.其次,研究发现通过相应的供应链参数设计,基于销售努力及质保成本共担同时收益共享的契约能实现供应链的协调.最后,给出了数值算例对模型进行仿真计算与分析.     

需求依赖销售努力库存系统的随机比较

研究需求依赖销售努力库存系统中需求不确定性对系统最优订货量、利润和销售努力的影响.对一般需求模型给出期望利润关于订货量和努力水平为联合凹的充分条件,证明期望利润函数的超模性质.对加乘需求模型证明系统最优利润和最优努力水平都可由一类与需求分布有关的广义TTT变换来表示.通过引入定义在不同支撑分布集合上一阶、二阶和三阶随机占优,得到广义TTT变换之差与二阶和三阶随机占优之间的关系式,建立了比较库存系统最优利润或努力水平的理论基础.在一阶和二阶随机占优意义下对加乘需求模型得到比较系统最优利润和努力水平的充分条件或充分必要条件.进一步,证明存在一类需求分布当系统关键比(或市场价格)足够大时系统最优利润和努力水平随需求可变性的增加而增加.最后给出几个数值例子验证了研究结果.     

不对称信息下制造商契约设计

考虑由制造商和销售人员组成的供应链,其中市场需求依赖于制造商的货物质量,销售人员的努力以及市场的随机因素,建立由制造商起主导作用的数学模型.制造商通过制定产品质量,工资契约,销售价格来最大化自己的利润.销售人员针对不同质量的货物决定相应努力水平以最大化自己的利润.关于销售人员的努力水平在对称信息及不对称信息情形下,制造商运用激励相容原理设计最优契约,得到销售价格,产品质量及销售提成之间的关系.结果表明,信息对称情形下,销售人员的努力水平与产品的质量成正比.信息不对称情形下,类型为H(很努力)的销售人员的固定收入随类型为L(一般努力)的销售人员的销售提成增大而增加.     

奖惩机制下考虑销售努力的闭环供应链协调

以一个制造商和一个零售商组成的闭环供应链为研究对象,考虑在政府的奖惩机制下需求同时受销售价格和销售努力影响的供应链协调问题.首先,在集中决策下,研究了供应链系统的最优决策,并给出了均衡解存在的条件和奖惩力度所满足的范围;在分散决策下,重点分析了奖惩力度以及销售努力对供应链双方决策的影响.其次,使用特许经营契约能够使供应链达到协调.最后,给出了数值算例和仿真分析.     

考虑零售商风险规避及努力因素的供应链协调与优化模型

引入零售商风险规避偏好,在努力水平影响需求的两种模式下,分别建立了销售回馈与惩罚契约模型。随后,探讨了单纯的销售回馈与惩罚契约能否实现供应链协调,以及协调时各契约参数满足的条件。最后,通过数值分析对契约的协调性进行进一步分析。     

考虑零售商销售努力的制造商入侵策略研究

渠道入侵正逐渐成为企业开拓市场,实现多渠道销售的重要策略。在考虑零售商销售努力的前提下,研究了制造商渠道入侵策略。构建了四种Stackelberg博弈模型:不入侵和无销售努力、入侵和无销售努力、不入侵和有销售努力、入侵和有销售努力。研究结果表明,线上直销渠道与线下零售渠道之间的不对称替代水平越高,越不利于制造商入侵;在制造商入侵的情况下,零售商销售努力促使制造商降低批发价格;渠道入侵成本较大且零售商销售努力投资效率高的前提下,销售努力可以有效缓解制造商入侵带来的负面影响;渠道入侵降低了零售商销售努力的动机。     

参考价格效应下报童模型的定价和库存联合策略研究

考虑带有消费者参考价格效应的具有乘项需求的价格报童模型,未满足的需求全部损失.基于平均销售的库存因子弹性定义了一类新的因子弹性-带有参考价格效应的平均销售库存因子弹性,借助此因子弹性和需求价格弹性分别分析了参考价格以及需求随机性对最优价格、订货量、最优利润以及最优服务水平的影响.最后,通过数值试验验证了结论的正确性.     

需求可变性降低对均值CVaR约束销售努力决策库存系统的影响

本文运用Levy提出的变换研究需求可变性降低对风险偏好零售商的库存决策、销售努力决策和期望效用的影响,用均值CVaR刻画零售商的风险偏好特性,它包括风险厌恶、风险追求,也具有损失规避的特性。首先,运用该变换定量刻画需求可变性的降低,证明该变换蕴含经典随机占优中的割准则序和二阶随机占优等。其次,给出系统的最优订货量、最优期望效用和最优销售努力水平,得到它们关于风险偏好系数的单调性,并给出降低需求可变性对期望效用的影响。第三,针对风险中性、风险厌恶(最大化CVaR)和风险追求(最小化CVaR)这三种特殊情况得到相应的结果,并给出企业在库存决策和促销决策的管理启示。最后,通过数值例子验证了得到的研究结果并给出相应的管理启示。     

需求与销售努力相关下混合渠道供应链协调研究

建立了由一个制造商和一个分销商组成的混合渠道供应链模型,考虑了产品需求量与分销商的销售努力相关时,混合渠道供应链中分销商的订货量、销售努力的契约协调问题。并通过改进的收入共享契约使混合渠道供应链达到了分销商订货量和销售努力的同时协调。并进行了算例分析,比较了传统渠道供应链及混合渠道供应链以及供应链成员的利润变化情况,分析结果表明在一定契约参数条件下,制造商增加电子渠道对供应链及供应链成员都是有益的。     

基于零售商过度自信的存货质押博弈决策模型

存货质押是中小企业短期融资的有效手段,而企业对需求的过度自信会影响融资企业和银行的决策,从而影响到企业和银行的预期收益。针对过度自信环境下的存货质押决策问题,建立过度自信零售商和银行的存货质押博弈决策模型,采用Stackelberg博弈分析期望需求和需求波动性两方面过度自信对零售商销售努力、订货量和银行质押率的影响。研究表明:过度自信零售商融资更为激进,过度自信程度越高,对资金需求越大,投入销售努力越高,采购量越大,预期利润与实际利润之间的偏差越大;在低利润市场环境下,质押率随着过度自信的增加而降低,在高利润市场环境下,质押率会随着预测精度过度自信的增加而增加,随着期望需求过度自信的增加而下降。     

Sales Commission for Multiproduct Sales Forces

In the early 1970s several papers computed commission rateswith the criterion that they be chosen so that the optimal timeallocations for salesmen were the same as the optimal timesfor the firm. Recent papers have considered a principal-agentmodel for a single-product firm in which the firm sets commissionrates knowing how the sales force will allocate time for anygiven rates. These papers assume that the probability distributionof sales is a function of sales effort. In this paper, we alsoconsider a principal-agent model, but for deterministic salesof a multiproduct firm. A computational procedure is illustrated.     

Modelling Sales

This paper is concerned with some aspects of direct and indirect sales rates of products, and with a model based on the sales matrix. The purpose of this consideration is to determine, through indirect sales rates, the structure of sales and to construct a model which may be used for planning and forecasting goals. In other words, by means of the sales matrix, or a model based on it, we can estimate the future sales movements. This can be done either from the assumption that past relations will be kept approximately in the same proportions, or that they will change in the future. In each case all the changes can be described through the system based on the sales matrix.     

Lot Sizes for One-Time-Only Sales

The order quantity which minimizes discounted cash flows for a one-time-only sale is determined. Current inventory may be at or exceed the usual reorder point when the sale is consummated. In the latter case, the company may decide to buy nothing, especially if a large minimum order quantity is required in order to obtain the price discount. The same model can also be used to handle the case of an impending price increase. Exact and approximate solutions are presented which recommend the order quantity, the associated cost savings, minimum acceptable percentage price discount and minimum vendor quantity requirements.     

A Model of Random Sales

It is shown by using a model that even a minor change in prices made by the seller is sufficient to coordinate the actions of independent purchasers so that they act as a single economic agent pursuing the aim of maximizing the effective utility function.     

具有销售成本的小额信贷模型

首先剖析了我国小额贷款实践的现状和存在的问题,通过理论和数学模型分析,指出信贷约束本身并不是贫困产生和持续的充分条件.由于农户存在产品销售成本带来的销售规模效应给农户的贫困的影响及其对农村小额信贷项目的影响,过低的贷款额度可能会使得小额贷款项目对农户失去吸引力,造成小额贷款需求萎缩.因此,适当扩大小额贷款的额度限制,有利于农户更加积极地参与到小额贷款项目中,通过正当经营,增加收入,从而提高生活水平.     

On Setting Optimal Sales Commissions

This paper treats the problem of determining the commission rates a company should choose to establish for each of n products sold by a salesman. It has been shown that a sales commission plan based on paying equal commission rates on the gross margins of the salesman's product lines is optimal under the assumption that sales generated as a function of time spent on a product is a deterministic increasing function of time. This paper explores a similar problem with relaxation of the deterministic assumption. It considers a stochastic sales function in order to show differences in preference functions between a company and salesman in determining optimal commissions.     

Declining Sales Means Manufacture Elsewhere?

The first involvement arose because sales were in serious decline. From a position of considerable strength 8 years before, with half the market and twice the sales of the nearest competitor, the company was now performing only marginally better than its rivals. Of course, the total market had declined as well, but within that market the proportion of the company's sales had suffered too. The contact with the company arose because there had been yet another change of management and many remedies had been tried before. It was time to review those ideas again, to challenge assumptions and prejudices and to initiate and investigate other avenues. As work progressed, there were some major changes in thinking and objectives. Some well established practices were seen to be no longer necessary or useful and were abandoned, whilst others remained until it became possible to supersede them. But perhaps the greatest gain from the study came from the new and fresh attitudes that management were taking, coupled with their willingness to consider a broader range of possibilities than had been considered before. They were able to lay some worn out ideas to rest, whilst developing others which brought forth worthwhile potential dividends.     

Adaptive Sales Forecasting with Many Stockouts

The firm distributing products periodically may set distribution quantities so that a high percentage (60-90%) of all periods are stockouts but in this environment must still attempt to forecast demand. This paper presents a fast, low storage, forecasting methodology which systematically adjusts for stockouts and presents simulation results which illustrate the usefulness of the procedure.