具有服务策略的双渠道供应链定价问题研究

本文研究了零售商提供服务的双渠道供应链,分析了零售商在不同的服务成本下提供服务对于供应商和零售商定价策略的影响。研究发现提供服务对于零售商不仅可以扩大利润,还可以把提供服务当作一种有效策略,应对来自电子商务渠道的利润吞噬,通过利润分享从而延缓渠道之间的冲突;只有服务系数小于一个临界值时,提供服务才能使零售商和供应商同时得到帕累托改进。因此,零售商应不断提高服务效率,为消费者提供更高效的服务。     

公平偏好下考虑政府补贴的低碳供应链定价决策

本文以制造商主导和零售商跟随的两级低碳供应链为模型,在政府补贴绿色产品的策略下,分别研究零售商和制造商的公平偏好对产品绿色度、最优定价及供应链利润的影响。研究发现：（1）不论供应链成员偏好与否,政府的补贴对供应链都是有利的,但补贴比例需控制在合理的范围内,以期供应链系统利润最大化。（2）研究制造商的批发价变化趋势时,需同时考虑政府补贴比例和偏好行为对其的影响。（3）供应链成员的偏好行为都会损害系统的利润,只有零售商的偏好行为会增加其自身的利润,特别是制造商的公平偏好行为是一种损人不利己的行为。     

基于博弈论的供应链中技术创新激励机制研究

一个由制造商和供应商组成的两级供应链中,制造商通过价格补贴和转移支付的方式激励供应商进行技术创新的契约机制。在三种博弈形式下制造商与供应商的选择策略及利润函数,结果表明:协同创新时,供应链系统能够达到有效帕累托最优。同时Rubinslein讨价还价模型对供应链系统的剩余价值进行再分配。     

VMI下面向多个零售商的供应商多周期补货策略研究

本文以VMI供应链中一个供应商与多个零售商组成的两级供应链为研究对象,建立了供应链多周期补货模型,并通过具体算例比较分析了缺货与不缺货条件下供应链成员追求利润最大化时的最优决策。研究表明,对于不同库存成本的产品供应商应采取不同补货策略,当产品库存成本较高时,维持适当的缺货比率使供应商与零售商均从中获利。     

随机需求下基于知识产品的供应链契约研究

以供应链博弈理论为背景,研究上游企业向下游企业提供知识型产品的二级供应链契约协调问题,知识型产品供应商作为斯塔伯格博弈的主导者,运用收益共享契约协调供应链运作,通过对恰当的定价与对下游企业补贴方式,使供应链系统高效运作,完美协调。通过研究发现,上游企业对下游企业生产的产品收取一定费用并对下游企业未售库存给予一定补贴能够使供应链协调和供应链利润最大化。     

电子商务环境下网络零售商渠道价格决策研究

在单个制造商和两个网络零售商构成的二级供应链渠道中,研究了零售商垂直纳什(VN)、斯塔克尔伯格(RS)、集中控制(IC)等不同主导地位下供应链渠道价格的均衡问题,并分析了网络零售商渠道权利结构及其差异化对商品价格决策产生的影响。通过数值模拟,认为随着网络零售商主导地位的提高,制造商的批发价格会被压低,出于自身利益的追求,主导零售商会提高自己的零售价格,其从供应链渠道中获得的利益也会增加。在不同权利结构下,网络零售商之间的服务或品牌差异程度越大,产品批发价格及零售价格会越低,零售商及制造商的利润也会越低。     

需求受促销努力影响的VMI供应链回购合约研究

研究需求受销售商促销努力影响时的VMI供应链协调合约。考虑一个供应商和一个销售商组成的二级VMI供应链:供应商向零售商进行供货,并对其库存进行管理,零售商负责产品的销售,销售的产品具有季节性,单周期销售,销售结束时未售出的产品由供应商进行管理。需求受促销努力影响时,首先对典型的回购合约的有效性进行分析,得出典型合约无法协调供应链,同时提出一个此环境下使供应链达到合作的回购加促销成本补贴合约,并对该合约进行了验证。     

MTS生产模式下的信息共享研究

文章针对MTS生产模式下的信息共享问题进行研究,构建了由单个供应商和两个竞争的零售商组成的供应链模型,且供应链上下游之间采用whole-price契约。分析了都共享和都不共享信息,供应链的总利润和最优批发价,指出了在此契约下,当c〉△α时,共享信息的供应商利润最大;供应链的总收益是随着r的增加,整体上是减少的。     

批发价格外生情形集中库存风险分担策略分析

本文以由单个供应商和多个零售商组成的单周期单品种产品的两层供应链为研究对象,假定批发价格外生确定并且零售商的市场需求分布为多元正态分布,比较了传统的分散库存模式和集中库存模式下零售商的最优订购量以及零售商和供应商最优利润。     

基于讨价还价博弈的供应链协调研究

本文对两级供应链系统进行研究,该系统由一个制造商和一个零售商组成。文章根据stackelberg博弈的分析框架,分析报童模型下两级供应链的双边际化效应,建立基于报童模型的分散式系统、集中式系统的制造商、零售商利润模型,讨论如何通过回购契约来消除"双边际化效应"。并且研究了在合作博弈的情况下,利用纳什讨价还价模型来讨论供应链的利益分配问题,确定回购契约的参数,最终实现供应链协调。     

Equilibrium in supply chain network with competition and service level between channels considering consumers' channel preferences

This paper considers a dual-channel supply chain network consisting of multiple competing manufacturers, multiple competing retailers and multiple demand markets. Each manufacturer produces and distributes his products via direct e-commerce channel along with traditional physical channel. The manufacturers also provide services for the consumers in both channels, while the retailers only offer offline services to the consumers. On this basis, a dual-channel supply chain network equilibrium model with pricing and service decisions are established based on variational inequality theory. Nash equilibrium solutions are obtained by modified projection and contraction method. Combined with numerical examples, we analyze the impact of three critical factors on the equilibrium states and profits. Some interesting managerial insights are derived. We find that the profits of the manufacturers decrease (increase) in the raw material conversion ratio under single channel case (dual-channel case), while the increase of the raw material conversion ratio always benefits the retailers and the whole dual-channel supply chain network; the service level in each channel is positively correlated with its transaction volume. There are significant inconsistencies among the best combinations of cross-channel price coefficients between two channels for the manufacturers, the retailers and the whole dual-channel supply chain network. The same equilibrium decision (service level, price) or profit may exhibit the opposite changing trend with respect to cross-channel price coefficients under two cases of active e-commerce transaction and inactive e-commerce transaction. When the introduction of e-commerce channel can bring more profits for the whole dual-channel supply chain network, the manufacturers should provide reasonable allocation schemes of profit increment for the retailers to satisfy their participation constraints.     

Do Promotions Increase Store Expenditures? A Descriptive Study of Household Shopping Behavior

An important question for retailers is whether promotions induce households to increase their in-store expenditures or merely reallocate a predetermined shopping budget. Should expenditures be fixed, retailers might decrease their profitability when running promotions by displacing expenditures from high margin to lower margin products. Using household level store receipts and an extended AIDS model, we provide evidence that while household expenditures do increase with promotions, there is also a significant reallocation of expenditures among the different categories. This implies that retailers have to choose carefully which products are promoted, if promotions are to increase profits.     

Dominant retailers’ incentives for product quality in asymmetric distribution channels

This paper investigates the diverging incentives for product quality in a channel with two asymmetric retailers and a common supplier. When retailers differ in terms of service provision and channel power, changes in manufactured quality cause channel conflicts. In particular, our results show that if the low service retailer becomes dominant in the channel, it may induce a low level of quality that is detrimental for the other members of the channel. The low service retailer benefits from quality reduction first by improving its competitive standing against its rival retailer by lessening the importance of quality for consumer choice and second by strengthening its relative bargaining position vis-à-vis its supplier. Our results also show that consumer surplus may increase as a result of quality reduction.     

Pricing and coordination with consideration of piracy for digital goods in supply chains

Sales of digital goods via traditional channels are affected by those on digital channels, and thus a competitive relationship often exists. In addition, due to the ease of piracy, digital goods may suffer from a fall in demand, which intensifies competition. This study considers a single supplier who sells digital goods, which may be pirated, to customers through two independent and different retail channels, such as traditional and digital ones, which may compete with each other in terms of service and price. To consider the effects of piracy on demand, a Stackelberg game is utilized to determine the optimal gain-sharing ratio and the equilibrium prices for all channel members with an aim to maximize the profit of the entire supply chain. It is found that an increase in piracy would force retailers to compete in a smaller market, and thus lead to a decrease in profits for each channel member. Therefore, a retailer who has a greater market share and is capable of managing a lower piracy rate would gain more profits by setting a higher price.     

Key Account Management in information-intensive services

Key Account Management (KAM) is surprisingly little known marketing approach in retailing and consumer services context, however it has much to offer to companies in these industries. It provides an effective, practical and rather simple method for companies interested in increasing their profits by right customer and relationship management. Indeed, KAM is a business-to-business marketing approach, however most retailers and service companies can greatly benefit from it. A large number of retailers and service companies operate both in the consumer and business-to-business market. Few retailers or service providers have never invoiced another company. Moreover, most consumer goods and services are influenced by business-to-business services. The availability and quality of consumer goods and services often essentially depends on various business-to-business services in the earlier phases of marketing channels. Furthermore, by understanding the logic of KAM, retailers and consumer service providers can develop their own key supplier management. Information is one of the most important resources of goods and services in post-industrial economy. Information-intensive services are based on knowledge and refining of information. Increasing number of information-intensive services emerge both in the consumer and business-to-business market. This paper describes the nature of KAM and information-intensive services, and suggests a framework for KAM practices in information-intensive services.     

Brakes to organic market enlargement in Spain: consumers’ and retailers’ attitudes and willingness to pay

In Spain, consumption of organic products has not kept pace with production. Up till now, foreign markets have been a natural destination for excess supply. However, world trade liberalization might cause important commercial problems to Spanish producers that could be partially solved by enlarging the domestic market. The goal of this paper is to assess the opportunity for such enlargement focusing on two main aspects: consumers’ and retailers’ attitudes and willingness to pay for organic products. Concerns about health, natural diets or environmental issues could stimulate consumption, while retailing dynamism and competition to gain new market segments might favour distribution. Both aspects are investigated through two surveys addressed to consumers and retailers in two Spanish towns. The results confirm that only a small proportion of consumers and distributors show attitudes that might favour demand expansion. The most sensitized segments are willing to pay more for organic products, but this premium is still very far from the prevailing gap between conventional and organic food products.     

Is the system reliability profitable for retailing and consumer service of a dynamical system under cross-price elasticity of demand?

Retailing strategy is one of the most crucial factors for industries. A proper retailing strategy can help to enhance consumer service and increase the industry's profit. An improved approach to retailing is suggested in this research to deliver superior customer service while maximizing profits in a dynamic system. The study analyzes a retailing strategy for a demand with cross-price elasticity upon the retail price. A product's cross-price elasticity and the system reliability are critical factors in retailing. Understanding the cross-price elasticity of demand between products helps retailers to make pricing decisions that maximize profits by maintaining demand. Imperfect products are produced due to an imperfect production system. The imperfect ones must be adjusted with some costs to make them perfect for better retailing. The system failure rate is crucial for retailing under cross-price elasticity of demand patterns. Production system reliability, cross-price elasticity of demand, and consumer service are all essential factors that can impact a company's success in the market. The production rate is considered time- and system failure rate-dependent. Contradictory to the literature, a dynamical system is proposed for improved retail management, which is solved using the Euler-Lagrange theory. Finally, one can achieve the expected maximum profit for this retail system with optimum selling prices for different products by reducing the system failure rate. Some numerical illustrations with graphical representations are provided to validate the current study. Numerical examples show that applying cross-price elasticity of demand for more than two identical products provides 35% more profit for the retail industry than a single type of product.     

How does customer recognition affect service provision?

We examine how channel members’ ability to recognize repeat and new customers affects service provision, profits, and welfare. In decentralized channels, when only retailers can recognize customers, customer recognition increases service levels. However, in centralized channels or decentralized channels when both manufacturers and retailers can recognize customers, customer recognition reduces (increases) service levels if service investment persists (diminishes) sufficiently over time. Moreover, in centralized channels, customer recognition reduces firm profits and consumer surplus, whereas in decentralized channels, when manufacturers and retailers can recognize customers, customer recognition increases channel members’ profits but decreases consumer surplus.     

零售企业的物流模式及其影响因素研究

本文以零售企业的物流活动作为研究对象,通过实地走访调查和案例分析,研究了零售企业在中国目前条件下所采用的物流模式,以及影响零售企业选择物流模式的主要因素。调查与分析结果显示:第一,在目前的零售物流中,供应商主导的物流模式占居主导地位,而其中又以M12(供应商→零售商→消费者)最为普遍;第二,被调查的大部分零售企业使用了两种以上的物流模式,其中一种是主要的,其他则是辅助的;第三,即使采用相同的物流模式,各个企业的具体操作方法也有很多不同。第四,一些因素(如供应商的规模与实力、物流成本、产品特点和环境条件)被普遍认为对零售企业选择物流模式有影响,而另外一些因素(如零售企业的规模和实力、物流对零售企业成功的影响程度、零售企业的经营组织形式和业态等)则只被个别企业认为对其选择物流模式有影响。本文最后对这些结果的意义进行了讨论。