基于需求平稳性的订货策略选择模型

本文在供销双方关于维持较高而且稳定的服务水平有共识的假设下,研究了需求平稳和需求突变情况下的订货策略。在多周期订货策略中,对于需求预测突降或猛增导致本期不订货或选择其他策略进行建模,并编程模拟不同突变情况下的最优订货策略。     

季节性产品的供应链战略适应分析

本文在供应链战略适应分析的理论基础上,讨论了快速反应策略下季节性产品周期服务水平的优化和战略适应性。分析表明:基于联合决策、销售剩余成本分担的供应链周期服务水平与销售季节生命周期达到了战略适应。     

合作模式下周期盘点和连续盘点策略的服务水平优化

本文针对耐腐产品的周期盘点策略,提出了向前改进法确定最优周期服务水平;针对多批次小批量的连续盘点策略,提出以经济订货批量和最优周期服务水平的组合策略,应对不确定需求,达到快速反应。     

考虑多种返修品补充销售品库存的订货策略

考虑厂商对多种产品以某种形式回收,进行简单返修重新补充到销售品库存情况下的库存策略,将传统一种产品的订购策略扩展到多种产品的订购策略,对需求确定、回收率确定的多品种库存控制策略进行了改进,加入库存容量限制这一条件,使其更加符合实际。在此基础上,对两种订货策略,即单一周期订货策略和分周期联合订货策略进行了推导,进行了算例求解,对结果进行了比较分析。     

基于固定分割的库存路径问题最优策略

针对由单个供应商和多个零售商组成的两级供应链分配系统,研究了一体化的库存路径问题.为了节省整个供应链的费用,重新设计了对零售商的区域分割算法.在此基础上,确定了出零售商订货周期与供应商订货周期的大小关系,通过引入周期比例向量,设计了一个全新的整数倍时间策略,给出了详细的理论分析,证明该策略是最优的整数倍时间策略.数字实验结果表明,该策略比其他策略具有明显优越性.     

生鲜商品的报童问题研究

生鲜商品是卖场赢利的创新点,如其订货量过多,将会由于卖不出去而造成损失,如果订货过少,会因供不应求而失掉销售机会。论文利用单周期报童模型分析了生鲜商品的订货量问题,同时,对该模型在生鲜商品应用方面进行了适当的探讨。     

基于联盟的生鲜农产品多渠道供应链构建研究

目前,研究者大都集中研究生鲜农产品的库存问题、订货策略和定价策略;对生鲜农产品供应链的研究也主要在供应链的协调上,很少涉及多渠道供应链问题的研究。本文在总结前人研究的基础上,从联盟的角度对生鲜农产品多渠道供应链的模式进行研究,从多条供应渠道和多条销售渠道分别提出了三种多渠道供应链模式,使得整条供应链的利益最大化,供应链各主体实现共赢的局面。     

短生命周期产品零售商订货策略研究

为了确定随机需求下短生命周期产品零售商的最优订货策略,本文分析了单一零售商向多供应商进行订货的过程与特点;在零售商采取二次订货策略时需要对订货量进行调整和向各供应商支付订货成本的前提下,对于一次订货策略和二次订货策略分别建立相应的利润分析模型,并对该模型进行求解,将二次订货策略同一次订货策略进行比对,比较分析它们对于零售商利润的影响。结果表明:在面对多供应商供货的情形下,对于随机需求下短生命周期产品,零售商根据各供应商的批发价格与其各自的生产能力,对供应商进行选择并且确定相应的最优订货量;同时,二次订货策略会为零售商的利润获得带来一定的损失。因此,为了实现利润最大化,零售商应当考虑选择一次订货策略,而不是二次订货策略。     

多周期产品逆向物流库存控制问题研究

随着人们对可持续发展的日益关注,如何有效地进行逆向物流管理便成为物流研究领域中的热点问题。本文结合逆向物流问题重点研究了多周期产品的库存控制问题,提供了在市场需求为随机变量的情况下,采用定期订货方式的零售商确定产品最优订货量的策略。     

制造商价格促销策略对经销商订货水平影响的实证研究

选用来源于中国新型建材制造行业348家经销商的数据,采用多无线性回归,实证检验了奖励型价格策略、威胁型价格策略和返利等三种不同的价格促销策略对经销商订货水平的影响.研究发现,奖励型价格策略对经销商的订货水平有显著正向影响,而威胁型价格策略对经销商的订货水平有显著负向影响;制造商返利策略对促进经销商的订货水平有显著正向影响,返利任务完成对经销商的订货水平有显著正向影响,而返利比例对经销商的订货水平有显著负向影响.研究还发现,返利完成与否跟返利比例对经销商订货水平存在显著的交互效应.研究揭示了面对制造商不同的价格策略时,经销商订货水平的不同表现,对指导企业管理者价格促销策略的运用和制造商关系管理具有较强的借鉴价值和实践意义.     

Predictors of consumers’ willingness to share personal information with fashion sales robots

This study investigates whether consumers' self-interests and social interactions predict their willingness to share their personal information with a fashion sales robot. The study develops hypotheses based upon the information sharing theory and tests them by building a decision tree predictive model. Using a video stimulus of a fashion sales robot, we conduct interviews, pretests, and main data collection (n = 464) in the United States. The results indicate that service quality, enjoyment, and usefulness, which reflect self-interest, and trust, which reflects social interaction, predict consumers’ willingness to share personal information with the robots. These results suggest that fashion marketers should focus strategically on service quality and enjoyment when they adopt AI sales robots and use them as a medium to share information in customer service.     

品牌权益影响下的双渠道供应链定价决策及协调研究

针对一个制造商开通直销渠道销售产品与零售商的价格竞争问题,文章基于制造商与零售商共享品牌权益的视角,研究在制造商双渠道供应链结构中,价格和品牌权益同时作用下的双渠道供应链定价决策,分别分析在集中决策下和分散决策下,品牌权益对两种渠道价格和利润的影响。研究发现：在集中决策下,两种渠道的价格、利润与品牌权益成正相关;在分散决策下,当品牌权益超过一定临界值时,其对制造商直销渠道的价格和制造商总利润的影响大于零售商。鉴于品牌权益对供应链定价决策的重要影响,文章建立制造商和零售商之间的品牌权益成本共担机制,并通过数值仿真分析发现,当实施品牌权益成本共担机制时,制造商和零售商的销售价格和利润均是最优的。因此,零售商应加强与制造商的互动,共同创造高品牌权益的同时,也应共同分享高品牌权益。     

企业间销售线索分享是多多益善吗?——基于特许经营渠道关系的实证研究

现有的企业间营销渠道信息分享研究主要关注宽泛层面的信息分享,很少关注越来越普遍的销售线索分享及其独特性。基于汽车特许经营渠道中300家4S店的实地调研数据,从特定类型的信息分享视角实证分析,发现仅仅增加特许人分享的销售线索数量会降低受许人对销售线索的使用效果;特许人分享的销售线索丰富度(拉力)可以扭转特许人分享的销售线索数量对销售线索使用效果的负面效应,而特许人的监控(推力)却不能弱化其负面效应;通过强化受许人对销售线索的跟进,特许人分享的销售线索丰富度提升了受许人对销售线索的使用效果。上述结论有助于未来研究细分企业间信息分享的类型,为有效提升信息分享效果提供更为深刻的洞察;通过将销售线索区分为两个维度(信息数量和丰富度),识别出不同维度信息量作用的差异,有助于推进渠道企业间信息分享研究。     

The Effects of Standardization and Trust on Franchisee's Performance and Satisfaction: A Study on Franchise Systems in the Growth Stage

Franchise systems aim to capitalize on both economies of scale and the benefits derived from localized operations. Although franchisees can be considered small businesses with some independence and local knowledge, compliance with system standardization may be critical to achieving scale benefits, as well as realizing and then maintaining the desired image during the growth stage of the franchise life cycle. However, standardization requirements from the franchisor demand that franchisees make specific investments in the system, which make franchisees more vulnerable to the franchisor. Therefore, whether a franchisee can trust the franchisor becomes an important factor that facilitates the relationship between standardization requirements and franchisees' overall sales and service performance in the market. This research focuses on franchisees in a growing franchise system and examines how the standardization requirements, trust in the franchisor, and the interaction term affect the sales and service performance of a franchisee and ultimately the franchisee's satisfaction. The findings support the hypotheses that, first, the standardization requirements positively affect both sales and service performance. Second, trust not only has main effects on satisfaction and performance constructs but also moderates positively the relationships between standardization requirements and sales/service performance.     

努力水平影响需求的供应链收入共享契约研究

考虑由一个供应商和一个零售商组成的二级供应链,其中需求是随机的且受零售商的销售努力水平影响。在销售季节前,零售商需要同时确定订购数量和相应的销售努力水平。在分散式供应链环境下,通过分析传统的收入共享契约无法协调供应链的原因,提出基于成本共担的收入共享契约模型,证明当努力水平影响方式为积的形式时,基于成本共担的收入共享契约能有效协调供应链。     

Product life cycle patterns for pharmaceuticals and their impact on R&D profitability of late mover products

This study describes a cross-sectional and time series analysis of sales data over one decade in four major segments of the market for cardiovascular drugs. We estimate over 200 product life cycles (PLC) using a very flexible mathematical model to account for a variety of PLC shapes. Life cycles are then clustered on the basis of estimated regression coefficients. As a result this analysis leads to the detection of an international PLC classification. Moreover, it turns out that the order of entry is not only crucial to achieve a certain market share level but also to the shape of the drug life cycle and therefore for the long-term economic evaluation of innovative products. The paper provides the initial findings on this subject through a simulation study which is in line with previous research designs and shows the impact of the PLC shape on the net present value (NPV).     

SUPPLY CHAIN INFORMATION SHARING IN A VENDOR MANAGED INVENTORY PARTNERSHIP

Vendor Managed Inventory (VMI) involves the vendor making the replenishment decision for products supplied to a customer based on various inventory and supply chain policies. Information sharing between supply chain members is required in VMI. Sometimes VMI decisions are delayed and/or the information shared is inaccurate. This research examines the effects of information delay and accuracy, and the sharing of sales and forecast information in a VMI environment facing stationary and nonstationary demand. The simulation experiments show the impact of information delay, information inaccuracy, and information sharing on a variety of performance measures, including inventory levels and fill rates.     

两级物流服务商参与的供应链最优决策与利益分配研究——基于多种合作模式视角

在两级物流服务商参与的供应链系统中存在一条由制造商与零售商构成的产品供应链（PSC）和另一条由物流服务集成商和物流服务提供商构成的物流服务供应链（LSSC）。通过分析两方合作、多方合作等不同决策模式下的博弈情形，得出在两方合作决策模式下，对于LSSC来讲，集中决策属于占优战略，而当物流服务水平敏感系数与零售价格敏感系数满足一定条件时，PSC会选择集中决策；系统集中决策模式、三方合作决策模式、两方合作决策模式下的系统总利润、物流服务水平和产品销量依次递减；采用Nash谈判模型及最小核心法设计了不同合作模式下的供应链利益分配机制，实现供应链协调；最后，通过数值分析验证了相关命题的研究结论和利益分配机制的有效性，并在此基础上提出了未来可深入研究的领域与方向。     

模糊多属性决策法在配送中心选址中的应用

依据配送中心选址的主要因素,从基础设施、自然环境、社会效益、费用以及服务水平等几个方面建立多级评判指标体系,并提供两种模糊多属性决策法对备选配送中心进行优选和排序。最后一个算例方法客观反映实际情况,具有可行性。     

Growth-cycle decomposition diffusion model

The diffusion model has been widely used to explain the S-shaped cumulative growth of markets for retail service and consumer durable goods. In many situations, sales fluctuate because of both growth of innovation diffusion and transitory changes in an external factor, called cycle. The traditional diffusion model, however, cannot distinguish between the two. We develop the growth-cycle decomposition diffusion model to distinguish the growth from the cycle, where the cycle incorporates a few external variables determining the transitory sales environment. The proposed model is applied to estimating the diffusion process for the annual sales of room air conditioners in Korea.