考虑销售努力下资金约束制造商的运营策略与付款选择  

Research on Operational Decision and Preferred Payment with The Capital-Constrained Manufacturer under Sales Effort

作　　者：沈建男[1] 邵晓峰[1] SHEN Jian-nan;SHAO Xiao-feng(Antai College of Economics and Management,Shanghai Jiao Tong University,Shanghai 200030,China)

机构地区：[1]上海交通大学安泰经济与管理学院

出　　处：《工业工程与管理》2019年第6期87-99,共13页Industrial Engineering and Management

基　　金：国家自然科学基金资助项目(71572106,71632008)

摘　　要：面向资金约束制造商,为寻求销售努力对供应链运营策略与付款选择的影响,构建不同付款方式下的供应链动态博弈模型。研究表明:销售努力提高零售价,增加销售量,同时提升供应链双方的最优利润。并且,零售商执行销售努力并不影响制造商的运营决策,但制造商执行销售努力提高批发价折扣或利率。而对于资金约束制造商的付款选择,在无销售努力下,随着产品批发价的上升,资金约束制造商付款选择会从延期付款转向提前付款,而零售商执行销售努力不影响制造商的付款选择,但是制造商销售努力下其付款选择更会受到销售努力对需求的影响程度,执行销售努力的成本系数等综合影响。To study the influence of sales effort on operational strategies and choice of payment where the manufacturer suffers from capital constraint,the dynamic game model in supply chain is established based on different payments.The results show that sales effort can increase retail price,sales quantity and optimal profits for each member.In addition,the sales effort undertaken by the retailer has no influence on the operational decision of the manufacturer,while the sales effort undertaken by the manufacturer increases the discount or interest.Furthermore,as the wholesale price is increasing continually,the capital-constrained manufacturer firstly chooses delayed payment,then chooses early payment without sales effort,and the retailer’s sales effort seldom influences the choice of payment,while several parameters related to sales effort have great impact on the choice of payment under manufacturer’s sales effort.

关 键 词：销售努力 资金约束 付款方式 运营策略 

分 类 号：C931[经济管理—管理学]