摘要
许多公司的产品需求在连续而固定的周期会出现前低后高,即 Hockey-stick 现象,这种现象普遍存在于供应链之中并困扰着许多的企业管理者.不认为其产生的原因是公司对销售人员的周期性考评的传统观点,并以快速消费品行业为背景,通过建立模型,得出了这种现象主要是公司普遍采用的总量折扣(Volume Discounts)价格政策导致的结论,并提出了公司可以通过多产品组合定价等方法缓和这个问题,最后通过一个实例证实了文章的观点.
Many companies experience regular surges in demand during continual time periods with fixed peri- od length, which is referred to as ＂Hockey stick＂ phenomenon. In the early stage of a time period, the de- mand is low, while the demand is high at the end of the time period. This phenomenon is quite prevalent in supply chains, which puzzles many managers. In the traditional viewpoint, the phenomenon is due to the fact that salespeople are regularly measured. However, this paper does not agree on above viewpoint. In the con- text of fast consumer products, a model is proposed to prove that the reason for the phenomenon is the price policy of volume discounts, which is popularly employed in industry. Then, the methods of muhiple products compounding pricing policy are proposed to mitigate the problem. Finally, our model and methods are valida- ted by a case study.
出处
《管理科学学报》
CSSCI
北大核心
2008年第4期112-124,共13页
Journal of Management Sciences in China
基金
国家自然科学基金资助项目(70672040)
国家863计划资助项目(2006AA04Z153)
国家自然科学基金重点资助项目(70332001)
