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Discount Pricing Policies and the Coordination of Decentralized Distribution Systems

机译：折扣定价政策与分散分销系统的协调

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摘要

A challenge of supply chain management is to align the objectives, and hence coordinate the activities, of independent supply chain members. In this study, we approach this problem in a simple way by extending traditional quantity discounts that are based solely on buyers' individual order size to discount policies that are based on both buyers' individual order size and their annual volume. We show that discount policies are able to achieve nearly optimal system profit and, hence, provide effective coordination, for a decentralized two-echelon distribution system, whereby a supplier sells a product to a group of heterogeneous and independent retailers each facing a downward-sloping demand curve of its retail price. When buyers are heterogeneous, a critical issue of coordination is to motivate different customers to increase their demand and lot size according to their potential so as to improve profits. We show that market heterogeneity presents an effective discriminating factor for the supplier to segment customers in the design of a coordination mechanism.
机译：供应链管理的挑战是协调独立供应链成员的目标，从而协调其活动。在本研究中，我们通过将仅基于购买者的单个订单大小的传统数量折扣扩展到基于购买者的单个订单大小及其年产量的折扣策略，以一种简单的方式解决了这个问题。我们显示，折扣政策能够实现近乎最优的系统利润，并因此为分散的两级分销系统提供有效的协调，从而使供应商将产品出售给一组异质且独立的零售商，每个零售商都面临着向下倾斜零售价格的需求曲线。当购买者是异类时，协调的关键问题是激励不同的顾客根据他们的潜力增加他们的需求和手数，以提高利润。我们表明，市场异质性为供应商在协调机制设计中细分客户提供了有效的区分因素。

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