Coordination of marketing and production for price and leadtime decisions

被引：85

作者：

Pekgun, Pelin ^{[1
]}

Griffin, Paul M. ^{[1
]}

Keskinocak, Pinar ^{[1
]}

机构：

[1] Georgia Inst Technol, H Milton Stewart Sch Ind & Syst Engn, Atlanta, GA 30332 USA

来源：

IIE TRANSACTIONS | 2008年 / 40卷 / 01期

基金：

美国国家科学基金会;

关键词：

leadtime; pricing; marketing/production coordination;

D O I：

10.1080/07408170701245346

中图分类号：

T [工业技术];

学科分类号：

08 ;

摘要：

We study a firm which serves customers that are sensitive to quoted price and leadtime, with pricing and leadtime decisions being made by the marketing and production departments, respectively. We analyze the inefficiencies created by the decentralization of the price and leadtime decisions. In the decentralized setting, the total demand generated is larger, leadtimes are longer, quoted prices are lower, and the firm's profits are lower as compared to the centralized setting. We show that coordination can be achieved using a transfer price contract with bonus payments. We also provide insights on the sensitivity of the optimal decisions with respect to market characteristics, sequence of decisions and the firm's capacity level.

引用

页码：12 / 30

页数：19

共 46 条

[11] QUOTING CUSTOMER LEAD TIMES [J].

DUENYAS, I ;

HOPP, WJ .

MANAGEMENT SCIENCE, 1995, 41 (01) :43-57

[12] Pricing and lead time decisions for make-to-order firms with contingent orders [J].

Easton, FF ;

Moodie, DR .

EUROPEAN JOURNAL OF OPERATIONAL RESEARCH, 1999, 116 (02) :305-318

[13] An operational decision model for lead-time and price quotation in congested manufacturing systems [J].

ElHafsi, M .

EUROPEAN JOURNAL OF OPERATIONAL RESEARCH, 2000, 126 (02) :355-370

[14] Negotiating price delivery date in a stochastic manufacturing environment [J].

Elhafsi, M ;

Rolland, E .

IIE TRANSACTIONS, 1999, 31 (03) :255-270

[15] MARKETING-PRODUCTION DECISIONS IN AN INDUSTRIAL CHANNEL OF DISTRIBUTION [J].

ELIASHBERG, J ;

STEINBERG, R .

MANAGEMENT SCIENCE, 1987, 33 (08) :981-1000

[16]

Eliashberg J., 1993, Hand- books in operations research and management science, V5, P827

[17]

ERKOC M, 2002, DUE DATE COORDINATIO

[18]

GUPTA D, 2004, SUPPLIER MANUFACTURE

[19] Why should marketing and manufacturing work together? Some exploratory empirical results [J].

Hausman, WH ;

Montgomery, DB ;

Roth, AV .

JOURNAL OF OPERATIONS MANAGEMENT, 2002, 20 (03) :241-257

[20] Setting customer expectation in service delivery: An integrated marketing-operations perspective [J].

Ho, TH ;

Zheng, YS .

MANAGEMENT SCIENCE, 2004, 50 (04) :479-488

← 1 2 3 4 5 →