Price strategies and salesforce compensation design with overconfident sales agent

2020 ◽  
Vol 54 (5) ◽  
pp. 1347-1368
Author(s):  
Chen Kegui ◽  
Wang Xinyu ◽  
Huang Min ◽  
Song Xuefeng
Keyword(s):  
Sensitivity Analysis ◽  
Supply Chain ◽  
Comparative Studies ◽  
Pricing Strategies ◽  
Numerical Illustration ◽  
Pricing Decisions ◽  
Long Period ◽  
Sales Agent ◽  
Salesforce Compensation ◽  
Compensation Design

Salesforce compensation and pricing decisions have invoked the interest of several academicians and practitioners for a long period of time. However, dilemma of whether the pricing decisions should be made by the firm or delegated to the sales agent, especially the overconfident agent, is still unexplored. This study tries to investigate the problems associated with this dilemma by conducting a thorough study of the scenario, it studies a supply chain that the rational manufacturer hiring an overconfident sales agent to sell its products, the agent might overestimate the demand, or underestimate the variability of the demand. These behaviors are characterized as ability-based and precision-based overconfidence respectively. The models are designed for centralized pricing and delegated pricing settings, and the sensitivity analysis are conducted. Moreover, comparative studies have also been conducted to highlight the impacts of the two types of overconfidence on the compensation decisions under different pricing strategies. It was found out that, the manufacturer favors centralized pricing, while the sales agent prefers delegated pricing. The final decisions of both sides deviate considerably from the rational scenario, overconfidence prompts the agent to exert more efforts, which ultimately enhances manufacturer’s profits that the manufacturer should hire a more overconfident agent, while not guaranteeing a higher commission rate. Overconfidence leads to the decline of the agent’s actual utility, and the loss amount increases with the overconfidence level. The influences of the both types of overconfidence are substitutable. Managerial insights are also provided for various scenarios and propositions along with numerical illustration of the finding.

PRICING DECISIONS FOR A CLOSED-LOOP SUPPLY CHAIN IN A FUZZY ENVIRONMENT

2012 ◽  
Vol 29 (01) ◽  
pp. 1240003 ◽  
Author(s):  
JIE WEI ◽  
JING ZHAO ◽  
YONGJIAN LI
Keyword(s):  
Supply Chain ◽  
Closed Loop ◽  
Wholesale Price ◽  
Retail Price ◽  
Economic Behavior ◽  
Optimal Pricing ◽  
Pricing Strategies ◽  
Closed Loop Supply Chain ◽  
Pricing Decisions ◽  
Fuzzy Environment

This paper studies pricing problem for a closed-loop supply chain consisting of a manufacturer and a retailer in a fuzzy environment. The purpose of this paper is to explore how the manufacturer makes his decisions about wholesale price and transfer price and how the retailer makes her decisions about retail price and collecting price in the expected value standard. Each firm's optimal pricing strategies are established by using game theory under the centralized and decentralized decision cases, respectively. Managerial insights into the economic behavior of firms are also investigated, which can serve as the basis for empirical study in the future. Moreover, we analyze numerically the results and give some insights on the influence of some parameters.

scholarly journals The Impact of Consumers’ Peer-Induced Fairness Concerns on Mixed Retail and E-Tail Channels

2020 ◽  
Vol 2020 ◽  
pp. 1-15
Author(s):  
Yan-Fei Zhao ◽  
Yong Wang ◽  
Guo-Qiang Shi
Keyword(s):  
Supply Chain ◽  
Price Competition ◽  
Rapid Development ◽  
Pricing Strategies ◽  
Equilibrium Pricing ◽  
Pricing Decisions ◽  
Dual Channel ◽  
Market Competitiveness ◽  
Fairness Concerns ◽  
The Impact

With the rapid development of e-commerce, online retailing has become an important part of the market. In order to improve market competitiveness and increase market share, more and more retailers have opened both regular offline channel and online e-tail channel to sell products. Then how to price becomes an urgent problem for upstream manufacturers and dual-channel retailers when there is price competition between regular channel and e-tail channel, especially when consumers have peer-induced fairness concerns. However, linking consumers’ behavioral factors such as fairness concerns to pricing decisions of mixed retail and e-tail channels draws little attention in the literature on supply chain management. This paper incorporates “consumers’ peer-induced fairness concerns” (CPFC) into pricing decisions in a dyadic supply chain, where dual-channel retailer obtains products from manufacturers and then sells products to consumers through both regular channel and e-tail channel. We use game-theoretic models to analyze the equilibrium pricing strategies under the setting with “symmetry consumers’ peer-induced fairness concerns” (SCPFC) and with “asymmetry consumers’ peer-induced fairness concerns” (ACPFC), respectively. Detailed comparisons and numerical analysis are further conducted to examine the impacts of different types of CPFC on equilibrium pricing strategies and profits.

scholarly journals Pricing Decisions of a Two-Echelon Supply Chain in Fuzzy Environment

2013 ◽  
Vol 2013 ◽  
pp. 1-11 ◽  
Author(s):  
Jie Wei ◽  
Guoying Pang ◽  
Yongjun Liu ◽  
Qian Ma
Keyword(s):  
Supply Chain ◽  
Empirical Study ◽  
Closed Form ◽  
Reference Model ◽  
Optimal Pricing ◽  
Manufacturing Cost ◽  
Pricing Strategies ◽  
Pricing Decisions ◽  
Fuzzy Environment ◽  
The Future

Pricing decisions of a two-echelon supply chain with one manufacturer and duopolistic retailers in fuzzy environment are considered in this paper. The manufacturer produces a product and sells it to the two retailers, who in turn retail it to end customers. The fuzziness is associated with the customers’ demand and the manufacturing cost. The purpose of this paper is to analyze the effect of two retailers’ different pricing strategies on the optimal pricing decisions of the manufacturer and the two retailers themselves in MS Game scenario. As a reference model, the centralized decision scenario is also considered. The closed-form optimal pricing decisions of the manufacturer and the two retailers are derived in the above decision scenarios. Some insights into how pricing decisions vary with decision scenarios and the two retailers’ pricing strategies in fuzzy environment are also investigated, which can serve as the basis for empirical study in the future.

Research on Pricing Strategy of the Closed-Loop Supply Chain in Heterogeneous Market

2012 ◽  
Vol 236-237 ◽  
pp. 321-325
Author(s):  
Hong Wei Jiang
Keyword(s):  
Supply Chain ◽  
Closed Loop ◽  
Pricing Strategies ◽  
Supply Chain System ◽  
Closed Loop Supply Chain ◽  
Waste Products ◽  
Pricing Decisions ◽  
Product Pricing ◽  
The Impact ◽  
Optimum Production

This paper constructs a closed-loop supply chain system with the manufacturer recycling waste products from the retailer based on game theory in heterogeneous market in which the price of the new product is different from that of the remanufactured product. The optimal pricing decisions of the supply chain without remanufacturing and the closed-loop supply chain with remanufacturing are obtained. Through theoretical analysis and numerical simulation, we obtain the optimum production and pricing strategies, and analyze the impact of the consumers’ acceptance for the remanufactured product on product pricing, which provides a basis for the closed-loop supply chain’s production decisions.

scholarly journals Quality and Pricing Decisions in a Two-Echelon Supply Chain with Nash Bargaining Fairness Concerns

2018 ◽  
Vol 2018 ◽  
pp. 1-19 ◽  
Author(s):  
Ji-cai Li ◽  
Ji-hong Lu ◽  
Qi-liang Wang ◽  
Changwen Li
Keyword(s):  
Supply Chain ◽  
Product Quality ◽  
Bargaining Power ◽  
Reference Points ◽  
Nash Bargaining ◽  
Quality Level ◽  
Pricing Strategies ◽  
Pricing Decisions ◽  
Decision Structure ◽  
Fairness Concern

Product quality and pricing, as the important competitive tools, play a key role in attracting consumers. In a supply chain, the decisions on product quality and pricing are usually interlinked and would influence the cooperation relation between the members, especially when they are fairness-concerned and have different bargaining power. However, linking the quality and pricing decisions to the decision-makers’ behavioral factors such as fairness concern draws a little attention in the literature of supply chain management. This paper incorporates the members’ fairness preference and bargaining power into the product quality and pricing decisions in a two-echelon supply chain, where the supplier offers core components with a certain quality level to the downstream manufacturer, who subsequently sells the final products in the end market. Both the supplier and the manufacturer are assumed to be fairness-concerned by adopting Nash bargaining solutions as their fairness reference points. We use game-theoretic models to analyze the equilibrium product quality and pricing strategies under the setting of integrated and decentralized supply chain, respectively. Detailed comparisons and sensitivity analysis are further conducted to examine the impacts of members’ strengths of fairness concern, bargaining power, and decision structure on their equilibrium product quality and pricing strategies and corresponding payoffs.

scholarly journals Joint Innovation Investment and Pricing Decisions in Retail Supply Chains with Customer Value

2021 ◽  
Vol 13 (3) ◽  
pp. 1309
Author(s):  
Jiali Qu ◽  
Benyong Hu ◽  
Chao Meng
Keyword(s):  
Supply Chain ◽  
Cooperative Game ◽  
Customer Value ◽  
Business Models ◽  
Value Added ◽  
Revenue Sharing ◽  
Nash Bargaining ◽  
Product Price ◽  
Pricing Decisions ◽  
Game Equilibrium

In the retail industry, customer value has become the key to maintaining competitive advantages. In the era of new retail, customer value is not only affected by the product price, but it is also closely related to innovations, such as value-added services and unique business models. In this paper, we study the joint innovation investment and pricing decisions in a retailer–supplier supply chain based on revenue sharing contracts and customer value. We first find that, in the non-cooperative game, equilibrium only exists in the supplier Stackelberg game. However, revenue sharing contracts cannot coordinate the supply chain in the non-cooperative game. By considering supply chain members’ bargaining power, we find that there exists a unique equilibrium for the Nash bargaining product. In addition, revenue sharing contracts can coordinate the supply chain and achieve the optimal consumer surplus. When the supply chain is coordinated, supply chain profit is allocated to the supply chain members based on their bargaining powers.

scholarly journals Pricing Policies in a Retailer Stackelberg O2O Green Supply Chain

2020 ◽  
Vol 12 (8) ◽  
pp. 3236
Author(s):  
Gan Wan ◽  
Gang Kou ◽  
Tie Li ◽  
Feng Xiao ◽  
Yang Chen
Keyword(s):  
Supply Chain ◽  
Stackelberg Game ◽  
Good Combination ◽  
Green Supply Chain ◽  
Game Model ◽  
Mathematical Function ◽  
Pricing Strategies ◽  
Direct Channel ◽  
Retail Channel ◽  
Offline Channels

Due to the popularization of the concept of “new retailing”, we study a new commercial model named O2O (online-to-offline), which is a good combination model of a direct channel and a traditional retail channel. We analyze an O2O supply chain in which manufacturers are responsible for making green products and selling them through both online and offline channels. The retailer is responsible for all online and offline channels’ orders, and the manufacturer gives the retailer a fixed fee. We construct a mathematical function model and analyze the greenness and pricing strategies of centralized and decentralized settings through the retailer Stackelberg game model. Due to the effects of the double marginalization of supply chain members, we adopt a simple contract to coordinate the green supply chain. The paper’s contributions are that we obtain pricing and greening strategies by taking the cooperation of offline channels and online channels into consideration under the O2O green supply chain environment.

scholarly journals A Model of Waste Price in a Symbiotic Supply Chain Based on Stackelberg Algorithm

2021 ◽  
Vol 13 (4) ◽  
pp. 1740
Author(s):  
Cheng Che ◽  
Xiaoguang Zhang ◽  
Yi Chen ◽  
Liangyan Zhao ◽  
Zhihong Zhang
Keyword(s):  
Sensitivity Analysis ◽  
Supply Chain ◽  
Comparative Analysis ◽  
Power Structure ◽  
Income Level ◽  
Power Structures ◽  
Optimal Price ◽  
Supply Chain System ◽  
Chain System ◽  
Revenue Model

By establishing a two-level symbiotic supply chain system consisting of one supplier and one manufacturer, we use Stackelberg method to analyze the optimal price and revenue model of supplier and manufacturer in the symbiotic supply chain under two power structures in which the supplier and manufacturer are dominant respectively, and analyze the influence of the degree of symbiosis and power structure on the model. Through comparative analysis, we find that: There is a relationship between the income level and the degree of symbiosis in the symbiotic supply chain. The change of power structure will affect the relative benefits of suppliers and manufacturers in the symbiotic supply chain. The manufacturer’s expected unit product revenue will affect the supply chain revenue when the manufacturer is dominant. Finally, the sensitivity analysis of relevant parameters is carried out through an example analysis, and the validity of the conclusion is verified. This paper has a guiding significance for the behavior of enterprises in the cogeneration supply chain.

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