A nonatomic‐game model for timing clearance sales under competition

We deal with dynamic revenue management (RM) under competition using the nonatomic‐game approach. Here, a continuum of heterogeneous sellers try to sell the same product over a given time horizon. Each seller can lower his price once at the time of his own choosing, and faces Poisson demand arrival with a rate that is the product of a price‐sensitive term and a market‐dependent term. Different types of sellers interact, and their respective prices help shape the overall market in which they operate, thereby influencing the behavior of all sellers. Using the infinite‐seller approximation, which deprives any individual seller of his influence over the entire market, we show the existence of a certain pattern of seller behaviors that collectively produce an environment to which the behavior pattern forms a best response. Such equilibrium behaviors point to the suitability of threshold‐like pricing policies. Our computational study yields insights to RM under competition, such as profound ways in which consumer and competitor types influence seller behaviors and market conditions. © 2014 Wiley Periodicals, Inc. Naval Research Logistics 61: 365–385, 2014     

基于费效分析的装备延伸保修购买决策

保修机制是部队引入承制方装备维修力量的重要途径,延伸保修对装备的寿命周期费用以及承制方保修费用有很大影响。针对军方延伸保修购买决策问题,在对维修策略分析的基础上,综合考虑装备维修费用和可用度,建立了延伸保修购买决策相关模型,结合装备承制方保修成本及军方装备维修费用——效能分析,得到了在不同价格区间内延伸保修购买决策,并给出了特定条件下存在的双赢延伸保修价格区间,最后通过实例验证了模型的有效性。     

Warranty reserves for nonstationary sales processes

Estimation of warranty costs, in the event of product failure within the warranty period, is of importance to the manufacturer. Costs associated with replacement or repair of the product are usually drawn from a warranty reserve fund created by the manufacturer. Considering a stochastic sales process, first and second moments (and thereby the variance) are derived for the manufacturer's total discounted warranty cost of a single sale for single‐component items under four different warranty policies from a manufacturer's point of view. These servicing strategies represent a renewable free‐replacement, nonrenewable free‐replacement, renewable pro‐rata, and a nonrenewable minimal‐repair warranty plans. The results are extended to determine the mean and variance of total discounted warranty costs for the total sales over the life cycle of the product. Furthermore, using a normal approximation, warranty reserves necessary for a certain protection level, so that reserves are not completely depleted, are found. Results and their managerial implications are studied through an extensive example. © 2002 Wiley Periodicals, Inc. Naval Research Logistics 49: 499–513, 2002; Published online in Wiley InterScience (www.interscience.wiley.com). DOI 10.1002/nav.10023     

Designing and pricing menus of extended warranty contracts

Extended warranties provide “piece of mind” to a consumer in that product failures which occur after the base warranty expires are rectified at little or no cost. They also provide an additional source of revenue for manufacturers or third‐party providers, such as retailers or insurance providers, and help cultivate consumer loyalty. In this article, we analyze a number of extended warranty contracts which differ in design, including restrictions on deferrals and renewals. With the use of dynamic programming, we compute the optimal strategy for a consumer with perfect information and determine the optimal pricing policy for the provider given the consumer's risk characterization. We also provide insight into when different contracts should be issued. Finally, we illustrate how profits can be dramatically increased by offering menus of warranty contracts, as opposed to stand alone contracts, with the use of integer programming. Surprisingly, risk‐taking consumers provide the greatest benefit to offering menus. These insights can help a company develop a comprehensive warranty planning strategy for given products or product lines. © 2009 Wiley Periodicals, Inc. Naval Research Logistics 2009     

Cost analysis of warranty policies

This article analyzes two general warranty policies involving an initial free replacement period, followed by a pro rata period. We examine the short-run total costs and longrun average costs under these policies. Formulas for both consumer costs and manufacturer profits under warranty are derived. We also study the expected number of purchases over the product life cycle under both policies. Bounds for the expected total costs and expected number of purchases are obtained for the case where the failure distribution of the item is new better than used.     

Outsourcing warranty repairs: Dynamic allocation

In this paper we consider the problem of minimizing the costs of outsourcing warranty repairs when failed items are dynamically routed to one of several service vendors. In our model, the manufacturer incurs a repair cost each time an item needs repair and also incurs a goodwill cost while an item is awaiting and undergoing repair. For a large manufacturer with annual warranty costs in the tens of millions of dollars, even a small relative cost reduction from the use of dynamic (rather than static) allocation may be practically significant. However, due to the size of the state space, the resulting dynamic programming problem is not exactly solvable in practice. Furthermore, standard routing heuristics, such as join‐the‐shortest‐queue, are simply not good enough to identify potential cost savings of any significance. We use two different approaches to develop effective, simply structured index policies for the dynamic allocation problem. The first uses dynamic programming policy improvement while the second deploys Whittle's proposal for restless bandits. The closed form indices concerned are new and the policies sufficiently close to optimal to provide cost savings over static allocation. All results of this paper are demonstrated using a simulation study. © 2005 Wiley Periodicals, Inc. Naval Research Logistics, 2005     

Comparisons of renewable warranties

Two types of warranties are commonly applied. There are replacement‐free warranty and pro‐rata warranty. The third warranty is the mixing of the above two. That is it has a replacement‐free stage followed by a pro‐rata stage. In addition to the above classification, warranties can also be a renewable or nonrenewable. No matter which warranty is used, it always incurs certain cost to the manufacturer. Moreover, often manufacturers want to improve the quality of products by burn‐in before delivering them to consumers, and this incurs an extra cost. This article considers the random costs for both burn‐in and renewable warranty, and derives the mean warranty cost. Then the mean costs corresponding to pure replacement‐free warranty, mixing renewable warranty, and pure pro‐rata warranty are compared. Furthermore, the mean costs under the same warranty policy associated with different lifetime distributions of products are also compared. © 1999 John Wiley & Sons, Inc. Naval Research Logistics 46: 91–106, 1999     

Some aspects in estimating warranty and post‐warranty repair demands

When customers buy a product, they are often eligible for free repairs for a certain warranty period. In this article, we study some important aspects, which are often overlooked in the literature but are of interest to the manufacturer, in estimating both warranty and post‐warranty repair demands. We consider that the installed base of the product (i.e., the number of units of the product actually in use) varies with time due to both new sales and units being taken out of service. When estimating warranty and post‐warranty repair demands, we explicitly address the fact that customers may not always request repairs for failed units. For the case where the product failure time distribution is exponential, we derive the closed‐form expressions for both types of repair demands of a single unit and of the time‐varying installed base. The insights into some risk‐related quantities are also presented. Furthermore, the proposed model is extended by considering delayed warranty claims that are frequently seen in practice. Numerical examples illustrate that understanding both types of repair demands and the related decision variables is important for managing the obligatory and profitable repair services. © 2013 Wiley Periodicals, Inc. Naval Research Logistics 60: 499–511, 2013     

A sequential auction‐bargaining procurement model

One of the most important decisions that a firm faces in managing its supply chain is a procurement decision: selecting suitable suppliers among many potential competing sellers and reducing the purchase cost. While both auctions and bargaining have been extensively studied in the literature, the research that combines auctions and bargaining is limited. In this article, we consider a combined auction‐bargaining model in a setting where a single buyer procures an indivisible good from one of many competing sellers. The procurement model that we analyze is a sequential model consisting of the auction phase followed by the bargaining phase. In the auction phase, the sellers submit bids, and the seller with the lowest bid is selected as the winning bidder. In the bargaining phase, the buyer audits the cost of the winning seller and then negotiates with him to determine the final price. For this auction‐bargaining model, we find a symmetric equilibrium bidding strategy for the sellers in a closed form, which is simple to understand and closely related to the classical results in the auction and bargaining literature. We also show that the auction‐bargaining model generates at least as much profit to the buyer as the standard auction or sequential bargaining model. © 2009 Wiley Periodicals, Inc. Naval Research Logistics, 2010     

Impacts of logistics information on sales: Evidence from Alibaba

Facing fierce competition from rivals, sellers in online marketplaces are eager to improve their sales by delivering items faster and more reliably. Because logistics quality can be known only after a transaction, sellers must identify effective ways to communicate logistics information to consumers. Drawing on the accessibility-diagnosticity framework, we theorize that the sales impacts of logistics information depend on its relative diagnostic value. Using data on 1493 items with 505,785 consumer reviews from an online marketplace, we examine how sales are affected by three information sources for logistics services: online word of mouth (WOM) about logistics, self-reported logistics services, and expected delivery time. We use an instrumental variable method to address the endogeneity issue between sales and WOM. We find that, ceteris paribus, consumers give more weight to WOM about logistics and delivery time when they make purchase decisions but less weight to self-reported logistics service. The effects of logistics information on sales are asymmetric for large and small sellers.     

新型光电装备延伸保修决策方法研究

延伸保修是开展军民融合式装备保障的重要技术手段之一,通过合理选择延伸保修策略,可以在有限的经济条件下较好地完成维修保障任务,提高装备维修保障效益.针对新型光电装备特点,在考虑安全性、任务性和经济性因素的背景下,提出一种由逻辑决断分析法和模糊层次分析法相结合的延伸保修决策方法.通过逻辑决断分析从定性角度选择合理的延伸保修策略,采用模糊层次分析法对逻辑决断得到的结果进行定量补充分析,为类似装备的延伸保修决策提供决策参考.     

Inventory control and periodic price discounting campaigns

This paper develops an inventory model that determines replenishment strategies for buyers facing situations in which sellers offer price‐discounting campaigns at random times as a way to drive sales or clear excess inventory. Specifically, the model deals with the inventory of a single item that is maintained to meet a constant demand over time. The item can be purchased at two different prices denoted high and low. We assume that the low price goes into effect at random points in time following an exponential distribution and lasts for a random length of time following another exponential distribution. We highlight a replenishment strategy that will lead to the lowest inventory holding and ordering costs possible. This strategy is to replenish inventory only when current levels are below a certain threshold when the low price is offered and the replenishment is to a higher order‐up‐to level than the one currently in use when inventory depletes to zero and the price is high. Our analysis provides new insight into the behavior of the optimal replenishment strategy in response to changes in the ratio of purchase prices together with changes in the ratio of the duration of a low‐price period to that of a high‐price period. © 2006 Wiley Periodicals, Inc. Naval Research Logistics, 2007.     

Termination policies for a two-state stochastic process

The purpose of this paper is to investigate and optimize policies which can be used to terminate a two-state stochastic process with a random lifetime. Such a policy consists of a schedule of times at which termination attempts should be made. Conditions are given which reduce the difficulty of finding the optimal policy by eliminating constraints and some boundary points from consideration. Finally, a bound for the optimal policy is derived for a case where some restrictions are imposed on the model.     

军民融合条件下新型军械装备保修模式研究

针对如何引入承制方优质技术力量支援部队维修保障能力建设这一问题,分析我军现役军械装备维修保障力量、保障模式存在的不足和地方装备维修保障力量的能力特点,明确承制方在军民融合条件下装备维修保障力量中的重要地位.在借鉴国外研究成果的基础上,深入分析和系统设计了我军军械装备的保修模式.结合部队巡检机制,建立了一维免费-按比例收费组合保修的费效模型来验证采购合同中保修条款的合理性.最后进行了案例分析,证明了模型的有效性和实用性.     

Quantity discount pricing policies for heterogeneous retailers with price sensitive demand

Although quantity discount policies have been extensively analyzed, they are not well understood when there are many different buyers. This is especially the case when buyers face price‐sensitive demand. In this paper we study a supplier's optimal quantity discount policy for a group of independent and heterogeneous retailers, when each retailer faces a demand that is a decreasing function of its retail price. The problem is analyzed as a Stackelberg game whereby the supplier acts as the leader and buyers act as followers. We show that a common quantity discount policy that is designed according to buyers' individual cost and demand structures and their rational economic behavior is able to significantly stimulate demand, improve channel efficiency, and substantially increase profits for both the supplier and buyers. Furthermore, we show that the selection of all‐units or incremental quantity discount policies has no effect on the benefits that can be obtained from quantity discounts. © 2005 Wiley Periodicals, Inc. Naval Research Logistics, 2005     

Cost analysis of pro rata and free-replacement warranties

This article examines the short run total costs and long run average costs of products under warranty. Formulae for both consumer cost under warranty and producer profit are derived. The results in the case of the pro rata warranty correct a mistake appearing in Blischke and Scheuer [5]. We also show that expected average cost to both the producer and the consumer of a product under warranty depends on both the mean of the product lifetime distribution and on its failure rate.     

Dynamic routing of prioritized warranty repairs

Recent years have seen a strong trend toward outsourcing warranty repair services to outside vendors. In this article we consider the problem of dynamically routing warranty repairs to service vendors when warranties have priority levels. Each time an item under warranty fails, it is sent to one of the vendors for repair. Items covered by higher priority warranty receive higher priority in repair service. The manufacturer pays a fixed fee per repair and incurs a linear holding cost while an item is undergoing or waiting for repair. The objective is to minimize the manufacturer's long‐run average cost. Because of the complexity of the problem, it is very unlikely that there exist tractable ways to find the optimal routing strategies. Therefore, we propose five heuristic routing procedures that are applicable to real‐life problems. We evaluate the heuristics using simulation. The simulation results show that the index‐based “generalized join the shortest queue” policy, which applies a single policy improvement step to an initial state‐independent policy, performs the best among all five heuristics. © 2007 Wiley Periodicals, Inc. Naval Research Logistics, 2008     

Determination of suppliers' optimal quantity discount schedules with heterogeneous buyers

Although the quantity discount problem has been extensively studied in the realm of a single supplier and a single buyer, it is not well understood when a supplier has many different buyers. This paper presents an analysis of a supplier's quantity discount decision when there are many buyers with different demand and cost structures. A common discrete all‐unit quantity discount schedule with many break points is used. After formulating the model, we first analyze buyers' responses to a general discrete quantity discount schedule. This analysis establishes a framework for a supplier to formulate his quantity discount decision. Under this framework, the supplier's optimal quantity discount schedule can be formulated and solved by a simple non‐linear programming model. The applicability of the model is discussed with an application for a large U.S. distribution network. © 2002 John Wiley & Sons, Inc. Naval Research Logistics, 49: 46–59, 2002; DOI 10.1002/nav.1052     

Optimal scheduling of reader—systems

We consider a reader—writer system consisting of a single server and a fixed number of jobs (or customers) belonging to two classes. Class one jobs are called readers and any number of them can be processed simultaneously. Class two jobs are called writers and they have to be processed one at a time. When a writer is being processed no other writer or readers can be processed. A fixed number of readers and writers are ready for processing at time 0. Their processing times are independent random variables. Each reader and writer has a fixed waiting cost rate. We find optimal scheduling rules that minimize the expected total waiting cost (expected total weighted flowtime). We consider both nonpreemptive and preemptive scheduling. The optimal nonpreemptive schedule is derived by a variation of the usual interchange argument, while the optimal schedule in the preemptive case is given by a Gittins index policy. These index policies continue to be optimal for systems in which new writers enter the system in a Poisson fashion. © 1998 John Wiley & Sons, Inc. Naval Research Logistics 45: 483–495, 1998     

新型光电装备免费及按比例组合保修策略

通过对新型光电装备故障规律和实际保修的需求分析,在原有规定保证期内免费保修策略基础上进行优化,提出免费及按比例保修组合策略概念,建立该策略对应的费用模型及可用度模型,得到费效比函数。同时通过对某新型光电装备保证期内维修保障工作应用组合保修策略开展实例建模,得到最优策略并分析证明提出该组合策略的实用性和可行性。