Threshold incentives over multiple periods and the sales hockey stick phenomenon

In this article, we study threshold‐based sales‐force incentives and their impact on a dealer's optimal effort. A phenomenon, observed in practice, is that the dealer exerts a large effort toward the end of the incentive period to boost sales and reach the threshold to make additional profits. In the literature, the resulting last‐period sales spike is sometimes called the hockey stick phenomenon (HSP). In this article, we show that the manufacturer's choice of the incentive parameters and the underlying demand uncertainty affect the dealer's optimal effort choice. This results in the sales HSP over multiple time periods even when there is a cost associated with waiting. We then show that, by linking the threshold to a correlated market signal, the HSP can be regulated. We also characterize the variance of the total sales across all the periods and demonstrate conditions under the sales variance can be reduced. © 2010 Wiley Periodicals, Inc. Naval Research Logistics, 2010     

One size does not fit all: personalized incentives in military compensation

A critical element in implementing a compensation scheme including nonmonetary incentives (NMIs) is recognizing that preferences vary widely across Service members. There are at least three sources of variability: across different population classes, across individuals within a population class, and across NMI packages for a particular individual. Surveys across different military communities, ranks, and years of Service show the difficulty of identifying any NMI that has significant value for even 50% of the active duty force. At the same time, approximately 80% of the surveyed Service members expressed a significant positive value for at least one NMI. Therefore, one-size-fits-all incentive packages will not be nearly as effective as more personalized incentive packages. The authors discuss variability in Service member NMI preferences and outline an approach to implementing personalized NMI packages in military compensation through a sealed-bid reverse auction, where Service members select individual NMIs from a “cafeteria-style” menu of options.     

Capacity allocation to sales agents in a decentralized logistics network

Many logistics systems operate in a decentralized way, while most optimization models assume a centralized planner. One example of a decentralized system is in some sea cargo companies: sales agents, who share ship capacity on a network, independently accept cargo from their location and contribute to the revenue of the system. The central headquarters does not directly control the agents' decisions but can influence them through system design and incentives. In this paper, we model the firm's problem to determine the best capacity allocation to the agents such that system revenue is maximized. In the special case of a single‐route, we formulate the problem as a mixed integer program incorporating the optimal agent behavior. For the NP‐hard multiple‐route case, we propose several heuristics for the problem. Computational experiments show that the decentralized system generally performs worse when network capacity is tight and that the heuristics perform reasonably well. We show that the decentralized system may perform arbitrarily worse than the centralized system when the number of locations goes to infinity, although the choice of sales incentive impacts the performance. We develop an upper bound for the decentralized system, where the bound gives insight on the performance of the heuristics in large systems. © 2007 Wiley Periodicals, Inc. Naval Research Logistics, 2007     

Environmental regulation in project‐based industries

We study the environmental regulation of industrial activities that are organized as projects. Applications arise in construction, ship and aircraft building, and film making, among other industries. Relative to manufacturing, environmental regulation is different in project‐based industries, due to the uniqueness and geographical diversity of projects, and a lack of product takeback programs. Because the amount of waste and pollution generated by project companies can be large, regulators need environmental policies to ensure reduction of waste and pollution. We consider a regulator who attempts to maximize social welfare. We model this problem as a bilevel nonlinear program. The upper level regulator specifies waste reduction targets, which the lower level project companies meet using waste stream reduction and remediation of pollution, while attempting to control their project costs. We find that high waste diversion targets lead to outcomes with little pollution, but excessive project costs and only modest waste stream reduction. Projects that have lower task precedence density, or that have pollutants with different environmental impacts, show larger increases in project cost and time resulting from regulation. We describe a subsidy for waste stream reduction that coordinates the system, and we estimate the value of coordination. We also describe a bonus that encourages truthful reporting by project companies, and evaluate the relative cost and effectiveness of the subsidy and the bonus. © 2015 Wiley Periodicals, Inc. Naval Research Logistics 62: 228–247, 2015     

Nash bargaining over allocations in inventory pooling contracts

When facing uncertain demand, several firms may consider pooling their inventories leading to the emergence of two key contractual issues. How much should each produce or purchase for inventory purposes? How should inventory be allocated when shortages occur to some of the firms? Previously, if the allocations issue was considered, it was undertaken through evaluation of the consequences of an arbitrary priority scheme. We consider both these issues within a Nash bargaining solution (NBS) cooperative framework. The firms may not be risk neutral, hence a nontransferable utility bargaining game is defined. Thus the physical pooling mechanism itself must benefit the firms, even without any monetary transfers. The firms may be asymmetric in the sense of having different unit production costs and unit revenues. Our assumption with respect to shortage allocation is that a firm not suffering from a shortfall, will not be affected by any of the other firms' shortages. For two risk neutral firms, the NBS is shown to award priority on all inventory produced to the firm with higher ratio of unit revenue to unit production cost. Nevertheless, the arrangement is also beneficial for the other firm contributing to the total production. We provide examples of Uniform and Bernoulli demand distributions, for which the problem can be solved analytically. For firms with constant absolute risk aversion, the agreement may not award priority to any firm. Analytically solvable examples allow additional insights, e.g. that higher risk aversion can, for some problem parameters, cause an increase in the sum of quantities produced, which is not the case in a single newsvendor setting. © 2008 Wiley Periodicals, Inc. Naval Research Logistics, 2008     

The transshipment fund mechanism: Coordinating the decentralized multilocation transshipment problem

The multilocation replenishment and transshipment problem is concerned with several retailers facing random demand for the same item at distinct markets, that may use transshipments to eliminate excess inventory/shortages after demand realization. When the system is decentralized so that each retailer operates to maximize their own profit, there are incentive problems that prevent coordination. These problems arise even with two retailers who may pay each other for transshipped units. We propose a new mechanism based on a transshipment fund, which is the first to coordinate the system, in a fully noncooperative setting, for all instances of two retailers as well as all instances of any number of retailers. Moreover, our mechanism strongly coordinates the system, i.e., achieves coordination as the unique equilibrium. The computation and information requirements of this mechanism are realistic and relatively modest. We also present necessary and sufficient conditions for coordination and prove they are always satisfied with our mechanism. Numerical examples illustrate some of the properties underlying this mechanism for two retailers. © 2010 Wiley Periodicals, Inc. Naval Research Logistics, 2010     

THE NEXUS OF GLOBALIZATION AND NEXT-GENERATION NONPROLIFERATION

Although globalization has created opportunities for nuclear and biological proliferation dangers to take root and grow, it also has opened the door to new solutions. Original ideas and approaches are needed to develop a stronger, more flexible next-generation nonproliferation strategy that accounts for the increasingly important integration of economic, political, and technological issues. The foundation of this strategy should focus on tapping the power of market-based mechanisms, understanding how commercially driven decisions affect proliferation threats, establishing new partnerships, and forging cohesion among the current nonproliferation mechanisms. The implementation of such a strategy will require forceful leadership, a cultural shift from both policymakers and the range of stakeholders, and consensus building within the international community.     

先秦兵家军事激励思想研究

先秦时期的兵家军事激励思想以赏罚为核心,以宗法家族为支撑,以情感为纽带,以道德为原则,以礼、仪为形式。这些构成了先秦时期兵家军事激励思想的主体部分,同时以其派生物为补充,构成了整个先秦时期的兵家军事激励内容。