Selling to strategic and loss‐averse consumers: Stocking,procurement, and product design policies

Motivated by the presence of loss‐averse decision making behavior in practice, this article considers a supply chain consisting of a firm and strategic consumers who possess an S‐shaped loss‐averse utility function. In the model, consumers decide the purchase timing and the firm chooses the inventory level. We find that the loss‐averse consumers' strategic purchasing behavior is determined by their perceived gain and loss from strategic purchase delay, and the given rationing risk. Thus, the firm that is cognizant of this property tailors its inventory stocking policy based on the consumers' loss‐averse behavior such as their perceived values of gain and loss, and their sensitivity to them. We also demonstrate that the firm's equilibrium inventory stocking policy reflects both the economic logic of the traditional newsvendor inventory model, and the loss‐averse behavior of consumers. The equilibrium order quantity is significantly different from those derived from models that assume that the consumers are risk neutral and homogeneous in their valuations. We show that the firm that ignores strategic consumer's loss‐aversion behavior tends to keep an unnecessarily high inventory level that leads to excessive leftovers. Our numerical experiments further reveal that in some extreme cases the firm that ignores strategic consumer's loss‐aversion behavior generates almost 92% more leftovers than the firm that possesses consumers’ loss‐aversion information and takes it into account when making managerial decisions. To mitigate the consumer's forward‐looking behavior, we propose the adoption of the practice of agile supply chain management, which possesses the following attributes: (i) procuring inventory after observing real‐time demand information, (ii) enhanced design (which maintains the current production mix but improves the product performance to a higher level), and (iii) customized design (which maintains the current performance level but increases the variety of the current production line to meet consumers’ specific demands). We show that such a practice can induce the consumer to make early purchases by increasing their rationing risk, increasing the product value, or diversifying the product line. © 2015 Wiley Periodicals, Inc. Naval Research Logistics 62: 435–453, 2015     

The loss‐averse newsvendor problem with supply options

In this article, we consider a loss‐averse newsvendor with stochastic demand. The newsvendor might procure options when demand is unknown, and decide how many options to execute only after demand is revealed. If the newsvendor reserves too many options, he would incur high reservation costs. Yet reserving too few could result in lost sales. So the newsvendor faces a trade‐off between reservation costs and losing sales. When there are multiple options available, the newsvendor has to consider how many units of each to reserve by studying the trade‐off between flexibility and costs. We show how the newsvendor's loss aversion behavior affects his ordering decision, and propose an efficient algorithm to compute his optimal solution in the general case with n options. We also present examples showing how the newsvendor's ordering strategy changes as loss aversion rises. © 2014 Wiley Periodicals, Inc. 62:46–59, 2015     

Optimal and asymptotically optimal policies for assemble‐to‐order n‐ and W‐systems

We consider two specially structured assemble‐to‐order (ATO) systems—the N‐ and W‐systems—under continuous review, stochastic demand, and nonidentical component replenishment leadtimes. Using a hybrid approach that combines sample‐path analysis, linear programming, and the tower property of conditional expectation, we characterize the optimal component replenishment policy and common‐component allocation rule, present comparative statics of the optimal policy parameters, and show that some commonly used heuristic policies can lead to significant optimality loss. The optimality results require certain symmetry in the cost parameters. In the absence of this symmetry, we show that, for systems with high demand volume, the asymptotically optimal policy has essentially the same structure; otherwise, the optimal policies have no clear structure. For these latter systems, we develop heuristic policies and show their effectiveness. © 2016 Wiley Periodicals, Inc. Naval Research Logistics 62: 617–645, 2015     

Auctions in the post‐change‐order period

A change order is frequently initiated by either the supplier or the buyer, especially when the contract is long‐term or when the contractual design is complex. In response to a change order, the buyer can enter a bargaining process to negotiate a new price. If the bargaining fails, she pays a cancellation fee (or penalty) and opens an auction. We call this process the sequential bargaining‐auction (BA). At the time of bargaining, the buyer is uncertain as to whether the bargained price is set to her advantage; indeed, she might, or might not, obtain a better price in the new auction. To overcome these difficulties, we propose a new change‐order‐handling mechanism by which the buyer has an option to change the contractual supplier after bargaining ends with a bargained price. We call this the option mechanism. By this mechanism, the privilege of selling products or services is transferred to a new supplier if the buyer exercises the option. To exercise the option, the buyer pays a prespecified cash payment, which we call the switch price, to the original supplier. If the option is not exercised, the bargained price remains in effect. When a switch price is proposed by the buyer, the supplier decides whether or not to accept it. If the supplier accepts it, the buyer opens an auction. The option is exercised when there is a winner in the auction. This article shows how, under the option mechanism, the optimal switch price and the optimal reserve price are determined. Compared to the sequential BA, both the buyer and the supplier benefit. Additionally, the option mechanism coordinates the supply chain consisting of the two parties. © 2015 Wiley Periodicals, Inc. Naval Research Logistics 62: 248–265, 2015     

Sojourn times in a two‐stage queueing network with blocking

The model considered in this paper involves a tandem queue consisting of a sequence of two waiting lines. The main feature of our model is blocking, i.e., as soon as the second waiting line reaches a certain upper limit, the first line is blocked. The input of units to the tandem queue is the MAP (Markovian arrival process), and service requirements are of phase type. Our objective is to study the sojourn time distribution under the first‐come‐first‐serve discipline by analyzing the sojourn time through times until absorption in appropriately defined quasi‐birth‐and‐death processes and continuous‐time Markov chains. © 2004 Wiley Periodicals, Inc. Naval Research Logistics, 2004     

Economic ordering decisions with market choice flexibility

Standard approaches to classical inventory control problems treat satisfying a predefined demand level as a constraint. In many practical contexts, however, total demand is comprised of separate demands from different markets or customers. It is not always clear that constraining a producer to satisfy all markets is an optimal approach. Since the inventory‐related cost of an item depends on total demand volume, no clear method exists for determining a market's profitability a priori, based simply on per unit revenue and cost. Moreover, capacity constraints often limit a producer's ability to meet all demands. This paper presents models to address economic ordering decisions when a producer can choose whether to satisfy multiple markets. These models result in a set of nonlinear binary integer programming problems that, in the uncapacitated case, lend themselves to efficient solution due to their special structure. The capacitated versions can be cast as nonlinear knapsack problems, for which we propose a heuristic solution approach that is asymptotically optimal in the number of markets. The models generalize the classical EOQ and EPQ problems and lead to interesting optimization problems with intuitively appealing solution properties and interesting implications for inventory and pricing management. © 2003 Wiley Periodicals, Inc. Naval Research Logistics, 2004.     

Priority queue with customer upgrades

This article is concerned with a general multi‐class multi‐server priority queueing system with customer priority upgrades. The queueing system has various applications in inventory control, call centers operations, and health care management. Through a novel design of Lyapunov functions, and using matrix‐analytic methods, sufficient conditions for the queueing system to be stable or instable are obtained. Bounds on the queue length process are obtained by a sample path method, with the help of an auxiliary queueing system. © 2012 Wiley Periodicals, Inc. Naval Research Logistics, 2012     

Coordinated pricing and inventory control problems with capacity constraints and fixed ordering cost

This article addresses a single‐item, finite‐horizon, periodic‐review coordinated decision model on pricing and inventory control with capacity constraints and fixed ordering cost. Demands in different periods are random and independent of each other, and their distributions depend on the price in the current period. Each period's stochastic demand function is the additive demand model. Pricing and ordering decisions are made at the beginning of each period, and all shortages are backlogged. The objective is to find an optimal policy that maximizes the total expected discounted profit. We show that the profit‐to‐go function is strongly CK‐concave, and the optimal policy has an (s,S,P) ‐like structure. © 2012 Wiley Periodicals, Inc. Naval Research Logistics, 2012     

基于ExtendSim的系统可靠性建模

针对传统可靠性仿真模型建模繁琐,编程困难的问题,建立了基于Ex tendS im的可靠性模型,即串联、并联、旁联模型,相比传统方法具有建模直观、调试方便等优点,并以某混联系统为例与解析模型进行了对比验证,仿真结果表明,建立的可靠性模型是可信的,且此模型不依赖于单元寿命分布,相比解析模型具有更强的适应性。     

联合编队作战行动方案建模

研究联合编队的作战行动方案问题,首先需要建立合理的任务模型。在基本作战样式基础上,针对联合编队任务特点,设计了一种联合编队作战行动方案的建模方法。该模型包含对海攻击和对空防御等5种基本作战样式,结合规划和调度两方面的特点,提供了资源和系统状态的描述机制。实例证明建模方案不仅具有可行性,而且丰富了作战行动方案的建模理论,对联合编队作战系统的研究、决策和建设具有一定的参考价值。