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When facing high levels of overstock inventories, firms often push their salesforce to work harder than usual to attract more demand, and one way to achieve that is to offer attractive incentives. However, most research on the optimal design of salesforce incentives ignores this dependency and assumes that operational decisions of production/inventory management are separable from design of salesforce incentives. We investigate this dependency in the problem of joint salesforce incentive design and inventory/production control. We develop a dynamic Principal‐Agent model with both Moral Hazard and Adverse Selection in which the principal is strategic and risk‐neutral but the agent is myopic and risk‐averse. We find the optimal joint incentive design and inventory control strategy, and demonstrate the impact of operational decisions on the design of a compensation package. The optimal strategy is characterized by a menu of inventory‐dependent salesforce compensation contracts. We show that the optimal compensation package depends highly on the operational decisions; when inventory levels are high, (a) the firm offers a more attractive contract and (b) the contract is effective in inducing the salesforce to work harder than usual. In contrast, when inventory levels are low, the firm can offer a less attractive compensation package, but still expect the salesforce to work hard enough. In addition, we show that although the inventory/production management and the design of salesforce compensation package are highly correlated, information acquisition through contract design allows the firm to implement traditional inventory control policies: a market‐based state‐dependent policy (with a constant base‐stock level when the inventory is low) that makes use of the extracted market condition from the agent is optimal. This work appears to be the first article on operations that addresses the important interplay between inventory/production control and salesforce compensation decisions in a dynamic setting. Our findings shed light on the effective integration of these two significant aspects for the successful operation of a firm. © 2014 Wiley Periodicals, Inc. Naval Research Logistics 61: 320–340, 2014 相似文献
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面向体系的目标选择形式化描述及分析 总被引:2,自引:0,他引:2
针对信息化条件下各类目标相互作用反制作战能力倍增的特点,进行面向体系目标选择的相关问题分析。通过分析目标体系的概念和层次结构,建立目标选择的概念模型,并进行目标选择的形式化描述与分析,提供了一种研究军事概念模型的思路和方法,有助于目标选择决策支持系统的开发与验证。 相似文献
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在单故障假设条件下,考虑了传感器的失效概率和设备的故障率,提出一种以故障检测率和故障隔离率为约束条件的降低传感器费用和失效概率的混合整数非线性规划(MINLP)模型,从而为机电产品测试性设计中传感器选择问题提供了一种可行和有效的解决方法,并进行了案例验证,说明了该方法的有效性。 相似文献
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We consider the problem of identifying the simulated system with the best expected performance measure when the number of alternatives is finite and small (often < 500). Recently, more research efforts in the simulation community have been directed to develop ranking and selection (R&S) procedures capable of exploiting variance reduction techniques (especially the control variates). In this article, we propose new R&S procedures that can jointly use control variates and correlation induction techniques (including antithetic variates and Latin hypercube sampling). Empirical results and a realistic illustration show that the proposed procedures outperform the conventional procedures using sample means or control variates alone. © 2012 Wiley Periodicals, Inc. Naval Research Logistics, 2012 相似文献
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提出了装备用一次性化学电池动态输出特性的光电耦合测量法。该方法采用独立电源供电,工作安全可靠,系统标定和数据采集、处理及结果输出等均由计算机控制完成,具有良好的操作环境,并且可在电动高旋机上使用,也可以用于对各种电压信号远距离遥测。 相似文献
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针对海上远距通信场景,基于无人机之间的无线通信链路,对接收功率进行实际测量。在大尺度路径损耗方面,采用对数距离线性模型进行拟合,分析海上远距空-空无线信道特征,获取路径损耗指数,并采用射线跟踪方法进行仿真验证,通过仿真所得信道冲激响应在多径时延和功率方面分析产生接收功率快速变化的原因。分析结果表明,近岸的多径反射会造成接收功率的波动,并且会造成路径损耗的升高。利用三种分布函数对测量数据进行分布拟合,分析海面和近岸两种通信条件下空-空无线信道的小尺度分布特征。测量分析结果表明,小尺度特征受陆地反射影响明显,在距离陆地较远的海面呈现高斯分布特征,而在近陆地处未呈现典型分布特征。 相似文献
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舞蹈艺术和美术有着密切的关系。两者从表现语言的视觉本质到立足于形态的相同之处的思维方式 ,从结构节奏到形式的追求 ,都可以直接进行交流、相互吸取营养 相似文献