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引用次数: 0
摘要
问题定义:考虑到实践中常见的运营因素,包括库存成本、可收缩需求信息与可删减需求信息,以及受控订货与委托订货,我们研究了在私人信息和不可观察行动背景下的最优销售人员补偿方案。方法/结果:基于具有一般需求和成本函数的代理模型,我们推导出了可执行合同的最优条件,这些合同在所有情况下都能实现次优结果。这些合同采用菜单形式,对需求或销售进行线性补偿,并包含库存成本。此外,如果委托订货,合同的特点是根据订货水平调整补偿。管理意义:我们的研究表明,在相当温和的条件下,即使面对共同的运营因素和广义的需求与成本函数,最优的销售队伍合同仍能保持相对简单的形式。然而,合同必须量身定制,以适应运营环境。耐人寻味的是,无论是需求信息的损失还是库存决策的委托,都不会影响系统的最佳效率:H. Song 的研究得到了国家自然科学基金委重点国际合作与交流项目[批准号:W2411062]和国家自然科学基金委创新研究群体基金[批准号:71821002]的部分资助:在线附录见 https://doi.org/10.1287/msom.2022.0400 。
Optimal Salesforce Compensation with General Demand and Operational Considerations
Problem definition: We investigate the optimal salesforce compensation scheme in the context of private information and unobservable actions, considering common operational factors encountered in practice, including inventory costs, contractible versus censored demand information, and controlled versus delegated ordering. Methodology/results: Based on an agency model with general demand and cost functions, we derive optimality conditions for implementable contracts that can achieve the second-best outcome in all scenarios. The contracts are in the forms of a menu with linear compensation for demand or sales, incorporating inventory costs. Moreover, the contracts feature adjustments in compensation corresponding to the ordering level if it is delegated. Managerial implications: Our study reveals that, under reasonably mild conditions, optimal salesforce contracts can still maintain relatively simple forms, even when confronted with common operational factors and generalized demand and cost functions. However, the contracts must be tailored to suit the operational settings. Intriguingly, neither the loss of demand information nor the delegation of inventory decisions would compromise system efficiency at optimum.Funding: H. Song is partially supported by the Key International Cooperation and Exchange Projects of the NSFC [Grant W2411062] and the Foundation for Innovative Research Groups of the NSFC [Grant 71821002].Supplemental Material: The online appendix is available at https://doi.org/10.1287/msom.2022.0400 .