Technical Note: Optimal Salesforce Compensation with Supply–Demand Mismatch Costs
| Autor: | Wenqiang Xiao, Binqing Xiao |
|---|---|
| Rok vydání: | 2019 |
| Předmět: |
Mathematical optimization
Single product Forecast error Computer science Manufacturers' representative 05 social sciences Technical note Management Science and Operations Research Industrial and Manufacturing Engineering Supply and demand Compensation (engineering) Demand response Management of Technology and Innovation 0502 economics and business 050211 marketing 050203 business & management |
| Zdroj: | Production and Operations Management. 29:62-71 |
| ISSN: | 1937-5956 1059-1478 |
| DOI: | 10.1111/poms.13096 |
| Popis: | In this study, we characterize the optimal compensation scheme for a firm that sells a single product with a limited stocking quantity through a sales agent. Our focus is on understanding how the supply–demand mismatch costs affect the firm’s optimal compensation scheme. There are two main findings. First, under the deterministic demand response, the classical optimality result of the convex increasing compensation scheme breaks with the consideration of supply–demand mismatch costs. Instead, the optimal compensation is S‐shaped under certain conditions. Second, under the stochastic demand response, the classical optimality result of the menu of linear compensation schemes fails to hold with the consideration of supply–demand mismatch costs. Instead, the optimal compensation schemes consist of a menu of linear compensation coupled with a penalty of the agent’s forecast error. |
| Databáze: | OpenAIRE |
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