SIMULTANEOUS QUOTATIONS FOR MULTIPLE CUSTOMERS UNDER CONTINGENCY ENVIRONMENT
Companies that operate in Make-to-Order (MTO) environment must respond to enquiries by preparing quotations that are attractive to their customers and feasible for them to fill. This paper proposes a method to quote the due dates and the prices of incoming orders simultaneously when the contingent orders exist. The method utilizes probabilistic theory and incorporates some theories of negotiation such as aspiration level, negotiation margin and limit level to generate quotations. Rather than improving the acceptance probability of quotation for single customer, the method improves the overall acceptance probability of quotations to be submitted to the multiple customers. This helps to increase the total expected contribution of company and acceptance probability of entire new orders rather than increasing these measures for a single customer. Numerical example demonstrates the working mechanism and the effectiveness of proposed method in contrast to the method of sequential quotation.
simultaneous quotations contingent orders negotiation
Sujan Piya Katsuhiko Takahashi Katsumi Morikawa
Graduate School of Engineering, Hiroshima University, Higashi-Hiroshima 739-8527, Japan
国际会议
The Tneth International Conference on Industrial Management(第十届工业管理国际会议 ICIM 2010)
北京
英文
121-128
2010-09-16（万方平台首次上网日期，不代表论文的发表时间）