回扣现象的博弈分析

Analysis of Drawing Sales Commission with Game Theory

本文应用博弈论的分析方法 ,在强调个人理性与集体理性矛盾的基础上研究回扣现象。建立相应的定量分析模型 ,分析企业管理制度对参与人均衡行为的影响。并指出回扣现象在现行的企业管理制度下不可能完全杜绝。

In this paper the action of drawing sales commission in product trading is researched by applying game theory and based to the empasis of the differences between personal reasonability and collective reasonability. The quantitative analysis models are established, and the impact of the management system on the equilibrium action of the players is analyzed. The paper shows that the action of drawing sales commission in product trading is inevitable in the current enterprise management system. Furthermore, some methods for reducing the possibility of the action are given.