主制造商供应商合作协商定价让步博弈研究

The Cooperative Negotiation Pricing Concession Game Between the Main Manufacturer and Suppliers

本文针对由单一主制造商和单一供应商组成的供应链系统,基于主制造商供应商的战略合作模式和双方的利益追求,制定了主制造商供应商的谈判协商规则,建立了以价格谈判为切入点的战略谈判协商定价模型,并研究了主制造商和供应商分别为第一出标者下的让步均衡,求出了实现双方利益最大化下的最优出标量。最后通过算例分析,验证了本文所构建的主制造商供应商协商谈判模型的可行性,并对比分析了双方合作的纳什博弈结果与让步博弈结果。研究表明主制造商和供应商通过谈判制定让步规则,双方主体分别作为主导者和跟随者,确定各自价格的削减量,相对于低效的纳什均衡时的合作结果,能够实现双方的利益增加。

Regarding the supply chain composed by the main manufacturer and a supplier, based on strategic cooperation mode and interest pursuit of the main manufacturer and supplier, this paper establishes the negotiation rules of the main manufacturer- supplier and strategic negotiation pricing model with price negotiation as the breakthrough point. It studies concession equilibrium that the main manufacturer and supplier are the first offer respectively and finds out the optimal offer under the interest maximization. Finally, with the case studies, this paper verifies the feasibility of the negotiation model of the main manufacturer- supplier, and compares the results of the Nash game with the results of the concession game. Research shows that the main manufacturer ~nd supplier make concession rules through negotiations, both sides respectively as the leader and the follower, determine their respective price reductions. Compared to the cooperation results of inefficient Nash equilibrium, the interests of both sides increase.