协议销售和自由销售并存情况下共用产能分配策略研究

摘要

在实际生产中,通常公司会有一些长期客户的存在,这些长期客户通常采用协议价格.长期客户通常可以避免销售情况的大起大落,虽然协议销售需求稳定,但是通常价格较低.协议销售数量过多,必然会影响企业总体收益;如果过低,则会使需求不稳定,承担较大的风险.为了合理确定协议销售和自由销售之间的关系,建立了协议销售与自由销售的收益管理模型.讨论了模型的性质,并给出了算例分析.%In the actual production, company usually has some long term customers.This kind of customer always has a contract price.Long term customer can help to keep the requirement stable, but it also has some disadvantages.On the one hand, if the company gives more capacity to the long term customer, it will impact the total revenue of the company because of the low price.On the other hand, if the company gives little capacity to the long term customer, it will make the requirement unstable.How to balance the long term customer and short term customer is very significant.The model about the two case is established and discussed the feature of the model, finally an example about the model is given.