An Option-Revenue Sharing Coordination Contract with Price and Sales Effort Dependent Demand

Document Type : Research Paper


1 Faculty of Industrial Engineering,University of Tehran, Tehran, Iran

2 Faculty of Industrial Engineering, Khatam University, Tehran, Iran


This study proposes a novel option-revenue sharing coordination contract framework. In the proposed model, the retailer determines the number of order sales effort. The manufacturer sets the price of products for the wholesale strategy. The investigated supply chain problem analyzes the results of different strategies. In the proposed coordination contract problem, two types of games including retailer-based game and manufacturer-based Stackelberg game are considered. In both cases the retailer adopts the value of order and the sales effort and the manufacturer determines the wholesale price. To assess the performance of the proposed contract, a wholesale and a basic selection contract are considered in the model. To obtain the Nash equilibrium in the retailer-based state of the proposed option-revenue sharing coordination contract problem, a hybrid algorithm consisting of a heuristic and a genetic algorithm is proposed by considering the computational complexities of the proposed model. A numerical comparison between the proposed contract and other cases demonstrates that the option-revenue sharing contract significantly dominates the basic option and the wholesale price contract. Finally, we implemented some numerical experiments on the critical parameters of the contract. Based on the results, increasing the price-dependency of demand results in less number of products ordered by the retailer.


Article Title [فارسی]

ارائه یک قرارداد مشارکتی تقسیم درآمد با در نظر گرفتن تقاضای وابسته به قیمت و فروش

Authors [فارسی]

  • مسعود ربانی 1
  • ندا معنوی زاده 2
  • حامد وفا آرانی 1
  • سروش آقامحمدی بوسجین 1
1 دانشکده مهندسی صنایع، دانشگاه تهران، تهران، ایران
2 دانشکده مهندسی صنایع، دانشگاه خاتم، تهران، ایران
Abstract [فارسی]

این مقاله یک مدل جدید برای ساختار قرارداد مشارکتی تقسیم درآمد ارائه میکند. در ساختار مدل پیش‌رو، خرده فروش‌های موجود در سیستم تعیین کننده مقدار سفارشات مربوط به فروش میباشند. همچنین تولید کنندگان تعیین کننده قیمت محصول تحت شرایط عمده فروشی میباشند. پژوهش حاضر نتایج حاصل از  استراتژی‌های مختلف را در ساختار زنجیره تامین مد نظر، مورد بررسی قرار میدهد. در ساختار قرارداد مشارکتی تقسیم درآمد حاضر، دو نوع بازی وابسته به خرده فروش و وابسته به تولید کننده در نظر گرفته شده است. به منظور بررسی عملکرد قرارداد حاضر، نتایج ان تحت سیاست عمده فروشی و قرارداد پایه مورد بررسی قرار گرفته است. به دلیل پیچیدگی مدل، برای حل آن از یک روش ترکیبی وابسته به الگوریتمهای ابتکاری استفاده شده است. همچنین بر روی پارامترهای اساسی مدل تحلیل حساسیت صورت گرفته است و طبق نتایج افزایش تقاضای وابسته به قیمت منجر به سفارش تعداد کمتری کالا از سوی خرده فروشان میشود.    

Keywords [فارسی]

  • زنجیره تامین
  • قرارداد مشارکتی
  • تقاضای وابسته به قیمت
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