Model for Negotiating Prices and Due Dates with Suppliers in Make-to-Order Supply Chains

Xu, Xiaofei; Zhan, Dechen

doi:10.1007/11802372_31

Cited by 2 publications

(3 citation statements)

References 14 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…This agenda appropriately incorporates both the joint gain searching method and the concession based method into a negotiation framework. The proposed negotiation agenda and approach can achieve near-optimal social welfare and 'win-win' contracts [21].…”

Section: Coordination Mechanism Based On the Classificationmentioning

confidence: 99%

A Collaborative Operation Framework for Ship-Building Supply Chain

Zhan

Jin

et al. 2009

2009 International Conference on Interoperability for Enterprise Software and Applications China

Self Cite

View full text Add to dashboard Cite

Ship-building is a typical ETO(Engineering-toorder) and OKP(One-of-a-Kind production) manufacturing. Collaboration with suppliers is crucial to the efficiency of the ship-building enterprise and supply chain. The suppliers are classified into three categories according to the materials they provide, i.e. strategic suppliers, important suppliers and ordinary suppliers. In doing so, three suitable mechanisms, i.e. collaborative operation planning, multi-issue negotiation and multi-attribute reverse auction, are selected and proposed for coordinating the dependent relationship between the manufacturer and them, respectively. Then, a collaboration framework, named Collaborative Resource Planning (CORP), which integrates the mechanisms and the internal operation planning, is proposed. A software system implementing CORP framework has been developed to support the collaboration and synchronization across enterprises. Result of one application in a ship-building supply chain is reported.

show abstract

Section: Coordination Mechanism Based On the Classificationmentioning

confidence: 99%

A Collaborative Operation Framework for Ship-Building Supply Chain

Zhan

Jin

et al. 2009

2009 International Conference on Interoperability for Enterprise Software and Applications China

Self Cite

View full text Add to dashboard Cite

show abstract

“…The customer desires that the seller always accepts his oer with a low price and a short lead time, and delivers the product within a preferred time. On the contrary, the seller intends to accept protable orders with high price and/or long delivery time (Nie et al, 2006).…”

Section: Problem Descriptionmentioning

confidence: 99%

“…The work helped the supplier to simultaneously process production and transport data as well as customer preferences and thus enabled him to make rational oers. Nie et al (2006) presented a two-phase model for price/due date negotiation between a manufacturer and a supplier in a make-to-order supply chain. In the rst phase, a mediator was involved to help the actors search an acceptable due date.…”

Section: Analytical Modelsmentioning

confidence: 99%

An agent-based model to support negotiation-based order acceptance in a multi-plant enterprise

Mobini

Behdani

Lukszo

et al. 2011

2011 IEEE International Conference on Systems, Man, and Cybernetics

View full text Add to dashboard Cite

SummaryOrder acceptance (OA) has a large inuence on the performance of an enterprise. On the one hand, always accepting an order when capacity is available may restrict the system to accept more protable orders in the future. On the other hand, rejecting too many orders leads to low capacity utilization and also has repercussions for future customer relations. In addition, accepting too many orders leads to an over-loaded production environment, where lead times increase and orders are delivered late. Most of these aspects of order acceptance decision-making can be handled by having proper negotiations with customers on order terms. However, this is a complex problem primarily because there are dierent actors who have various (conicting) interests, needs and objectives. Accordingly, to provide insight for the decision makers in the rms in order to develop proper strategies for order acceptance, developing appropriate models seems necessary.The objective in this research is to improve the order acceptance performance of a make-to-order multi-plant enterprise (MPE) by incorporating buyer-seller negotiations in its OA procedure with the main research question of How can the buyer-seller negotiation process contribute to the improvement of order acceptance performance in the multi-plant enterprise?For this purpose, we have developed an agent-based model to support order acceptance decisions in a multi-plant enterprise particularly using dierent negotiation settings.The research starts with literature review on order acceptance in general and negotiation in particular. A gap is identied in the OA literature: the major perspectives on the OA procedure rest on the underlying assumption that order terms are already determined which is not always tenable. In reality, order terms are usually specied by negotiation between the buyer and the seller and they are not predetermined. A negotiation-based order acceptance approach is consequently suggested in order to consider the whole activities in a negotiation process with three phases. The proposed process involves the initiation conditions for negotiation (pre-negotiation phase), the main interaction (negotiation phase) and the consequences of negotiation on the future decisions of the involved actors (post-negotiation phase). This negotiation process is a part of more general negotiation framework which is then extended into a negotiation ontology. The ontology introduces the main concepts and their relations in a negotiation problem. Next, the conceptualization of the order negotiation process in OA and the negotiation ontology are used in developing an agent-based model for buyer-seller negotiations in a case of multi-plant enterprise. The general assumptions and settings for model development are taken from a model have been presented by Behdani et al. (2010) for a lube oil multi-plant case study motivated by a real supply chain.In this research, the previous model is extended by incorporating negotiation between the ii enterprise and its customers on order terms. Final...

show abstract

Model for Negotiating Prices and Due Dates with Suppliers in Make-to-Order Supply Chains

Cited by 2 publications

References 14 publications

A Collaborative Operation Framework for Ship-Building Supply Chain

A Collaborative Operation Framework for Ship-Building Supply Chain

An agent-based model to support negotiation-based order acceptance in a multi-plant enterprise

Contact Info

Product

Resources

About