论文总字数：27298字

摘 要

随着我国经济的蓬勃发展，许多企业急速扩张自身的销售链，最终发展为只有一个生产部门，却有庞大销售网络的企业结构。生产部门由于生产能力有限，因此如何在产能限制下分配产能，最大化企业利润成为该类企业共同面临的问题。在实际运营中，该类企业组织生产时往往让销售人员上报需求，并在产能内尽量按照各销售点的需求进行生产，而在产能约束的条件下，销售人员为获得更多的分配量会上报比实际预测值更多的需求量，从而产生订单膨胀现象，掩盖了销售部门间真实的订单需求。而已有研究认为，企业组织生产时可以汇聚各个渠道的需求数据（即POS数据）对需求进行预测，而后在各销售点进行分配；然而，该做法忽略了一个事实：销售人员本身对需求有个判断，而该判断并不是POS数据所能反应的。由此可见，生产部门直接分配和销售人员上报需求后再分配这两种分配方式都各有利弊。而已有文献证明，由于均匀分配机制规定了优先满足需求较小的订单，销售人员为了获得与自身需求接近的订单，都将会上报自身最佳真实订单。因此，当生产部门采用均匀分配机制时，可以避免销售人员上报过多的订单，从而规避订单膨胀的现象。本文从生产部门直接分配和销售人员上报需求，生产部门运用均匀分配机制进行分配两种分配方式入手，建立相关利润数学模型，比较两种分配方式下，企业利润的大小。文章得出，当产能较小时，企业采用直接分配方式获得的利润高于销售部门上报需求后再分配的企业利润，当产能较大时，企业采用销售部门上报需求再分配获利明显高于企业直接分配方式下的获利，且随着产能的不断增大，销售部门上报需求再分配的获利增加趋势大于直接分配方式。除此之外，文章还认为，销售部门的批发成本也影响着企业的利润。同等产能下，批发成本较低的企业利润大于批发成本较高的企业利润。而当批发成本较低时，随着产能的增加，企业获利的增长速度也大于批发成本较高时，企业获利的增长速度。文章同时还研究了私有需求信息信号对于企业获利的影响，当私有信息信号越精确时，企业获利更多。

关键词：产能分配；私有信息；均匀分配；分配机制

Enterprise's Production and Distribution Mechanism Research of Sales Staff Have Private Demand Information

Abstract

With the rapid development of economy in our country, many enterprises rapidly expanding its sales chain, eventually developed into only one production department, but there are countless sales network structure. Production department because of capacity constraints, so how to allocate capacity, to maximize enterprise profits become the common problem faced by enterprises. In actual operation, the enterprise organization production often let the sales staff reporting requirements, and in the capacity as far as possible in accordance with the requirements in terms of production of each point of sale in capacity constraints, the sales staff to get more allocation amount at more than the actual forecast demand, orders are produced by inflation, disguise the real order between the sales department. Just the research thinks, the demand of the enterprise production can gather each channel (POS) data to forecast the demand, then that is allocated in every point of sale; This practice, however, ignores the fact that the sales staff itself had a judgment for demand, and the judgment is not POS data to reaction. This shows, the production department direct distribution and redistribution after sales staff reporting requirements both allocation each have advantages and disadvantages. Just have documents to prove that, when using uniform distribution mechanism, due to the uniform distribution mechanism set priority to satisfy demand for smaller orders, orders for sales people to get close to own needs, will be at the meeting at their own best real orders, to avoid the inflation in order. Therefore, this article from the production department direct distribution and sales staff reporting requirements, the production department using uniform distribution mechanism two distribution modes for the distribution of profits related mathematic model, comparing size of corporate profits. Article concluded that, when the capacity is small, the enterprise adopt direct allocation of profits is higher than the sales department redistribution of profits after reporting requirements, when the capacity is bigger, the enterprise by the sales department reported profit redistribution is significantly higher than demand enterprises directly under the distribution of profits, and with the increase of capacity, sales departments to demand the redistribution of profit increase is greater than the direct distribution way. In addition, the article also argues that the wholesale cost of Marketing Department also affects the enterprise profit. Under the same capacity, wholesale cost lower profits than the wholesale cost higher corporate profits. And when the wholesale cost is lower, with the increase of production capacity, corporate earnings growth is greater than the wholesale cost is high, corporate earnings growth. The article also studies the private demand information signal for the impact of corporate profits, when private information signal, the more precise the profit more.

Key Words: capacity allocation; private information; uniform allocation; allocation mechanism

目 录

摘要 I

Abstract II

第一章 绪论 1

1.1 研究背景及意义 1

1.1.1研究背景 1

1.1.2研究意义 2

1.2 研究目标及内容 2

1.2.1研究目标 2

1.2.2研究内容 2

1.3 研究思路及创新 3

1.3.1研究思路及技术路线 3

1.3.2研究创新 4

第二章 研究回顾及文献综述 5

2.1 产能分配相关理论 5

2.2 不同分配机制下的均衡建立相关理论 7

2.3 私有信息相关理论 7

第三章 模型描述 9

3.1 问题描述与模型假设 9

3.2 生产部门根据市场需求直接分配利润模型 9

3.3 销售部门上报需求（考虑销售部门的私有信息），生产部门按照均匀分配机制进行分配模型 11

第四章 数值实验 14

4.1产能确定时，两种模型下企业利润的大小关系 14

4.2 两种模型下，产能K与企业利润的大小关系 16

4.3 两种模型下，批发成本对企业利润的影响 18

4.3.1批发成本满足不同的线性关系时，对企业利润的影响 18

4.3.2批发成本为均匀分布时，对企业利润的影响 20

4.4 模型二中，私有信息方差的大小对于企业利润的影响 22

第五章 总结与展望 24

参考文献 26

致 谢 28

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