逆向拍卖采购机制设计与选择

发布时间：2018-06-06 23:35

本文选题：逆向拍卖采购 + 谈判采购　；参考：《北京交通大学》2017年硕士论文

【摘要】：近年来,企业面临更加激烈的竞争环境,采购活动在企业运作中的重要性日益凸显。随着电子商务的流行,供应商市场扩大,采购模式不断被创新,企业面临着采购模式的选择问题。目前的采购模式主要有两种,谈判采购和逆向拍卖采购。在谈判采购中,采购商通常选择已知的供应商,与其达成长期合作伙伴关系;在逆向拍卖采购中,采购商面向市场发起公开的招标,最终的交易伙伴未知,与供应商的合作往往是一次性的。面临已知的长期合作供应商和未知的新供应商,企业采购决策的问题是,选择继续与原长期供应商进行一对一的谈判采购,或者选择引入新供应商进行竞价式的逆向拍卖采购。我国法律规定,某些采购活动必须执行公开招投标形式的逆向拍卖,使得采购商与供应商很难形成长期合作关系。为了克服这一困难,文章在传统逆向拍卖基础上,设计考虑长期合作的逆向拍卖机制,并给出选何种机制最优的条件。首先,在谈判采购与逆向拍卖采购的比较中,分别建立广义纳什均衡下的谈判模型和一价密封逆向拍卖模型,对均衡结果进行求解。为研究选择策略,文章以采购商收益最大化为目标,以投标人数和长期供应商谈判势力为决策变量,建立选择模型,分析得出采购商选择的临界条件,并对临界条件作出敏感性分析。接下来,文章修改了标准的一价密封拍卖机制,将长期供应商区分于其他投标人,得到考虑长期合作的逆向拍卖机制,并对该机制建模求解,得出均衡结果。最后,文章比较了考虑长期合作的逆向拍卖与标准逆向拍卖机制下,最优投标策略、期望的成交价格、采供双方的期望收益大小,并给出采购商和长期供应商在两种逆向拍卖机制中的选择策略。文章研究得出采购商在谈判采购、逆向拍卖采购以及考虑长期合作的逆向拍卖采购三种采购模式下的选择策略。理论上,文章弥补了谈判理论与逆向拍卖理论比较研究领域的不足,以投标人数和谈判势力为决策变量分析了哪种机制更有效的问题。此外,设计了新的逆向拍卖机制,并求解得到均衡结果。实践上,文章为企业选择采购模式的问题提供解决方案,启示企业采购项目不可盲目选择采购模式。同时考虑了采购项目被强制执行逆向拍卖采购模式的情形,给出了兼得长期合作关系的解决方案。
[Abstract]:In recent years, enterprises are facing a more fierce competitive environment, the importance of procurement activities in the operation of enterprises is becoming increasingly prominent. With the popularity of electronic commerce and the expansion of supplier market, the procurement model is constantly innovated, and enterprises are faced with the choice of procurement mode. There are two main procurement models, negotiation procurement and reverse auction procurement. In negotiating procurement, buyers usually select known suppliers and enter into long-term partnerships with them. In reverse auction procurement, buyers open tenders to the market and the final trading partner is unknown. Cooperation with suppliers is often one-off. In the face of known long-term cooperative suppliers and unknown new suppliers, the problem of enterprise purchasing decision is to choose to continue the one-to-one negotiation procurement with the original long-term suppliers, or to introduce new suppliers for bidding reverse auction procurement. According to the law of our country, some procurement activities must carry out reverse auction in the form of open bidding, which makes it difficult for buyers and suppliers to form a long-term cooperative relationship. In order to overcome this difficulty, based on the traditional reverse auction, a reverse auction mechanism considering long-term cooperation is designed and the optimal conditions are given. Firstly, in the comparison of negotiation procurement and reverse auction procurement, the negotiation model under generalized Nash equilibrium and the one-price sealed reverse auction model are established, respectively, and the equilibrium results are solved. In order to study the selection strategy, aiming at maximizing the profit of the purchaser, taking the number of bidders and the power of long-term supplier negotiation as the decision variables, the selection model is established, and the critical conditions of the buyer's selection are analyzed. The sensitivity of the critical condition was analyzed. Then, the paper modifies the standard one price sealed auction mechanism, differentiates the long term supplier from other bidders, obtains the reverse auction mechanism considering long term cooperation, and models the mechanism to get the equilibrium result. Finally, the paper compares the optimal bidding strategy, the expected transaction price and the expected income between the two sides under the reverse auction and standard reverse auction mechanism considering long-term cooperation. The selection strategies of buyers and long-term suppliers in two reverse auction mechanisms are also given. This paper studies the selection strategies of buyers in negotiation procurement reverse auction procurement and reverse auction procurement considering long-term cooperation. In theory, the paper makes up for the deficiency in the field of comparative research between negotiation theory and reverse auction theory, and analyzes which mechanism is more effective by taking the number of bidders and negotiation forces as decision variables. In addition, a new reverse auction mechanism is designed and the equilibrium results are obtained. In practice, the paper provides solutions for enterprises to choose procurement mode, and enlightens enterprises not to blindly choose procurement mode. At the same time, considering the situation that the procurement project is enforced by reverse auction, the solution of long term cooperative relationship is given.
【学位授予单位】：北京交通大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：F724.59

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