基于拓展经营的交叉销售产品的订货研究

doi:10.3969/j.issn.1007-7375.e17-1183

工业工程 ›› 2018, Vol. 21 ›› Issue (2): 19-26.doi: 10.3969/j.issn.1007-7375.e17-1183

基于拓展经营的交叉销售产品的订货研究

李守荣, 张人千

北京航空航天大学经济管理学院, 北京 100191

收稿日期:2017-07-29 出版日期:2018-04-30 发布日期:2018-05-12
作者简介:李守荣(1987-),女,河北省人,博士研究生,主要研究方向为行为运作管理、库存管理等
基金资助:
国家自然科学基金资助项目（71571006；71271010）；航空科学基金资质项目（2014ZG51077）

A Research on Ordering of Cross-selling Products based on Business Expansion

LI Shourong, ZHANG Renqian

School of Economics and Management, Beihang University, Beijing 100191, China

Received:2017-07-29 Online:2018-04-30 Published:2018-05-12

摘要/Abstract

摘要： 基于交叉销售构建销售组合，研究组合内产品订货量是库存决策中的重点问题。考虑企业从横向角度拓展产品市场，构建了两产品的不对称交叉销售模型，推导了两产品非线性约束规划模型的最优条件和最优解的表达式。文章证明和分析了随着两产品关联系数波动性的增大以及新产品的需求分布属性的弱化，企业为追求两产品整体利润最大化，在现有销售组合的基础上，会采取收缩原有产品订货量的决策。最后，借助MATLAB软件对实例进行了验证。

关键词: 拓展经营, 交叉销售, 报童模型, 非线性规划

Abstract: Constructing a sales mix based on the cross-selling mode to study the order quantities for the products within the portfolio is a key problem in inventory decision. A two-product asymmetric model is established to study the business expansion of an enterprise from a horizontal perspective, and the optimal condition and solution of this nonlinear constrained programming model are derived. It is proved that with the increase of the fluctuation of the correlation coefficient and weakening of the new product's demand distribution attributes, based on the existing sales mix, the enterprise will take the contractile strategy to reduce the order quantity of the original product for the maximization of the overall profit of the two products. Finally, simulations with numerical examples are carried out with the help of MATLAB software.

Key words: business expansion, cross-selling, newsvendor model, non-linear programming

中图分类号:

李守荣, 张人千. 基于拓展经营的交叉销售产品的订货研究[J]. 工业工程, 2018, 21(2): 19-26.

LI Shourong, ZHANG Renqian. A Research on Ordering of Cross-selling Products based on Business Expansion[J]. Industrial Engineering Journal , 2018, 21(2): 19-26.

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基于拓展经营的交叉销售产品的订货研究

A Research on Ordering of Cross-selling Products based on Business Expansion

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