讲座（4）
题 目：Posted Pricing versus Bargaining in Sequential Selling Process
报告人：Dr. Qi Annabelle Feng, Associate Professor, Purdue University
时 间：6月20日（周五）下午13:30-14:20
地 点：行政楼128会议室
报告摘要：
We study the role of bargaining in a firm's revenue management. The seller firm under consideration sequentially sells a fixed amount of stock to a random arrival stream of potential buyers over a finite selling season. The buyers are heterogeneous in their valuation of the product. Based on the stock level and the time to the end of the selling season, the seller may dynamically choose either to post a take-it-or-leave-it price or to engage in bargaining with an arriving buyer. A unique feature of our model is the linkage between the seller's disagreement point from a trade and her future value of the product, which differentiates our study from previous ones on revenue management with bargaining, as well as imposing analytical challenges.  We also discuss several variations of our model by including transaction-based bargaining cost, commission-based bargaining cost and a mixed buyer population with bargainers and non-bargainers. In contrast to what is uncovered in previous studies, our findings suggest that the seller choice of the selling mechanism is highly sensitive to the distributional properties of the buyer's valuation, highlighting the importance of appropriately modeling the seller's disagreement point in a sequential trading process.
报告人简介：
Dr. Qi Annabelle Feng is an associate professor in Operations Management and the associate director of Dauch Center for Manufacturing Management Enterprises and Global Supply Chain Management Initiatives at Krannert School of Management, Purdue University.
Her main research interest lies in studying firms’ sourcing decisions in the broad context of supply chain management. Her work focuses on individual firm’s procurement planning in uncertain environment and multiple firms’ interactions in sourcing relationships. She also works in the areas of product development and proliferation management, resource planning, economic growth models, and management of information systems.
She is currently a Department Editor for Production and Operations Management. She received the first prize in the INFORMS Junior Faculty Paper Competition in 2009, Franz Edelman Award in 2009 and the Wickham Skinner Early-Career Research Accomplishment Award in 2012.

讲座（5）
题 目：Resale Price Maintenance: Customer Service and Channel Breadth
报告人：Prof. Charles Arthur Ingene, University of Mississippi
时 间：6月20日（周五）下午14:20-15:10
地 点：行政楼128会议室
报告摘要：
Resale price maintenance (RPM) enables a manufacturer to constrain the prices that its retailers charge. To address the impact of RPM’s recent legalization, we derive a manufacturer’s globally-optimal RPM strategy when it distributes through competing, heterogeneous retailers who provide service that enhances product demand. Our analysis yields several insights into a manufacturer’s use of RPM. First, an optimal RPM strategy can entail a ceiling that lowers the price unconstrained retailers would charge, or a floor that raises retail prices. The choice of ceiling or floor depends on service effectiveness, retail heterogeneity, and retailer competition. Second, in some cases the manufacturer will impose a price floor that constrains the pricing flexibility of the smaller retailer, but does not directly impact the larger retailer. Third, there are scenarios in which a manufacturer chooses to not constrain prices even though it can legally do so. Fourth, the optimal application of RPM may cause the manufacturer to restrict channel breadth. Fifth, the optimal use of RPM often benefits the manufacturer while lowering total channel profit. Sixth, RPM always disadvantages the smaller retailer, but it sometimes benefits the larger retailer.
报告人简介：
Professor Ingene has been a chaired professor at the University of Washington, Chinese University of Hong Kong, and Hong Kong Polytechnic University. His research includes employing game theory to assess pricing contracts in distribution channels; utilizing mathematical modeling to gauge pricing and location issues in retailing; and using uncertainty theory to investigate the economics of externalities, migration, and international trade. He has also used large-scale databases to explore retail productivity, competitive strategy, and determinants of medical expenditures.
Professor Ingene has published extensively in top academic journals, including Marketing Science, Management Science, Journal of Marketing, Journal of Retailing (JR), Marketing Letters, American Economic Review, and Harvard Business Review.
Professor Ingene was editor of the Journal of Retailing (1992 – 1996), and is currently an Associate Editor of JR.

讲座（6）
题 目：Choosing the Right Exchange-Old-for-New Programs
报告人：Dr. Yongbo Xiao， Associate Professor， Tsinghua University
时 间：6月20日（周五）下午15:30-16:20
地 点：行政楼128会议室
报告摘要：
By offering to trade-in one unit of old product at a discounted price while selling new products, "exchange-old-for-new''(EON) programs have been considered efficient ways of expanding market for durable goods. Starting from the choice behavior of customers, this paper studies optimal pricing and remanufacturing decisions for firms that adopt the EON program. Specifically, considering a supply chain that consists of one manufacturer and one retailer, we investigate two business models: (i) In the manufacturer-initiated scenario, the manufacturer launches an EON program and owns all the old items that are returned; he remanufactures all (or a portion) of the old items and sells them to a secondary market. (ii) In the retailer-initiated scenario, any old items that are returned belong to the retailer; she remanufactures the old items and sells them to the secondary market.  An in-depth comparison between the optimal decisions in the two models is conducted in this paper. Based on a centralized supply chain as a benchmark, we devise an exchange-discount-sharing mechanism, which can be adopted in both scenarios, to coordinate the supply chain. Numerical experiments are conducted to show the profit impact for the supply chain members, which uncover interesting managerial insights for the proper adoption of the most efficient EON programs.
报告人简介：
Dr. Yongbo Xiao is an Associate Professor at School of Economics and Management (SEM), Tsinghua University. Dr. Xiao’s research interests include revenue and pricing management, service management, and supply chain management. Dr. Xiao has published over 30 papers in International and Chinese refereed journals, such as Production and Operations Management, Decision Sciences, Naval Research Logistics, IIE Transactions, Computers and Operations Research.
Dr. Xiao has also served as Director Assistant of Research Center for Contemporary Management (RCCM), Tsinghua University (2008.8-2014.2), Deputy Secretary General of Professional Committee in Economics & Management Systems of China Automation Association (2013 - present), and Member of Young Scholar Committee of “Chinese Society of Optimization, Overall Planning, and Economical Mathematics” (2011.10-2015.10). Dr. Xiao is the winner of a Third-class Award for Progress in Science and Technology of Beijing (2005) and Science Fund for Excellent Young Scholar under NSFC (2012).