本文選題：逆向拍賣采購(gòu) + 談判采購(gòu)��； 參考：《北京交通大學(xué)》2017年碩士論文

【摘要】：近年來,企業(yè)面臨更加激烈的競(jìng)爭(zhēng)環(huán)境,采購(gòu)活動(dòng)在企業(yè)運(yùn)作中的重要性日益凸顯。隨著電子商務(wù)的流行,供應(yīng)商市場(chǎng)擴(kuò)大,采購(gòu)模式不斷被創(chuàng)新,企業(yè)面臨著采購(gòu)模式的選擇問題。目前的采購(gòu)模式主要有兩種,談判采購(gòu)和逆向拍賣采購(gòu)。在談判采購(gòu)中,采購(gòu)商通常選擇已知的供應(yīng)商,與其達(dá)成長(zhǎng)期合作伙伴關(guān)系;在逆向拍賣采購(gòu)中,采購(gòu)商面向市場(chǎng)發(fā)起公開的招標(biāo),最終的交易伙伴未知,與供應(yīng)商的合作往往是一次性的。面臨已知的長(zhǎng)期合作供應(yīng)商和未知的新供應(yīng)商,企業(yè)采購(gòu)決策的問題是,選擇繼續(xù)與原長(zhǎng)期供應(yīng)商進(jìn)行一對(duì)一的談判采購(gòu),或者選擇引入新供應(yīng)商進(jìn)行競(jìng)價(jià)式的逆向拍賣采購(gòu)。我國(guó)法律規(guī)定,某些采購(gòu)活動(dòng)必須執(zhí)行公開招投標(biāo)形式的逆向拍賣,使得采購(gòu)商與供應(yīng)商很難形成長(zhǎng)期合作關(guān)系。為了克服這一困難,文章在傳統(tǒng)逆向拍賣基礎(chǔ)上,設(shè)計(jì)考慮長(zhǎng)期合作的逆向拍賣機(jī)制,并給出選何種機(jī)制最優(yōu)的條件。首先,在談判采購(gòu)與逆向拍賣采購(gòu)的比較中,分別建立廣義納什均衡下的談判模型和一價(jià)密封逆向拍賣模型,對(duì)均衡結(jié)果進(jìn)行求解。為研究選擇策略,文章以采購(gòu)商收益最大化為目標(biāo),以投標(biāo)人數(shù)和長(zhǎng)期供應(yīng)商談判勢(shì)力為決策變量,建立選擇模型,分析得出采購(gòu)商選擇的臨界條件,并對(duì)臨界條件作出敏感性分析。接下來,文章修改了標(biāo)準(zhǔn)的一價(jià)密封拍賣機(jī)制,將長(zhǎng)期供應(yīng)商區(qū)分于其他投標(biāo)人,得到考慮長(zhǎng)期合作的逆向拍賣機(jī)制,并對(duì)該機(jī)制建模求解,得出均衡結(jié)果。最后,文章比較了考慮長(zhǎng)期合作的逆向拍賣與標(biāo)準(zhǔn)逆向拍賣機(jī)制下,最優(yōu)投標(biāo)策略、期望的成交價(jià)格、采供雙方的期望收益大小,并給出采購(gòu)商和長(zhǎng)期供應(yīng)商在兩種逆向拍賣機(jī)制中的選擇策略。文章研究得出采購(gòu)商在談判采購(gòu)、逆向拍賣采購(gòu)以及考慮長(zhǎng)期合作的逆向拍賣采購(gòu)三種采購(gòu)模式下的選擇策略。理論上,文章彌補(bǔ)了談判理論與逆向拍賣理論比較研究領(lǐng)域的不足,以投標(biāo)人數(shù)和談判勢(shì)力為決策變量分析了哪種機(jī)制更有效的問題。此外,設(shè)計(jì)了新的逆向拍賣機(jī)制,并求解得到均衡結(jié)果。實(shí)踐上,文章為企業(yè)選擇采購(gòu)模式的問題提供解決方案,啟示企業(yè)采購(gòu)項(xiàng)目不可盲目選擇采購(gòu)模式。同時(shí)考慮了采購(gòu)項(xiàng)目被強(qiáng)制執(zhí)行逆向拍賣采購(gòu)模式的情形,給出了兼得長(zhǎng)期合作關(guān)系的解決方案。
[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.
【學(xué)位授予單位】：北京交通大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2017
【分類號(hào)】：F724.59

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