Bargaining Power in Supply Chain Kollaborationen
Zusammenfassung der Projektergebnisse
This project focuses on studying the bargaining power within supply chain operations, acknowledging that human decision-making can violate assumptions due to individual cognition biases and social relationships. Four studies examine the intricacies of power dynamics in supply chain negotiations, with the first two focusing on individual retailers and the latter two involving multiple supply chain players. The findings aid in the development of effective strategies to enhance supply chain players’ power and status within the supply chain, improving supply chain efficiency. The first study investigates pricing policy in a two selling-season scenario, where the retailer sets a normal price for the first season and a discounted price for the second season. The results indicate that behavioral parameters are influenced by the pricing policy, i.e., both risk and loss aversion decrease as the full price increases. The second study focuses on understanding the preference bias of retailers in demand-shaping effort. The results show a preference bias towards demand-promotion effort exists in the low-profit condition, indicating the importance of discouraging optimism when selecting a promotion strategy. The two studies serve as a starting point for negotiations with retailers who claim to have the power to control customer demand. The extent of their power is influenced by two crucial factors: their knowledge of customer behavior and the awareness of their own biases. The third study investigates how social preferences can affect the interaction efficiency of two supply chain partners. Participants who had worked together before exhibited high social preferences, indicating that past interactions play an important role in developing social preferences and improving collaboration efficiency. The fourth study adopts process data of decisions in supply chain bargaining. The results indicate that response times can provide valuable information about a bargaining partner's preferences and priorities, which can help negotiators adjust their strategies to increase the likelihood of reaching an agreement. In addition to its contribution to the understanding of power dynamics in supply chain management, this project also provides support for the development of young scholars. They are encouraged to participate in the main research activities and are supported by sufficient communication with senior researchers, which enriches their research skills. To further enhance research communication, several workshops have been organized between research institutions in Germany and China. These workshops provide all participants with the opportunity to exchange knowledge and establish potential research collaborations. However, due to the COVID-19 pandemic, some scheduled activities such as visiting stays abroad had to be canceled since the end of 2019. Due to the same reason, running experiments in the lab was limited during the special period. Fortunately, we could switch to online experiment. It took a long time to get adapted to this new format because the control over experiment settings, as well as participants, in online experiments should be carefully designed.
Projektbezogene Publikationen (Auswahl)
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High price or low price? An experimental study on a markdown pricing policy. European Journal of Operational Research, 284(1), 240-254.
Chen, Junlin & Zhao, Yingshuai
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The Effect of Social Preferences on Sales and Operations Planning. Operations Research, 69(5), 1368-1395.
Papier, Felix & Thonemann, Ulrich W.
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The Value of Response Time Information in Supply Chain Bargaining. Manufacturing & Service Operations Management, 25(1), 19-35.
Chen, Fadong; Zhao, Yingshuai & Thonemann, Ulrich
