文档介绍：南京航空航天大学
硕士学位论文
供应链管理环境下分销商选择及激励研究
姓名:宋俊
申请学位级别:硕士
专业:技术经济及管理
指导教师:李帮义
20061201
南京航空航天大学硕士学位论文
摘要
供应链管理强调拥有互补性能力或资源的企业之间的合作,其竞争优势在
于成员企业把主要精力放在自己的核心业务上以及成员企业间建立长期的合作
伙伴关系。在当前客户驱动的竞争环境下,分销商的选择和激励是构建供应链
合作伙伴关系的两个重要环节。
本文在充分借鉴前人有关研究成果的基础上,综合运用博弈论与信息经济
学的理论方法,研究供应链管理环境下分销商选择和激励问题。首先,阐述了
当前国内外关于供应链管理环境下分销商选择和激励研究的现状及发展,给出
了文章的研究思路及框架。其次,回顾了供应链及供应链合作伙伴关系理论,
阐明了分销商在供应链中的地位和承担的具体职能,以及制造商—分销商合作
伙伴关系,为分销商选择和激励的研究提供理论基础和框架指导。再次,在分
析了分销商选择的基本步骤的基础上,结合分销商选择的实际,设计了分销商
三阶段选择过程模型;建立了分销商评价指标体系;在介绍了常用的分销商评
价选择方法的基础上,提出一种基于层次分析法的博弈选择法,旨在选择长期
合作的可靠的分销商。接下来,概述了供应链管理激励机制理论,设计了两类
分销商激励模型:一个制造商和一个分销商组成的两级供应链中的激励机制模
型;一个制造商和两个分销商组成的两级供应链中的激励机制模型。最后,结
论部分对本文的研究工作进行总结,提出有待进一步研究的问题。

关键词:供应链,分销商,合作伙伴关系,选择,激励
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供应链管理环境下分销商选择及激励研究
ABSTRACT
The nature of supply chain management is to integrate the petency of
every node in supply chain and establish strategic partnerships between core
enterprise and every other enterprise to obtain petitive advantages. In the
customer-petition environment, distributor selection and incentive in
supply chain management are two critical steps in constructing partnerships of
supply chain.
Based on former research results, the thesis mainly studies the distributor
selection and incentive in supply chain management, introducing the methods of
game theory and information economics. Firstly, the existing literatures about
distributor selection and incentive are analyzed. The structure and layout of this
thesis are described. Secondly, the theories of supply chain and supply chain
partnership, the critical role played by distributor in supply chain, as well as the
partnerships between manufacturers and distributors are systematically analyzed.
Based on the above relative theories, the deep investigation is carried on into the
distributor selection and incentive processes. Thirdly, after the ordinary partner
selection process analyzed, combining with the character of distributor selection in