This article studies the problem of sales-force compensation by considering the impact of sales-force behavior on a firm's production and inventory system. The sales force's compensation package affects how the salespeople are going to exert their effort, which in turn determines the sales...

This article studies a single-location inventory model with random leadtimes. Inventory is replenished by a single supplier who, at the time a replenishment order is received, knows exactly when the order will be delivered. In other words, the supplier knows the leadtime for every replenishment...

A two-stage inventory system is considered where Poisson demand occurs at Stage 1, and Stage 1 replenishes its inventory from Stage 2, which in turn orders from an outside supplier with unlimited stock. Each shipment, either to Stage 2 or to Stage 1, incurs a fixed setup cost. Under the...

No abstract available.

We establish lower bounds on the minimum cost of managing certain production-distribution networks with setup costs at all stages and stochastic demands. These networks include serial, assembly, and one-warehouse multi-retailer systems. We obtain the bounds through novel cost-allocation schemes....

This paper studies a procurement problem with one buyer and multiple potential suppliers who hold private information about their own production costs. Both the purchase quantity and the price need to be determined. An optimal procurement strategy for the buyer requires the buyer to first design...

Salespeople are the eyes and ears of the firms they serve. They possess market knowledge that is critical for a wide range of decisions. A key question is how a firm can provide incentives to its salesforce so that it is in their interest to truthfully disclose their information about the market...